Microsoft Global Alliance Director

About Us

Always open. Our code, our culture, our opportunities. Leading open innovation without limits. We are SUSE.

SUSE is a global leader in innovative, reliable and secure enterprise open source solutions, including SUSE Linux Enterprise (SLE), Rancher and NeuVector. More than 60% of the Fortune 500 rely on SUSE to power their mission-critical workloads, enabling them to innovate everywhere – from the data center to the cloud, to the edge and beyond. SUSE puts the “open” back in open source, collaborating with partners and communities to give customers the agility to tackle innovation challenges today and the freedom to evolve their strategy and solutions tomorrow.  

We are open in our roots and open in our approach, striving to be the most trusted open innovator in the World. Openness extends beyond our technology. Our vibrant community thrives on diversity and connectivity without borders.

Microsoft Global Alliance Director

Job Description

The Role

Since its inception in 1992, SUSE has been at the forefront of technical innovation where change has been the only constant.

We are seeking an experienced, commercially oriented business professional to lead a cross-functional virtual team and rapidly grow our Microsoft Strategic Global Alliance. Your vision and direction as a cross-functional business leader will inspire the active engagement of indirect team members from across SUSE’s global organization - including sales, marketing, services, products, and more - all working together with you to create strategic plans and take to market compelling, differentiated solutions with your partner that drive rapid commercial growth.

With a deep understanding of the Microsoft organization, business strategy, and culture, you will engage with your partner at senior levels to develop a shared strategic vision and the executive sponsorship and support required to act on it. As a respected thought leader, you will propose innovative new business ideas and secure the partner alignment and engagement needed to put them into practice.

The key to success will be your ability to foster cross-functional collaboration and co-innovation between SUSE and Microsoft, and then effectively drive the resulting differentiated solutions into the market together in a way that aligns with both organizations' strategies, goals, and targets. 

The role sits within the Global Revenue function, reporting to the Head of Cloud.

The role can be based anywhere in the US.

Focus Areas

Revenue & Growth:

• Achieve revenue targets
• Track and report all revenue (including selling to, First Party, MP, and MDF coming from the alliance)
• Drive marketplace programs to monetize listings  

Strategic Alliance Development

• Develop and drive the global Microsoft alliance strategy and execution (inclusive of joint revenue/market objectives) 
• Create and execute holistic long-term and annual strategic plans
• Guide development and route partnering strategies (GSI, channel, ISV, MSP)
• Be a subject matter expert on all aspects of Microsoft's organization, programs, strategy, market, and performance.

Cross-Functional Leadership & Collaboration:

• Build and foster executive relationships, networking, and influence across the Microsoft organization. 
• Foster collaboration and co-innovation with Microsoft to develop differentiated joint solutions. 
• Inspire and lead a cross-functional virtual team (Sales, Services, Customer Success, Marketing, Technical, Product, and Solutions)
• Orchestrate cross-functional virtual team via workstreams in support of new programs, solutions, and routes to market. 

Go-To-Market Execution:

• Drive the alliance cadence with all stakeholders
• Drive the pipeline and sales engagement cadence
• Ensure joint solution plans are aligned with and executed by both organizations' GTM teams.
• Support joint alliance/SUSE global events as aspokesperson/presenter. 
•  Effectively leverage MDF to drive awareness, solutions, and demand.  

Internal Alignment & Enablement:

• Engage with Engineering teams to influence product development.
• Partner with Sales/Sales Leadership to understand top accounts and identify overlap with our cloud sales.
• Work with Alliance Marketing to create GTM plays for field consumption.
• Engage technical teams to create a strategy for building solutions and necessary technical assets for marketplace needs.
• Collaborate with Support to establish cadence with Microsoft support teams. 
• Partner with Legal, Operations, and Finance for new contracts, revenue reporting, market direction, and customer growth/shift. 
• Collaborate within the broader alliances team to share ideas, thought leadership, and best practices. 

Preferred Experience & Skills

• 5-7+ years in global alliance/partnership leadership roles including commercial responsibility with both direct and indirect virtual teamresponsibilities, including a proven experience in working with Microsoft, preferably in an ISV organization
• 10+ years of experience in the enterprise infrastructure software industry with alliances, partnership sales, and relationship management responsibilities
• Highly effective at developing, maintaining, and influencing partner relationships at all levels including day-to-day execution relationships and senior leadership levels
• Excellent communications (verbal/written) and presentation capabilities combined with the ability to clearly articulate complex business proposals and to influence both internal and external stakeholders at senior leadership levels
• Excellent cross-functional leadership and collaboration skills that can quickly bring together a virtual team to execute effectively shared goals and objectives
• Experience coordinating with an ecosystem of adjacent partners types (GSI, ISV, etc.) adjacent to your alliance partner – ie. forming/executing multi-partner solution and GTM plans
• Strong market knowledge and ability to create successful commercial growth strategies as well as own and execute a long-term strategic plan
• Demonstrated success at applying commercial analytical skills to long-term business planning that results in tangible business outcomes.
• Ability and willingness to travel up to 30% global travel

Personal Attributes

• Growth mindset - understand what processes to streamline, delegate and guide the virtual team toward one goal 
• Leadership/Influence - drive the virtual global team with a strong focus on execution and driving results
• Channel experience - activate the worldwide Microsoft Azure ecosystem 
• Strong strategic negotiation skills to solve problems, resolve issues and manage conflict.
• Strong program management skills

Job

Sales

What We Offer

We empower you to be bold, driving your career to create the future you want. We celebrate and reward your achievements.

SUSE is a dynamic environment that is evolving rapidly, thus requiring agility, strong entrepreneurship and an open mind.

This is a compelling opportunity for the right person to join us as we continue to scale and prosper.

If you’re a big thinker, obsessed by execution and thrive in a dynamic environment in which you can tangibly create a lasting legacy, then please apply now!

We give you the freedom to be yourself. You will work in a global community of unique individuals – like you – with different backgrounds, talents, skills and perspectives. A truly open community where everyone is welcome, has a voice and is encouraged to reach their full potential regardless of age, gender, race, nationality, disability, sexual orientation, religion, or any other characteristics.

Sounds like the right fit for you? Click Apply to submit your resume. A recruiter will contact you if your skills match our current or any future positions. In the meantime, stay updated on the latest SUSE news and job vacancies by joining our Talent Community.

SUSE Values 

• We are passionate about customers
• We are respectful and inclusive
• We are empowered and accountable
• We are trustworthy and act with integrity
• We are collaborative
• We are SUSE!