Microsoft Partnership & Alliance Operations, Senior Manager

Atmosera empowers businesses to redefine what's possible with modern technology and human expertise. Our exceptional experience across Applications, Data & AI, DevOps, Security, and the Microsoft Azure platform enables organizations to accelerate innovation, enhance security, and optimize operational agility. As a Microsoft Partner with nine specializations, GitHub AI Partner of the Year, a member of the GitHub Advisory Board, and a member of the prestigious Microsoft Intelligent Security Association (MISA), Atmosera expertly delivers cutting-edge, integrated solutions that deliver business value.
Role Overview  The Senior Manager of Microsoft Partnership & Alliance Operations owns the Microsoft and GitHub alliance end-to-end, accountable for driving predictable partner-influenced pipeline, accelerating deal velocity, and delivering measurable revenue impact through disciplined, hands-on alliance execution.  This role is the single-threaded owner of the partnership with Microsoft and GitHub as a growth channel, responsible for transforming the alliances into a scalable, repeatable, revenue-producing engine—not a coordination function.  Sitting within the GTM organization, this Senior Manager-level role ensures the alliance operates as a commercial system, tightly aligned to priority accounts, active deals, seller motions, and revenue targets. Success is defined by the ability to convert partner engagement into pipeline creation, deal progression, and closed revenue, while establishing a predictable operating cadence that scales with the business. 

Microsoft Alliance Strategy & Relationship Management

• Own and lead the Microsoft and GitHub alliance strategy in full, accountable for alignment to company growth priorities, solution roadmap, and target industries. 
• Serve as the single executive point of contact and primary owner of the relationship with Microsoft and GitHub. This role is the default strategic interface and escalation point for Partner Development Managers (PDMs), Partner Solution Specialists (PSS), GitHub partner leads, and Microsoft field sellers across priority accounts and deals. 
• Build credibility and trust with Microsoft and GitHub stakeholders through consistent commercial execution, delivering tangible value in the form of pipeline, deal progression, and revenue outcomes. 
• Own the creation, execution, and outcomes of annual and quarterly joint business plans (JBPs), ensuring plans translate directly into account prioritization, co-sell execution, pipeline creation, and revenue results. 

Co-Sell & Go-To-Market Execution

• Design, launch, and execute Microsoft co-sell motions, including partner-led and seller-led plays. 
• Partner closely with Sales to own co-sell account prioritization, actively shaping deal strategy, positioning, and seller engagement to accelerate pipeline creation and close velocity. 
• Directly drive partner-sourced and partner-influenced pipeline, ensuring tight alignment between Microsoft PDMs, PSS, ATU/STU teams, and Atmosera sellers on priority deals. 
• Work with GTM team, specifically Partner Marketing to develop solution plays and “Campaign Kits” that align with Microsoft solution areas (Azure, Security, Data & AI) 

Alliance Operations & Performance Management

• Own Partner Center, marketplace, incentives, and funding programs as the core operating system of the Microsoft alliance, ensuring pipeline accuracy, co-sell readiness, funding and partner benefit utilization.  
• Track and report pipeline creation, pipeline coverage, deal velocity, close rates, and revenue influence attributable to Microsoft and GitHub 
• Build and maintain executive-ready dashboards that clearly demonstrate predictable pipeline, deal progression, and revenue impact to internal leadership and Microsoft stakeholders. 
• Establish and enforce a disciplined operating cadence—internal pipeline reviews, Microsoft deal inspections, and QBRs—focused on revenue performance, deal velocity, and next-quarter pipeline health. 
• Maximize and manage the lifecycle of Microsoft Commerce Incentives (MCI), ECIF, Co-Op, Marketing Funds, and GitHub partner funds through pre-sales. Ensuring strict adherence to required governance and Proof of Execution.  

Enablement & Internal Alignment

• Serve as the internal Microsoft subject-matter expert for Sales, Marketing, and Product teams. 
• Create and maintain clear, usable enablement assets such as co-sell playbooks, account targeting guidance, and messaging b