Microsoft Strategic Practice Director (Plano TX)

The Opportunity

Why this role exists

• maximize the value of the Microsoft reseller and services relationship
• improve CSP and NCE commercial execution
• align deals to funding and incentive eligibility
• shape Microsoft GTM motions across M365 Azure Security Copilot and AI
• create better visibility into pipeline margin attribution and performance
• strengthen field alignment with Microsoft sellers PDMs and partner teams

Key Responsibilities

1. Microsoft relationship and strategic advisory

• Act as the trusted advisor to customers and internal sellers on Microsoft cloud strategy licensing roadmap alignment and partner motion
• Own and manage the Microsoft partner reseller relationship including cadence escalation opportunity alignment field mapping and joint planning
• Drive alignment with Microsoft field teams Partner Development Managers account sellers and strategic partner resources
• Translate Microsoft priorities such as AI security cloud migration Copilot and Azure modernization into actionable customer strategies
• Help determine when Technologent should lead directly versus leverage delivery or licensing partners

2. Go-to-market leadership

• Develop and execute joint GTM strategies across Microsoft solution areas:
  • Modern Work: Microsoft 365 Teams Copilot
  • Security: Defender Sentinel Entra Purview
  • Azure: Infrastructure migration modernization data platform
  • Azure AI and Copilot ecosystem
• Build repeatable solution motions for migration modernization AI adoption security transformation and managed services
• Develop GTM messaging campaign themes talk tracks seller enablement content and strategic positioning
• Translate Microsoft solution play priorities into practical field motions

3. Presales and customer engagement

• Lead strategic presales calls workshops and executive discussions with enterprise and mid-market customers
• Shape solution direction business cases and Statements of Work tied to Microsoft cloud adoption
• Position value-based outcomes such as cost optimization security posture improvement cloud modernization AI transformation and recurring managed services
• Support account teams with licensing strategy funding alignment partner selection and commercial positioning
• Act as an escalation point for complex Microsoft opportunities requiring cross-functional coordination

4. Microsoft funding and incentive navigation

• Identify align and secure Microsoft funding programs including ECIF Co-op Azure credits CSP incentives Azure Accelerate etc. for customer engagements
• Work directly with Microsoft stakeholders to nominate opportunities and unlock funding
• Build funding-led deal strategies that reduce customer friction and accelerate sales cycles
• Align SOWs milestones and engagement scope to Microsoft funding eligibility requirements
• Track funding usage governance proof of execution and performance against Microsoft targets
• Establish repeatable internal process for deciding which funding vehicles can be stacked and which cannot

5. Partner program and incentive optimization

• Ensure optimal use of CSP Partner Center Microsoft Commerce Incentives and related co-sell and attribution structures
• Drive correct attribution models including CPOR DPOR and PAL to maximize incentive eligibility designation progress and partner benefits
• Track Microsoft incentive performance across Azure consumption M365 growth Copilot adoption co-op usage and program compliance
• Maintain deep fluency in Microsoft Solutions Partner designations advanced specializations solution play eligibility and Microsoft AI Cloud Partner Program benefits
• Help the business package opportunities so they qualify for multiple aligned motions without violating program rules

6. Financial reporting and business operations

• Own financial reporting and operational visibility for all Microsoft business
• Report on bookings renewals pipeline Azure Consumed Revenue M365 attach Copilot adoption funding secured incentive yield and margin performance
• Create executive-ready scorecards for Microsoft reseller services and incentive performance
• Monitor profitability of Microsoft business across licensing services partner fees and incentive recovery

7. Cross-functional leadership

• Collaborate with delivery cloud engineering operations and marketing teams to ensure execution continuity
• Enable internal sales and technical teams on Microsoft programs incentives GTM priorities and funding plays
• Create feedback loops to improve packaged offerings SOW quality nomination readiness and seller motions
• Act as the connective tissue between sales finance partner operations Microsoft field and delivery
• Cultivate and manage network of Microsoft delivery partners

Required qualifications

• 7 to 12 years in the Microsoft ecosystem including CSP SI MSP distributor or Microsoft partner-led motions
• Deep expertise in:
  • Microsoft 365 and Security
  • Azure IaaS PaaS and AI
  • CSP and NCE licensing models
  • Microsoft incentives Partner Center and co-sell motions
• Demonstrated experience leading customer-facing presales engagements and executive-level discussions
• Strong knowledge of Microsoft partner economics including rebates growth accelerators co-op and attribution
• Strong operational discipline with the ability to own reporting governance and business reviews
• Excellent written and verbal communication skills especially in creating GTM messaging internal enablement and executive-ready strategy content

Preferred qualifications

• Former Microsoft employee or similar background in a Microsoft-facing channel role such as Partner Development Manager Partner Technology Strategist or equivalent partner growth role
• Microsoft Solutions Partner designation exposure and/or advanced specialization familiarity
• Experience securing ECIF or similar Microsoft funding programs
• Familiarity with Azure AI Copilot Copilot Studio Azure AI Foundry and data platform workloads
• Strong relationships with Microsoft field or channel teams
• Experience in a technology integrator reseller or partner-led services organization
• Copilot knowledge strongly preferred

Ideal candidate profile

• Partner leader Can manage Microsoft distributor and strategic partner relationships with credibility and urgency
• Customer-facing strategist Comfortable in front of customers sellers and executives; able to shape solution direction and commercial strategy
• Incentives operator Understands how to package deals so they qualify how to stack incentives correctly and how to keep attribution POE and compliance clean
• Business manager Owns the numbers reports the business accurately and improves margin velocity and predictability

Measured outcomes

• Growth in Azure Consumed Revenue
• Increased Microsoft 365 and Copilot adoption
• Successful utilization of Microsoft funding programs
• Pipeline acceleration and improved deal velocity
• Expansion of managed and recurring Microsoft services
• Improved Microsoft incentive capture and attribution coverage
• Better seller readiness and stronger GTM consistency
• Stronger visibility into the financial performance of the Microsoft business

What success looks like in 12 months

• Microsoft reseller and services motions are clearly organized and measurable
• Field sellers know when and how to engage this role
• Funding is no longer opportunistic; it is systematic
• Attribution is cleaner across Azure and M365 motions
• Microsoft business reviews are data-backed and executive ready
• GTM content exists for core Microsoft plays instead of being rebuilt each time
• The organization is visibly better at turning Microsoft programs into revenue margin and pipeline