Director of Microsoft Partnership

At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.

We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways. 

Are you curious about being part of our growth stor​y while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

Microsoft Alliance Director

Iron Mountain is looking for a Director of Alliances to lead grow and scale partnerships globally with Microsoft Azure Cloud. The leader to be hired for this role will own the strategy and execution of build, market and sell initiatives with Microsoft Azure and its ecosystem of partners.

The leader will require to have:

• Proven track record in growing and scaling partnerships with Microsoft globally with ‘MarketPlace First’ go to market framework for achieving revenue objectives

• Executive presence and cross functional fluency to seek buy in and to galvanize teams both internally and externally to achieve partnership objectives

• Grit and emotional intelligence to deliver on ‘Think Big’ partnership vision, and plans.

Responsibilities

• Own strategy, execution and orchestration to deliver on build, market and sell initiatives globally at scale

• This role will be highly cross functional working closely with Product Management, Engineering Marketing, Sales, Customer Success, Legal, Finance, and Operations.  This leader will need to lead many people and drive an overall vision, strategy and execution plan to create value from these partnerships

• Lead a virtual Cloud team that includes Product Marketing, Partner Marketing, Solution Architect, and Cloud MarketPlace Sales Operations

• Collaborate with Microsoft and Iron Mountain stakeholders to own the quarterly joint build (innovation) roadmap and annual co marketing plan

• Identify new strategic go to market opportunities across targeted industry verticals and geographies

• Create and execute the Partnership business plan with key partner (Microsoft) AND internal stakeholders (sales, marketing, legal, product management and engineering)

• Own an Hyperscaler ‘Sell With’ revenue number and execute a sales strategy by leading with Microsoft MP

•   Nurture strong relationships at all levels within Microsoft

• Enhance and accelerate Iron Mountain’s GTM and Relationships with Agencies, Regional and Global System Integrators, Managed Service Providers and Resellers

• Own a pipeline target and build a qualified pipeline of Microsoft and as well as, Iron Mountain sourced opportunities

• Leverage partner portal and internal CRM tools for managing pipeline activities

• Lead the execution of MarketPlace Private Offers (Direct & through SI Partners)

• Provide accurate and detailed weekly, monthly and quarterly forecast funnel of the opportunities to meet and exceed partnership revenue objectives

• Evangelize Iron Mountain at Microsoft and System Integrator (SI)/Consulting Partner events and conferences

• Sustain strong relationships with internal stakeholders cross-functionally and act as a partner to the direct sales team

• Develop creative ways to engage and evangelize Iron Mountain  offerings on Microsoft across global teams and locations at Iron Mountain

• Be the face of the Azure Cloud inside Iron Mountain, especially to our field.  You will be a primary enablement engine for our Sales leaders and field sellers.

• Leveraging the relationships and Marketplace to increase Sales productivity and increase pipeline for Iron Mountain

• Build and execute on Iron Mountain’s strategic agreements with Microsoft

Job Requirements:

• 5+ years of experience in technology alliances or business development           

• Experience with Cloud or SaaS applications

• A track record of success in selling enterprise business applications and complex solutions

• Methodical Go-To-Market Approach for building and scaling the partnerships with HyperScalers

• A strong communicator, presenter and negotiator with sound interpersonal skills

• Focused self-starter with strong leadership skills who is able to multi-task, work independently or within a team

• Previous experience with Microsoft

• Strong written and verbal skill

• Ability to communicate technical solutions to Executives and non-technical team members in Sales and Marketing

• Strategic Thinker to navigate the complex organizational structures of the large organizations

• Results oriented that can set goals and measure results

• Travel to key Cloud oriented conferences and events hosted by Microsoft

Education:

• MBA or Bachelors Degree with relevant experience

#Li-Remote

Reasonably expected salary range: $159,400.00 - $212,500.00 + commissions.

Category: Sales