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 briefs.
Educate internal teams on how to effectively leverage Microsoft sellers, programs, and GTM motions.
Work closely with Partner Marketing & Events to align Microsoft campaigns, demand motions, drive seller engagement before and after campaigns, and execute Microsoft-aligned events.
How Success Is Measured
Growth and predictability of Microsoft- and GitHub-influenced pipeline
Acceleration of deal velocity and win rates through co-sell
Revenue impact driven through marketplace, incentives, and funding programs
Strength and consistency of Microsoft seller engagement on priority accounts
What You Bring - Experience
8+ years of experience in alliances, partnerships, GTM, or business development within the Microsoft ecosystem.
Proven experience working directly with Microsoft sellers and partner teams to drive co-sell outcomes.
Background in B2B SaaS, cloud services, or ISV environments.
Demonstrated ability to influence pipeline and revenue through partnerships.
What You Bring - Skills & Capabilities
Strong strategic thinker who is equally comfortable executing tactically.
Deep understanding of Microsoft partner programs, co-sell motions, and marketplace mechanics.
Executive presence with the ability to engage credibly with senior Microsoft and internal leaders.
Highly organized and operationally disciplined, with attention to detail and follow-through.
Ability to work independently, prioritize effectively, and thrive without a large support structure.
Who You Are
A builder who enjoys creating structure, clarity, and momentum from the ground up.
Comfortable operating as both strategist and doer.
Collaborative, pragmatic, and outcomes-oriented.
Energized by partner ecosystems and ecosystem-led growth.
We value our employees and are committed to providing a comprehensive and competitive benefits package designed to support your well-being and financial security. Here's what you can look forward to:
Financial Security & Growth:
Competitive Salary: We offer competitive salaries commensurate with experience and skills.
Generous 401(k) Plan: Secure your financial future with our generous 401(k) plan, featuring a 100% company match on your contributions up to 4% of your salary! This is a fantastic opportunity to build your retirement savings with our support.
Performance-Based Compensation: Your hard work and dedication will be recognized and rewarded through our performance-based compensation program, which includes bonus potential in addition to your base salary.
Health & Well-being:
100% Employer-Paid Health, Vision, and Dental Insurance for employees: Say goodbye to expensive premiums! We cover 100% of the cost of your health, vision, and dental insurance premiums, saving you potentially thousands of dollars each year. Focus on your health, not your healthcare costs.
Company-Paid Life, AD&D, Short and Long-Term Disability Insurance: We provide company-paid life, accidental death & dismemberment, and short- and long-term disability insurance to protect you and your family.
Time Off & Work-Life Balance:
Generous Paid Time Off (PTO): Enjoy a healthy work-life balance with three weeks of paid time off, allowing you to relax, recharge, and pursue your personal interests. This flexible PTO can be used for vacation, personal time, or sick leave.
11 Paid Holidays: We observe 11 paid holidays throughout the year, giving you additional time to spend with family and friends.
Community Service Leave: We believe in giving back to the community and offer paid time off for you to volunteer with organizations that are meaningful to you.
Additional Perks & Recognition:
Employee Recognition and Reward Program: We celebrate and reward outstanding performance and contributions through our employee recognition program. We value your dedication and are committed to showing our appreciation.
This is a full-time position in the United States with the ability to work from home, or from one of our many US offices if local.
Atmosera is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. All employment is decided on the basis of qualifications, merit, and business need.
