Business Development Manager

Sonata Software; New York (NY); On-site; USD 110,000 - 180,000; Full time

Job summary

Sonata Software seeks a commercially driven Business Development Manager for its Microsoft Alliance team in the US. The role is focused on net-new account acquisition, collaborating with Microsoft field sales and partner teams to co-sell Sonata’s solutions and services.

You will be deeply embedded in the Microsoft partner/customer ecosystem, understand Microsoft’s go-to-market engine, and position Sonata’s capabilities in Dynamics 365, Copilot, Azure, Fabric, and data analytics.

Qualifications

• Proven track record of winning new enterprise logos in technology or consulting sales.
• Strong familiarity with Microsoft partner and customer ecosystems.
• Ability to communicate with executive-level stakeholders.
• Based in US with willingness to travel across the US.

Responsibilities

• Own and drive a qualified pipeline of net-new enterprise and mid-market accounts across US.
• Execute structured outbound prospecting campaigns targeting MS D365, Copilot, Fabric.
• Manage full sales cycles from qualification to contract signature.
• Collaborate with Microsoft Account Executives and Partner Development Managers to surface joint opportunities.

Skills

New logo sales

Microsoft ecosystem familiarity

Executive communication

US travel readiness

Job description

We are looking for a commercially driven and relationship-focused Business Development Manager to join our Microsoft Alliance team in the US.

This is a new-logo hunting role: you will own the end-to-end process of identifying, engaging, and closing net-new accounts, working hand-in-hand with Microsoft’s US field sales and partner teams to co-sell Sonata’s Microsoft-led solutions and services

The ideal candidate will be deeply embedded in – or credibly networked within – the Microsoft partner and customer ecosystem. You will understand how Microsoft’s internal go-to-market engine works, how to activate Microsoft seller engagement, and how to position Sonata’s differentiated capabilities in Dynamics 365 (ERP & CRM), Copilot, Azure, Microsoft Fabric, and data & analytics.

KEY RESPONSIBILITIES

• Own and drive a qualified pipeline of net-new enterprise and mid-market accounts across US
• Execute structured outbound prospecting campaigns targeting sectors where Microsoft D365, Copilot, or Fabric create high commercial value
• Manage full sales cycles from initial qualification through to contract signature

Microsoft Alliance Activation

• Build and sustain trusted relationships with Microsoft Account Executives, Partner Development Managers (PDMs), and specialist sellers across US
• Leverage Microsoft’s co-sell motion (ACE, Partner Center) to surface joint opportunities and accelerate deal velocity
• Navigate Microsoft’s internal organisation fluently to mobilise the right resources at the right moment in a sales cycle
• Represent Sonata at Microsoft-hosted events, QBRs, partner summits, and enablement sessions
• Articulate Sonata’s value proposition across Dynamics 365 F&O including Sonata’s IP solutions, Customer Engagement, Copilot, Cloud Transformation, Microsoft Fabric, and data modernisation
• Collaborate with Sonata’s pre-sales team and solution architects to craft compelling, outcome-led proposals and presentations
• Translate customer business challenges into commercial opportunities aligned to Sonata’s delivery capabilities
• Maintain rigorous CRM hygiene, providing accurate pipeline forecasting and deal-stage reporting to leadership
• Contribute to business reviews with data-driven insights on deal progression, competitive landscape, and market signals

WHAT WE ARE LOOKING FOR

• Demonstrable track record of winning new enterprise logos in a technology or consulting sales environment
• Prior experience working within or alongside Microsoft – whether as a Microsoft employee, Microsoft partner, or in a co-sell capacity – is highly advantageous
• Strong familiarity with Dynamics 365 (ERP and/or CRM) and the broader Microsoft cloud stack
• Experience navigating large, complex partner ecosystems and multi-stakeholder enterprise sales cycles
• Based in US with existing commercial networks and the ability to travel for customer and Microsoft engagement across US
• Confident communicator with executive-level presence and the ability to hold credible conversations from IT buyer through to C-suite
• Knowledge of Microsoft Fabric, Azure Synapse, or the broader Microsoft data and analytics platform
• Familiarity with Microsoft’s partner incentive programmes (e.g. MCEM, Solution Area co-sell designations)
• Experience selling into industries such as Retail, Manufacturing, Financial Services, or Professional Services
• Any experience in selling along with other technology partners – e.g. AWS, Google, Snowflake