Microsoft Alliance & GTM Manager

Aikido Security BV; Chicago (IL); On-site; USD 120,000 - 180,000; Full time

Job summary

Aikido Security BV in Chicago is seeking a Microsoft Alliance Manager to translate Aikido’s fit with the Microsoft stack into demand, pipeline and growth. You will build demand, enable the field, activate partners, run co-sell, and operate Marketplace and related programs.

You'll own the Microsoft-aligned go-to-market, collaborate with Product and Marketing to strengthen the fit, execute targeted campaigns and events, and manage partner ecosystems to grow revenue and reduce security bottlenecks

Qualifications

• 5+ years of experience in cloud alliances, partnerships or partner GTM.
• Proven experience working closely with Microsoft as an ISV with a strong understanding of how Microsoft works with ISV’s
• Proven track record of growing pipeline through demand generation, hyperscaler field engagement and partner-led motions
• Good knowledge of Microsoft’s security, software development and workforce protection ecosystem
• Strong knowledge of Marketplace Ops including private offers, MACC, using tools such as HubSpot, Suger/Fours/Tackle and Crossbeam
• Commercial and hands-on, with the focus to navigate a complex organization and deliver outcomes
• Microsoft’s Europe North partner team in EMEA runs our partnership, so you need daily overlap with their CET working day.

Responsibilities

• Own Aikido’s Better Together with Microsoft story, working with Product to strengthen the fit and Marketing to bring it to market
• Execute targeted campaigns, customer stories, and ecosystem/industry events
• Run the operating cadence: target accounts and mapping, opportunity registration, pipeline reviews, follow-up and business reviews
• Enable Microsoft field teams to position and bring us into relevant customer conversations
• Develop sell-with motions with Microsoft-focused resellers or SI partners
• Grow and operate Azure Marketplace across self-service, private offers and MACC-backed enterprise transactions, including conversion, renewals and reporting
• Manage Aikido’s participation in Marketplace, IP Co-Sell, ISV Success and Security programs, and use relevant Microsoft funding and incentives

Skills

Microsoft alliance

Demand generation

Pipeline growth

Cross-functional collaboration

Partner GTM

CRM feel (HubSpot)

Overlap CET hours

Tools

HubSpot

Suger/Fours/Tackle

Crossbeam

Job description

Aikido Security BV in Chicago is seeking a Microsoft Alliance Manager to translate Aikido’s fit with the Microsoft stack into demand, pipeline and growth. You will build demand, enable the field, activate partners, run co-sell, and operate Marketplace and related programs.

You'll own the Microsoft-aligned go-to-market, collaborate with Product and Marketing to strengthen the fit, execute targeted campaigns and events, and manage partner ecosystems to grow revenue and reduce security bottlenecks