The Role: The MicroStrategy Cloud Hyperscalers and ISVs Alliance VP runs all the alliance and go-to-market aspects of partnering with Cloud Hyperscalers (AWS, Azure, GCP) and key ISVs (Snowflake, Databricks, etc.), on a global basis.  This position is responsible for providing leadership, management and strategy for the sell with/go-to-market engagement and all joint activities with Cloud Hyperscalers and key ISVs.  The VP will have a myriad of different responsibilities to ensure leverage and consistent engagement with Cloud Hyperscalers and key ISVs to drive customer engagements, qualified pipeline and cloud bookings that meet and exceed quota and expectations.  The VP will be part of the team that coordinates MicroStrategy sales activities and will be a central conduit for engagement management between MicroStrategy’s sales organization and the Cloud Hyperscalers and ISVs.  The role will report to the EVP of Channels and Alliances but will have several dotted line coordination requirements for consistent communication and engagement with Sales, Inside Sales and Product Marketing/Development.  This position will be a knowledge expert on all aspects of the above Alliances and will be asked to present at QBRs, executive meetings, training, and events.  It is expected that the VP has consistent interaction and engagement with customers, strategic vendors, alliances and other third parties in support of the co-sell activities with these Alliances.  The VP will demonstrate a deep understanding of each of the Cloud Hyperscaler and key ISVs go-to-market strategies including but not limited to co-selling, strategic planning and goal setting, channel programs, marketing campaigns and programs, strategic events, and funnel management. 
 
Your Focus: 

• Manage the relationship with Azure, AWS and GCP globally, and help design activities to take the relationships to the next level  
• Manage all joint sell with and go to market activities with Cloud Hyperscalers 
• Generate net new logo pipeline by leveraging the Cloud Hyperscalers co-sell motion, joint marketing and driving account planning sessions with the MicroStrategy sales organization 
• Track all opportunities, pipeline and bookings and provide forecasts and funnel management reports 
• Facilitate co-selling opportunities, account mapping and other sales engagements between MicroStrategy’s field sales and the Cloud Hyperscalers sales teams 
• Support MicroStrategy’s field sales organization on engagement management with Cloud Hyperscalers 
• Create and publish joint sales and marketing assets with Hyperscalers 
• Assist with providing content for Cloud Hyperscaler training curriculum and sales enablement 
• Coordinate activities and be involved with the Cloud Hyperscalers virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy 
• Develop annual strategic plan and performance goals for each Cloud Provider 
• Provide support and coordination for channel activity with each Cloud Provider 
• Understand and articulate the Cloud Hyperscaler’s strategic initiatives and gain a deep understanding of the activities, roadmap, and vision of the Cloud Provider 
• Provide an escalation point for pre-sales and post sales issues for any activity with the Cloud provider 
• Build and maintain relationships with key personnel in the Cloud provider to solidify MicroStrategy’s standing and awareness within the provider and to assist in the development of key relationships with the extended MicroStrategy’s sales team and executives 
• Help provide insight in the support of Cloud Hyperscaler events and attend/participate in the events 
• Provide support in the form of expertise and training for MicroStategy’s field sales enablement 

ISV Alliances 

• Manage the relationship with Snowflake, Databricks, etc., globally and help design activities to take the relationships to the next level of productivity 
• Create and execute annual business plans with key ISV business 
• Generate net new logo pipeline by key ISVs through a co-sell motion, joint marketing and driving account planning sessions with the MicroStrategy sales organization 

Required Experience and Skills

Motivation, Innovation, Passion, Integrity, Teamwork, Customer-Focus

You should also bring the following:

• BA, BS (or equivalent work experience), MBA preferred 
• 15+ year’s experience in Sales Leadership – Account, Alliance, or Partner Management 
• Proven experience in the management of large global partnerships 
• Strong relationship and sales skills, knowing what we sell and how people want to buy using experience from directly selling for a while and know what it takes to be a phenomenal influencer in partnerships 
• Cloud Hyperscaler (Azure, AWS, GCP) partnership experience preferred 
• Channel experience including selling with or managing channel partners 
• Demonstrated history of managing quota bearing sales or channel teams 
• Proven history of working independently and with cross-functional teams to achieve company and team objectives 
• Attention to detail and the ability to plan and execute are essential 
• Strong business acumen and capable of developing and managing strategic plans with partner and company executives 
• Strategic planning and analytic capabilities 
• Ability to anticipate and interpret market and business trend changes and advise business leaders accordingly 
• Ability to excel in a team environment, espousing cooperation, and mutual respect 
• Demonstrated ability to work in a virtual and matrix environment 
• Proven ability to manage a myriad of different disciplines and tasks in a high-pressure, time-sensitive environment 
• 25% Travel with the ability to travel internationally 
• Strong communication (written and verbal) and presentation skills 
• "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business 

MicroStrategy is an Equal Employment and Affirmative Action employer F/M/Disability/Vet/Sexual Orientation/Gender Identity. All qualified applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, sexual orientation, gender identity, disability, veteran status, sex age, genetic information, or any other legally-protected basis.

MicroStrategy is an Equal Employment /Affirmative Action employer and provides reasonable accommodation for qualified individuals with disabilities and disabled veterans in job application procedures. If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment at 703-848-8600.