Microsoft Alliances & Business Development Manager

ABOUT LUDIA CONSULTING 

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Ludia Consulting is a fast-growing Microsoft Gold Partner and FastTrack Recognized Architect firm specializing in Dynamics 365, Data & AI, and the Power Platform. We serve clients in Energy, Oil & Gas, Manufacturing, Heavy Equipment, and Construction, delivering meaningful business outcomes and maintaining a 100% referenceable client base. We operate as a preferred co-sell partner within the Microsoft ecosystem and have built a proprietary AI platform deployed for clients and internally.

POSITION OVERVIEW 

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The Microsoft Alliances & Business Development Manager owns Ludia's relationship with Microsoft end-to-end, both the strategic partnership and the pipeline it generates. This role is accountable for Partner Center compliance, solution area certifications and specializations, co-sell program execution, and all Microsoft partner-tier requirements. Equally, this role converts that relationship into a consistent source of qualified leads, handing warm opportunities to the sales team with full context and stakeholder introductions.

This is not a compliance function. The right person sees Microsoft partner status as a growth asset and knows how to activate it. Working across sales, marketing, and delivery to bring Ludia's full capability to market through and with Microsoft.

KEY RESPONSIBILITIES 

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Microsoft Partnership Ownership

• Serve as Ludia's named relationship owner with Microsoft, engaging PDMs, field sellers, solution specialists, and Business Applications leaders at the local, regional, and national level.

• Own and manage the Microsoft Partner Center account, ensuring all profiles, attestations, partner agreements, and compliance requirements are current and optimized at all times.

• Drive progress toward Solutions Partner designations and solution area performance scores across Business Applications, Data & AI, and Modern Work.

• Represent Ludia at Microsoft partner summits, QBRs, field alignment meetings, and partner-facing programs.

• Proactively track Microsoft program changes, incentive structures, co-sell policy updates, and partner-tier requirements, communicating impacts to leadership in advance.

Partner Center, Certifications & Compliance

• Own all Solutions Partner designations and specialization requirements, including skilling thresholds, performance attainment, and customer success metrics.

• Manage CPOR (Claiming Partner of Record) submissions, ensuring all eligible customer associations are registered, maintained, and credited accurately.

• Oversee Microsoft Marketplace presence, AppSource listings, and co-sell eligibility requirements in coordination with delivery and technical teams.

• Monitor and maximize Microsoft Incentive Programs (MCI, MACC, deployment funding, MDF).

• Manage deal registration, PAL tagging, and ACR tracking to support and maintain partner tier standing.

• Coordinate internal certification and skilling campaigns, partnering with delivery leadership to meet and exceed Microsoft skilling requirements.

Lead Generation Through the Microsoft Relationship

• Build and maintain co-sell pipeline by aligning with Microsoft field sellers on target accounts, solution motions, and opportunity identification within Ludia's core verticals.

• Develop joint account maps with Microsoft sellers, identifying white space, stalled deployments, and expansion opportunities across the installed base.

• Coordinate Microsoft-sponsored programs, referral pathways, and partner-flagged opportunities routed through PDMs and solution specialists.

• Manage the handoff process from Microsoft-sourced leads to Ludia's internal sales team, ensuring complete opportunity context, stakeholder mapping, and warm introductions.

• Track Microsoft-sourced pipeline separately in CRM to measure channel contribution, attribution, and conversion rates.

Business Development & Sales Alignment

• Develop and maintain joint business plans with Microsoft defining shared pipeline targets, solution focus areas, and co-sell motions by vertical.

• Participate in sales team pipeline reviews, flagging Microsoft-relevant accounts, providing field intelligence, and coordinating partner involvement in active deals.

• Build relationships with Microsoft Business Applications specialists, Dynamics 365 field sellers, and ISV teams aligned to Ludia's ICP.

• Support proposal development and deal strategy for partner-sourced opportunities, providing Microsoft-specific context, references, and co-sell documentation.

Co-Sell Execution

• Own the end-to-end co-sell motion, from opportunity registration in Partner Center through deal updates, revenue attribution, and win/close reporting.

• Manage co-sell referrals inbound from Microsoft and outbound from Ludia, maintaining response times and quality standards required for co-sell program standing.

• Maintain Ludia's IP co-sell status and marketplace co-sell eligibility. Leverage Microsoft funding programs, including MDF and FastTrack deployment incentives, to offset sales and marketing investment.

Marketing & Events Collaboration

• Partner with Ludia's marketing team on Microsoft-aligned campaigns, content, and thought leadership that drives awareness and inbound interest.

• Recommend and coordinate Ludia's participation in Microsoft-sponsored events, partner forums, and industry conferences; manage execution and follow-up.

• Coordinate co-marketing programs, solution area campaigns, and Microsoft Dynamics 365 user group presence, including customer panels and joint speaking opportunities.

• Contribute to partner award nominations, case study development, and reference program submissions that elevate Ludia's visibility within Microsoft.

 REQUIRED QUALIFICATIONS 

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Experience

• 7+ years in alliance management, partner sales, business development, or channel development within the Microsoft ecosystem or a Microsoft SI/partner organization.

• Demonstrated track record managing a Microsoft partnership, including Partner Center, co-sell programs, and partner-tier compliance.

• Proven success generating pipeline through partner relationships and converting partner-sourced leads to closed revenue.

• Experience engaging directly with Microsoft PDMs, solution specialists, and district sales leadership.

• Background in a consulting, SI, or technology services environment with exposure to enterprise customer conversations.

Microsoft Ecosystem Knowledge

• Deep working knowledge of Microsoft Partner Center, including Solutions Partner designations, co-sell program management, deal registration, CPOR, and PAL tagging.

• Understanding of Dynamics 365 (Finance, Supply Chain, Customer Engagement, Field Service, Project Operations), Power Platform, and Azure Data & AI solution areas.

• Familiarity with Microsoft Incentive Programs (MCI, deployment incentives, MDF), MACC agreements, and ACR and skilling metrics.

• Working knowledge of Microsoft's certification and specialization framework, including requirements, differentiators by tier, and how to close gaps.

Skills & Competencies

• Executive presence and communication skills, with credibility in front of Microsoft field leadership and C-level customer contacts.

• Strong cross-functional collaboration, with the ability to drive outcomes across sales, delivery, marketing, and operations without direct authority.

• Data-driven approach to pipeline management, including dashboards, channel attribution, and alliance ROI reporting.

• CRM proficiency (Microsoft Dynamics 365 preferred); willingness to travel for Microsoft events, partner summits, and customer engagements.

PREFERRED QUALIFICATIONS

• Former Microsoft experience, including PDM, field sales, or alliance-facing role.

• Microsoft certifications in Business Applications, Power Platform, or Azure Data & AI (MB-310, MB-920, PL-900, DP-900, or equivalent).

• Active relationships with Microsoft PDMs, district sales managers, or Business Applications field leadership.

• Familiarity with Azure Marketplace, AppSource listing requirements, and transactable offer structures.

• Industry background in Energy, Oil & Gas, Manufacturing, or Heavy Equipment.

• Experience with outbound prospecting tools (ZoomInfo, LinkedIn Sales Navigator) and Microsoft-aligned account research.

• Exposure to FastTrack for Dynamics 365 or enterprise deployment programs.