About the RoleWe are hiring a Head of Microsoft Alliance to lead and scale our strategic partnership with Microsoft across the group's Cloud, Data and AI businesses, spanning Xencia and Saints and Masters. This is a Bangalore-based leadership role for someone who can operate at the intersection of partnership strategy, commercial growth and delivery execution.

The role holder will work closely with our Head of Microsoft Practice and with counterparts across Microsoft to strengthen our standing as a strategic partner, maximise wallet share, and enable the best possible outcomes for our clients. This is a front-line role in shaping our Microsoft strategy - with a transparent mandate to move us toward preferred partner status across all frontier propositions.

Role Purpose• Build and lead a deep, multi-threaded strategic alliance with Microsoft across Cloud, Data and AI, covering Xencia and Saints and Masters.

- Drive the partnership agenda with Microsoft's global, regional and field stakeholders to unlock co-sell, co-develop and co-deliver opportunities in our key global markets.
- Position the organisation as a preferred Microsoft partner across frontier propositions, securing early and privileged access to Microsoft's strategic direction and investment areas.
- Maximise wallet share with Microsoft-aligned clients and drive measurable, outcome-based commercial returns for both the business and its clients.

Key Responsibilities• Alliance Strategy: Own the overall Microsoft alliance strategy and roadmap, aligned to the group's Cloud, Data and AI growth priorities.

- Relationship Ownership: Build and maintain senior relationships across Microsoft - Partner Development Managers, Sales, Category and Global Black Belt teams - across all relevant regions.
- Co-sell & Co-develop:



Drive joint go-to-market plans, co-sell pipelines and co-development initiatives with Microsoft that translate into revenue for the group.
- Co-deliver: Work with delivery and practice leadership to ensure engagements are co-delivered to Microsoft's standards, protecting quality and unlocking incentive funding.
- Partner Status & Designations: Track and advance the partner journey toward preferred/premier status across all relevant Microsoft designations and specialisations.
- Funding & Incentives: Lead pursuit of Microsoft funding programmes, MDF, co-op funds and investment support, ensuring full utilisation against approved initiatives.
- Commercial Growth: Partner with sales, practice and account leadership to build and convert a joint pipeline, and track wallet share growth across existing and new accounts.
- Governance & Reporting: Own alliance scorecards, co-sell revenue, pipeline health, certification and designation status, and report progress to leadership.
- Market & Stakeholder Intelligence: Represent the organisation at Microsoft's global and regional forums, staying ahead of platform, licensing and go-to-market changes.

Key Relationships• Head of Microsoft Practice and practice leadership across Cloud, Data and AI.

- Microsoft account teams, partner managers and category leaders across global markets.
- Sales,



account management and client delivery leadership across Xencia and Saints and Masters.
- Group leadership team for strategy, investment and performance reviews.

What Success Looks Like• Measurable growth in co-sell revenue and wallet share across Microsoft-aligned accounts.

- Advancement to preferred/premier partner status across target Microsoft designations.
- An active, funded pipeline of joint co-sell and co-develop initiatives across key global markets.
- Strong, trusted relationships with Microsoft stakeholders at field, regional and global levels.
- Demonstrable client outcomes and satisfaction from joint Microsoft-aligned engagements.

Candidate Profile• Experience: 12–18 years of experience, with a strong track record in Microsoft alliance, partnership or ecosystem roles - within a Microsoft partner, systems integrator, or Microsoft itself.

- Track Record: Proven success building and scaling co-sell, MDF-funded and joint go-to-market programmes with Microsoft.
- Domain Expertise: Strong working knowledge of Microsoft's Cloud, Data and AI portfolio, partner programmes and designation framework.
- Stakeholder Management: Demonstrated ability to influence senior stakeholders - internally and at Microsoft -across regional and global levels.
- Commercial Acumen: Commercially astute, comfortable owning revenue, pipeline and wallet-share targets tied to outcome-based compensation.
- Mobility: Willingness and ability to travel and engage with global stakeholders as needed.

Compensation

- This is a leadership role with a compensation structure tied to defined outcomes - including co-sell revenue growth, wallet share expansion, partner status advancement and funding utilisation. Details will be shared as part of the offer discussion.

📌 Microsoft Alliance Lead (Bengaluru)
🏢 Saints u0026 Masters
📍 Bengaluru