Microsoft Frontier Sales and Go-to-Market Alliance Lead

Avanade is seeking a strategic alliance and go-to-market leader to drive our relationship with Microsoft's Frontier Sales and GTM organization and accelerate joint AI transformation opportunities worldwide.

This role sits at the intersection of alliance management, sales, business development, and AI innovation. The successful candidate will be responsible for strengthening executive relationships across Microsoft and Avanade, identifying and developing joint market opportunities, influencing go-to-market strategy, and helping customers realize business value through AI-powered transformation.

The ideal candidate brings deep experience within the Microsoft ecosystem, a proven enterprise sales track record, strong executive presence, and the ability to lead through influence across complex global organizations.

What you'll do

Lead the Microsoft Frontier Alliance Relationship

• Serve as Avanade's primary alliance leader for Microsoft's Frontier Sales and GTM organization.
• Build and maintain executive and field-level relationships across Microsoft stakeholders.
• Establish governance, operating rhythms, and engagement models that strengthen collaboration and business outcomes.
• Act as a trusted advisor to both Avanade and Microsoft leadership teams.

Accelerate Joint Go-to-Market Growth

• Develop and execute joint go-to-market strategies aligned to AI transformation priorities.
• Partner with Microsoft sellers and account teams to identify, develop, and advance strategic opportunities.
• Build and support account planning, pipeline generation, co-selling motions, and pursuit strategies.
• Increase awareness and adoption of Avanade's AI, data, cloud, and business transformation capabilities across the Microsoft field organization.

Drive AI Transformation Opportunities

• Position Avanade as a strategic partner for customers adopting AI technologies and new operating models.
• Collaborate with industry, sales, advisory, and solution leaders to create differentiated customer value propositions.
• Help shape opportunities early in the customer lifecycle, influencing AI strategy, readiness, business cases, and transformation roadmaps.
• Align Avanade capabilities with Microsoft's evolving AI initiatives, including Copilot, Azure AI, Azure AI Foundry, and emerging agentic solutions.

Enable High-Impact Co-Delivery Models

• Work across sales and delivery teams to establish effective collaboration models with Microsoft.
• Support the development of scalable approaches that combine Microsoft engineering expertise and Avanade delivery capabilities.
• Help create repeatable offerings, reference architectures, customer success stories, and market-ready solutions.

Influence Across a Global Matrix Organization

• Collaborate across Avanade, Microsoft, and Accenture teams to ensure a coordinated market approach.
• Align regional, industry, and solution-area priorities to maximize growth opportunities.
• Navigate complex stakeholder environments while driving alignment and execution without direct authority.
• Foster collaboration among sales, marketing, solution, and delivery leaders globally.

Support Alliance Growth and Market Impact

• Contribute to joint business planning and alliance growth strategies.
• Identify market trends, customer demand patterns, and competitive developments that impact growth opportunities.
• Provide alliance insights that inform sales campaigns, executive events, thought leadership, and strategic programs.
• Help expand Avanade's visibility and influence within Microsoft's AI transformation ecosystem.

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Skills & Experience

Required Experience

• Significant experience in alliance management, strategic partnerships, business development, or enterprise sales leadership.
• Strong Microsoft ecosystem experience, including working closely with Microsoft sales, partner, and services organizations.
• Demonstrated success building and managing executive relationships within large global technology organizations.
• Proven track record developing joint go-to-market strategies and generating measurable business impact.
• Experience influencing complex enterprise sales cycles and strategic customer engagements.
• Experience working across global matrix organizations and leading through influence rather than direct authority.

Preferred Experience

• Experience supporting or leading Microsoft alliance programs within a global systems integrator, consulting organization, technology company, or strategic partner.
• Background in AI, cloud transformation, data, digital workplace, business applications, or emerging technology solutions.
• Experience collaborating closely with both sales and delivery organizations.
• Familiarity with global enterprise account strategies and co-sell motions.

Knowledge and Skills

• Strong understanding of the Microsoft commercial ecosystem and partner landscape.
• Knowledge of Microsoft Copilot, Azure AI, Azure AI Foundry, and broader AI transformation trends.
• Executive-level communication, presentation, and stakeholder management skills.
• Strategic planning and business development capabilities.
• Ability to identify and convert market opportunities into measurable revenue growth.
• Strong collaboration, negotiation, and organizational leadership skills.
• Comfort operating in highly visible, fast-moving, and evolving environments.

Success in this Role

Successful candidates will be able to:

• Develop trusted relationships with senior leaders across Microsoft and Avanade.
• Create and execute successful alliance and go-to-market strategies.
• Influence customer transformation conversations around AI and business outcomes.
• Drive growth through co-sell, joint solution development, and strategic account engagement.
• Align diverse stakeholders across multiple organizations and geographies.
• Translate emerging Microsoft AI priorities into tangible business opportunities for Avanade and its clients.
  
  

Enjoy your career

Some of the best things about working at Avanade:

• Opportunity to work for Microsoft's Global Alliance Partner of the Year with exceptional development and training opportunities.
• Real-time access to technical and business experts globally.
• Dedicated career advisor focused on your growth.
• Engaged, supportive coworkers invested in your success.

A great place to work

As you bring your skills and abilities to Avanade, you'll gain distinctive experiences, limitless learning, and ambitious growth opportunities. You'll join a diverse, inclusive community of innovators committed to delivering business-critical technology solutions and creating meaningful impact for our clients and communities.

Why Avanade

• Do meaningful work at the intersection of Avanade + Microsoft—bringing the best of both to enterprise customers.

• Sell alongside deep experts—solution specialists, industry teams, and delivery leaders who help you build credibility fast.
• Build a career with momentum—opportunities across industries, solution areas, and go-to-market paths as you grow.
• Exceed plan, and the rewards can be significant.
• Together, we do what matters.

Compensation at Avanade varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience. As required by local law, Avanade provides a reasonable range of compensation for roles that may be hired as set forth below.

We anticipate this job posting will be posted until 11/05.

Avanade offers a market competitive suite of benefits including medical, dental, vision, life, and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off.

See more information on our benefits here: Benefits and Total Rewards | Avanade United States

Role Location Annual Salary Range

California $173,000 - $213,000

Cleveland $160,000 - $180,000

Colorado $160,000 - $180,000

District of Columbia $180,000 - $200,000

Illinois $173,000 - $194,000

Maine $160,000 - $180,000

Maryland $180,000 - $200,000

Massachusetts $180,000 - $200,000

Minnesota $173,000 - $194,000

New York $174,000 - $213,000

New Jersey $160,000 - $180,000

Virginia $160,000 - $180,000

Washington $180,000 - $200,000

In addition to base pay, this Sales role is eligible for additional incentive compensation under the Sales Achievement Bonus Plan which is based on achievement toward individual sales targets, subject to Plan terms.

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