M+E Technology Job Board

VP, Cloud Hyperscalers and ISV Alliances

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Company Description
MicroStrategy transforms organizations into intelligent enterprises through data-driven innovation. We match smart people to dynamic projects and technologies that truly challenge their talents. Curious and creative in outlook, our success is built on the talent and energy of smart and driven people. MicroStrategy (Nasdaq: MSTR) is a worldwide leader in enterprise analytics and mobility software. A pioneer in the BI and analytics space, MicroStrategy delivers innovative software that empowers people to make better decisions and transform the way they do business. We provide our enterprise customers with world-class software and expert services so they can deploy unique intelligence applications.
Job Description

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