Alliance Manager & Solutions Sales Lead

Position: Alliance Manager & Solutions Sales Lead

Location: Hyderabad

Experience: 5+ Yrs

Employment Type: Full-Time

About Cloud Fulcrum

Cloud Fulcrum is a Microsoft AI Cloud Partner delivering enterprise data intelligence solutions using Azure, Fabric, and Databricks with governance and security built for global enterprises. Additionally, we are a trusted Salesforce DevOps and AI Implementation partner for global enterprises. We deliver predictable releases, stronger compliance, and measurable outcomes through our Agent force implementations, AI-powered testing, and the OpsBridge platform.

Our Microsoft practice: End-to-end data pipelines | Real-time analytics | AI/ML operationalization | SOX/GxP-compliant data governance

The Role

Drive two interconnected mandates:

1. Sales (50%): Generate and close $1.5M+ pipeline for Azure/Fabric data intelligence solutions
2. Alliance Management (50%): Strengthen Microsoft partnership through co-sell motions, funding, and ecosystem relationships

What You'll Own

Solutions Sales

• Build a pipeline targeting enterprises needing data modernization, analytics transformation, and AI/ML operationalization.
• Run 36-month sales cycles with CDOs, CTOs, and Data & Analytics leaders at Microsoft customer accounts.
• Conduct discovery calls and co-architect Azure/Fabric solutions (Data Factory, Synapse, Fabric lakehouses, Power BI, Databricks) with the Presales team.
• Navigate POCs and pilot engagements with measurable success criteria

Microsoft Alliance Management

• Own CloudFulcrum's Microsoft AI Cloud Partner status and advance partnership tiers
• Drive co-sell pipeline with Microsoft India field sellers (Corporate, Enterprise, Strategic accounts)
• Secure Microsoft funding: Partner Incentives, Azure consumption commitments, and co-marketing funds.
• Build relationships with Microsoft account teams, partner development managers, and Azure specialists.
• Coordinate joint customer events, webinars, and thought leadership with Microsoft.

Year 1 Success Metrics

Sales: $1M closed revenue | 3-5 lighthouse wins | 4x pipeline coverage | 25%+ pipeline from Microsoft co-sell

Required Experience

Sales & Business Development

• 5+ years of enterprise technology sales or alliance/partner management
• Track record in selling data/analytics solutions, cloud migrations, or professional services
• Experience closing $500K+ TCV deals with C-level and senior technology buyers
• Demonstrated ability to build a pipeline from scratch

Microsoft Ecosystem

• Deep familiarity with Azure (Data Factory, Synapse, Data Lake, Databricks on Azure)
• Working knowledge of Microsoft Fabric (lakehouses, data warehousing, Power BI integration, real-time analytics)
• Understanding of Microsoft partner programs (AI Cloud Partner, co-sell, incentives, Marketplace)
• Experience working with Microsoft field sellers and partner development teams

Alliance Management

• History of managing strategic technology partnerships and vendor alliances
• Ability to navigate partner programs, unlock funding, and drive co-sell collaboration
• Experience with Microsoft Partner Center and Co-Sell portal
• Strong relationship-building skills with enterprise account teams

Preferred Qualifications

• Prior experience at Microsoft, Microsoft partner, or Microsoft-centric consultancy
• Existing relationships within Microsoft teams or the Azure ISV ecosystem
• Experience with Microsoft Marketplace and transactable offers

Compensation & Benefits

• Base & Variable
• Microsoft-funded training and certification programs
• Access to Microsoft technical resources (CSAs, FastTrack)
• Path to Director of Alliances or Head of Microsoft Practice