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AppXite is seeking a Microsoft Alliance & Channel Lead to own the company's end-to-end Microsoft relationship, spanning the Microsoft AI Cloud Partner Program, Cloud Solution Provider (CSP) program mechanics, Partner Center commerce, Microsoft Marketplace channels, and enablement of AppXite's distributor, reseller, and MSP customers. You will serve as the internal Microsoft authority across product, engineering, finance, and customer-facing teams.
Key responsibilities include:
**Vendor Alliance & Program Management:** Serve as primary contact for Microsoft partner development managers and CSP distributor counterparts across Europe. Own AppXite's standing in the Microsoft AI Cloud Partner Program, including Solutions Partner designations, Partner Capability Score, certification counts, and annual renewal. Track and interpret Microsoft channel program changes (CSP authorization requirements, FY27 CSP growth margins, new designations like Frontier Distributor, licensing prerequisites for new offers) and translate them into platform and commercial requirements.
**Commercial & Incentive Economics:** Model CSP margins and partner incentives (core CSP incentives, growth margins for AI workloads, promotions) and their flow-through to AppXite customers' margins across seat-based (Microsoft 365, Dynamics 365, Copilot) and consumption-based (Azure) offers. Support pricing, markup, and billing configuration decisions for Microsoft offers on the platform, including NCE monthly/annual/multi-year terms, Azure plan consumption, reservations, savings plans, and Marketplace offers.
**Channel Enablement:** Enable AppXite's distributor, reseller, and MSP customers to build and scale Microsoft practices through CSP onboarding, authorization, reseller relationships, GDAP, subscription transfers, EA-to-CSP transitions, and Partner Center operations. Build repeatable enablement assets including playbooks, webinars, and partner-facing documentation on NCE rules, Copilot and AI offer launches, and licensing changes.
**Product & Platform Liaison:** Act as domain expert for product and engineering on Partner Center APIs (customers, orders, subscriptions, invoices, reconciliation), NCE lifecycle rules, Azure consumption data, and Microsoft Marketplace integration. Prioritize Microsoft-related roadmap items and validate designs against Microsoft program and API reality, including sandbox testing.
**Go-to-Market & Growth:** Drive Microsoft-attributable pipeline across existing customers and new logos, with focus on Azure, Microsoft 365 Copilot and AI, and Security. Support sales in Microsoft-anchored deals and represent AppXite at Microsoft partner events and joint go-to-market activities.
**Requirements:**
Must have:
- 5–7 years in partner management, alliance management, channel sales, or business development in cloud/SaaS with significant focus on the Microsoft ecosystem
- In-depth knowledge of Microsoft CSP: direct bill vs. two-tier (distributor/indirect reseller) model, New Commerce Experience, Azure plan, Partner Center, and the AI Cloud Partner Program (Solutions Partner designations, Partner Capability Score)
- Understanding of both seat-based (Microsoft 365, Dynamics 365, Copilot) and consumption-based (Azure) commercial models
- Demonstrated technical-commercial mix: able to discuss margins, incentives, and billing with finance, and provisioning/APIs with engineers
- Experience working with or through distributors, resellers, or MSPs
- Fluent English; comfortable operating across European time zones
Strongly preferred:
- Prior role at a Microsoft CSP distributor, direct bill partner, or cloud commerce/marketplace platform
- Hands-on exposure to Partner Center APIs, reconciliation data, or CSP billing automation
- Experience with Microsoft Marketplace channel motions (CSP private offers, multiparty private offers) and co-sell/Partner Center referrals
- Microsoft Fundamentals certifications (Azure Fundamentals AZ-900 and/or Microsoft 365 Copilot and Agent Administration Fundamentals AB-900) or commitment to obtain within 3 months
