Senior Microsoft Alliances Manager

Telana are experts in applied innovation, focused on delivering business outcomes through AI, data, software development, and cloud engineering expertise. Formed by the combination of Ancoris and Sundown Solutions, together we leverage our problem solving skills and end-to-end capabilities to help you create better digital experiences for your customers and employees.

As a top-tier partner of Google Cloud and Microsoft, the market leaders for AI, Data, and Cloud, we partner with some of the world’s biggest brands and government organisations to attract new customers, drive efficiency, improve experiences, and identify future opportunities for growth. We have received impressive external recognition for its innovative offerings, best-in-class capabilities, and tangible impact for customers across various industries. Ancoris was recognized as a Leader for Data, Analytics, and Machine Learning in the ISG Provider™ Lens for Google Cloud Partner Ecosystem in 2024, and a Rising Star in 2022 and 2023. Sundown is accredited as an Azure Expert MSP provider. Ancoris was also awarded Google Cloud’s 2024 EMEA Public Sector Partner of the Year award.

What will your role be?

The Senior Microsoft Alliance Manager is responsible for owning and growing the strategic partnership with Microsoft. The core mission is to drive significant new business and bookings by deepening relationships within Microsoft’s sales and partnership teams. This role requires a blend of strategic relationship management, sales acumen, and the ability to represent Telana at senior levels to establish us as a top-tier Microsoft partner.

You will join a growing business and partnership, and, as a result, you’ll have the opportunity to get involved in lots of other things too.

What will you be doing?

Strategic Alliance Management:

• Develop and execute the comprehensive partnership strategy with Microsoft, defining key objectives, milestones, and metrics for success.
• Act as the central point of contact for the entire Microsoft relationship, ensuring consistent and effective communication across both organizations.
• Serve as the internal Microsoft subject matter expert, providing strategic guidance to Telana’s leadership, sales, and marketing teams while driving the end-to-end ownership and execution of all partnership initiatives (e.g. specialisations).

Go-to-Market & Revenue Generation:

• Drive go-to-market (GTM) and co‑selling initiatives by deeply embedding Telana within Microsoft’s sales and partnership organizations to generate a robust, joint sales pipeline.
• Lead and manage specific partnership programs and marketing campaigns from conception through to execution and measurement, working closely with the Telana marketing team.
• Enable and support the Telana sales team in their new business and existing customer engagements involving Microsoft.
• Cultivate and maintain strong, influential relationships with key stakeholders at all levels within Microsoft, from partner management teams to senior executives.
• Act as the primary Telana evangelist within the Microsoft ecosystem, confidently representing our value proposition at partner events, customer meetings, and internal briefings to build awareness and drive “disproportionate” engagement.
• Build upon the existing Sundown partnership legacy while championing Telana’s new brand identity across the Microsoft organization.

Operational Excellence & Enablement:

• Ensure tight alignment between Telana and Microsoft’s sales, pre‑sales, and customer success teams to create a seamless customer experience.
• Streamline and align our sales processes with Microsoft’s co‑selling frameworks, identifying and implementing improvements to reduce friction and accelerate deals.
• Maintain a high‑level understanding of Telana’s technology and effectively articulate its value in the context of the Microsoft stack.

This may be you:

• You are excellent at relationship and stakeholder management. You will need excellent relationship building skills both internally and with Microsoft.
• You have good commercial experience, understanding of technology/services partnerships and how to build joint sales plans.
• You are comfortable with presenting in front of audiences of various sizes and levels of seniority. You are good at evangelising and bringing people with you.
• You will understand products and offerings in general and how they fit in the overall relationship with Microsoft.
• You are very organised and are comfortable with dealing with several different priorities at the same time.
• You are strong at problem solving. You will need critical thinking to deal with complex situations and stakeholders.
• You are a driver. You drive things forward, you don’t wait for people to chase you. You get on with it independently, bringing others with you.
• You have strong business acumen, and will have the ability to contribute to the business and culture more broadly than just this role.