Sonata Software Overview

In today's market, there is a unique duality in technology adoption. On one side, extreme focus on cost containment by clients, and on the other, deep motivation to modernize their Digital storefronts to attract more consumers and B2B customers.

As a leading Modernization Engineering company, we aim to deliver modernization-driven hypergrowth for our clients based on the deep differentiation we have created in Modernization Engineering, powered by our Lightening suite and 16-step Platformation™ playbook. In addition, we bring agility and systems thinking to accelerate time to market for our clients.

Headquartered in Bengaluru, India, Sonata has a strong global presence, including key regions in the US, UK, Europe, APAC, and ANZ. We are a trusted partner of world-leading companies in BFSI (Banking, Financial Services, and Insurance), HLS (Healthcare and Lifesciences), TMT (Telecom, Media, and Technology), Retail & CPG, and Manufacturing space. Our bouquet of Modernization Engineering Services cuts across Cloud, Data, Dynamics, Contact Centers, and around newer technologies like Generative AI, MS Fabric, and other modernization platforms.

Role: Sales Director

Location: [London]

Experience Required: 12–15 years

Function: New Business for UKI and Europe

Role Overview

We are seeking a highly experienced Sales Person to grow our new business foot print in UKI and Europe. Sales Person needs to have extensive experience of selling services by leveraging a strategic partnership with Microsoft. They need have worked closely with Microsoft and would be nice to have other hyper-scalers such as AWS and Google.

The role requires deep expertise in partnership development, joint go-to-market execution, and sales enablement within the Microsoft and other partners ecosystem.

The ideal candidate will have a proven track record of working in mid-size IT services companies, collaborating directly with Microsoft sellers, and driving measurable revenue through alliance-led initiatives.

Key Responsibilities

• Sales Growth & Target Achievement
• Strategic Partnership Development
• Build and strengthen executive and field-level relationships with Microsoft stakeholders across solution areas, sales, and partner teams.
• Align our offerings and go-to-market strategy with Microsoft’s priorities and industry plays

KPIs

• Deliver to defined alliance-led new business revenue targets of $3m annually.
• Drive a balanced mix of direct revenue (closed-won through co-sell opportunities) and influenced revenue (Microsoft-originated or co-sell supported).
• Enable joint account planning and pipeline development with Microsoft sellers and our internal sales teams.
• Track, report, and deliver on pipeline and revenue KPIs.
• Go-to-Market Execution
• Develop and execute joint GTM plans with Microsoft, including solution co-selling, campaigns, and field engagement.
• Leverage Microsoft’s industry and workload priorities to drive differentiated positioning in the market.
• Funding & Incentives Management
• Fully leverage Microsoft partner funding mechanisms (e.g., co-op, incentives, Azure credits, Solution Assessments, AMMP).
• Ensure funding utilization targets are met and ROI is demonstrable.
• Internal Enablement & Collaboration
• Enable our sales, delivery, and practice teams to effectively co-sell with Microsoft.
• Serve as the single point of contact for Microsoft alliance initiatives across the business.
• Collaborate with marketing teams to amplify joint wins and GTM campaigns.

Key Performance Indicators (KPIs)

• Revenue Contribution: Deliver $3M annual revenue.
• Pipeline Growth: Maintain a 3x pipeline (pipeline aligned to Microsoft priorities).
• Co-Sell Engagements: Drive at least 10–20 qualified joint customer pursuits per year (~3–5 per quarter).
• Funding Utilization: Achieve 95%+ utilization of Microsoft funding programs and demonstrate measurable ROI.
• Solution Area Penetration: Secure revenue contributions across at least three Microsoft priority solution areas (Azure, M365, Dynamics 365, Power Platform).
• Executive Engagement: Conduct 4 QBRs annually with Microsoft stakeholders and internal leadership.
• Marketing Impact: Deliver a minimum of 6 joint GTM campaigns or co-branded case studies per year.

Required Experience & Skills

• 12-15 years of experience in IT services or consulting, with a strong focus on alliances and partnerships in UKI market. Experience in Europe is added advantage.
• Proven experience working with Microsoft sellers, partner managers, and field teams.
• Strong track record of achieving alliance-driven revenue and sales targets.
• Deep understanding of the Microsoft ecosystem, including commercial, industry, and cloud solution areas.
• Expertise in Microsoft partner funding programs, incentives, and compliance requirements.
• Strong executive presence with excellent relationship management, negotiation, and influencing skills.
• Ability to work in a matrixed environment and collaborate across functions (sales, delivery, marketing, finance).
• Entrepreneurial mindset with a results-driven, growth-oriented approach.

Preferred Qualifications

• Prior experience managing alliances at a Global SI or large-scale Microsoft services partner.
• Knowledge of Azure, Microsoft 365, Dynamics 365, and Power Platform solution areas.
• Familiarity with industry-specific Microsoft plays (FSI, Manufacturing, Retail, Healthcare, etc.).
• MBA or equivalent business/management qualification

Why join Sonata Software?

At Sonata, you´ll have an outstanding opportunity. The chance to use your skills and imagination to push the boundaries of what´s possible. To build never seen before solutions to some of the world’s toughest problems. You´ll be challenged, but you will not be alone. You´ll be joining a team of diverse innovators, all driven to go beyond the status quo to craft what comes next.

Sonata Software is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity, age, religion, disability, sexual orientation, veteran status, marital status, or any other characteristics protected by law