Job Description: 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

Regards

Talent Acquisition team

Sonata Software