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Principal Consultant / Principal Architect - Microsoft Alliance
Position Purpose
Drive and grow the strategic alliance between the organization and Microsoft by combining alliance leadership with strong operational execution. Ensure maximization of Microsoft partner programs, incentives, and co-sell opportunities while maintaining governance, financial accuracy, and stakeholder alignment.
Key Responsibilities
Microsoft Alliance & Partner Management
- Own and execute Microsoft alliance strategy aligned with business objectives
- Manage CPOR (Claiming Partner of Record) processes including OSA, OSU, and revenue tracking
- Lead MCI (Microsoft Commerce Incentives) lifecycle including creation, tracking, and POE submissions
- Govern and track ECIF (End Customer Investment Funds) utilization
- Drive co-sell opportunities through end-to-end management in Microsoft Partner Center
- Oversee EPI (Enterprise Partner Incentives) programs and performance
- Manage voucher claims and partner benefits
- Build and maintain strong relationships with Microsoft stakeholders
Incentives & Financial Operations
- Track and manage incentive payouts across CPOR, ECIF, MCI, and co-sell programs
- Collaborate with finance teams for reconciliation, accruals, and financial closure
- Follow up on pending payments, resolve discrepancies, and manage escalations
- Ensure compliance with Microsoft incentive structures and accurate revenue attribution
Escalation Management
- Act as the primary escalation point for Microsoft-related operational and financial issues
- Raise and manage Microsoft support tickets through resolution
- Coordinate with internal and external stakeholders to resolve escalations effectively
Reporting & Governance
- Deliver weekly and monthly reports on alliance performance, incentives, and pipeline
- Maintain pipeline tracking, forecasting accuracy, and revenue visibility
- Track engagement lifecycle, status, and outcomes across Microsoft initiatives
- Ensure governance, compliance, and audit readiness across all partner activities
- Provide regular updates to leadership
Technical Expertise
- Deep understanding of Microsoft partner ecosystem and incentive programs (CPOR, MCI, ECIF, EPI, Co-sell)
- Strong knowledge of revenue attribution, financial governance, and incentive structures
- Expertise in managing alliance operations, pipeline tracking, and reporting frameworks
- Experience in handling escalations and working with Microsoft support systems
- Ability to align alliance strategy with enterprise architecture and business outcomes
Competency
- Strong strategic and operational balance (hands-on execution with leadership mindset)
- Excellent stakeholder and executive communication skills
- Strong financial and commercial acumen
- High attention to detail and process discipline
- Data-driven decision-making capability
- Problem-solving mindset with proactive escalation management
- Strong collaboration across cross-functional teams
Technology Stack
- Microsoft Tools: Microsoft Partner Center (CPOR, Co-sell, Incentives), Microsoft Invoicing Tool
- Tracking & Reporting: Excel, SharePoint-based trackers
- CRM & Systems: SupplierWeb, CRM tools for pipeline and engagement tracking
- Reporting: Dashboarding, pipeline analytics, forecasting tools
Education, Experience and Certification
- 15+ years of experience in alliance/partner management, preferably within the Microsoft ecosystem
- Proven hands-on experience with Microsoft partner programs (CPOR, ECIF, MCI, Co-sell, EPI)
- Strong experience in financial operations, incentive tracking, and reconciliation
- Experience managing escalations and working with Microsoft support frameworks
- Demonstrated expertise in reporting, governance, and compliance
- Bachelor’s degree in Engineering, Business, or related field (Master’s preferred)
- Microsoft certifications or partner accreditations are a plus
Success Metrics (KPIs)
- Growth in Microsoft-influenced revenue and pipeline
- Accuracy and timeliness of CPOR, MCI, and incentive submissions
- Improved incentive realization and payout timelines
- Reduction in discrepancies, delays, and escalations
- Quality, consistency, and timeliness of reporting and governance
- Strength and depth of Microsoft partnership and engagement