Alliance Manager, Microsoft

About the Company

Armada is an edge computing startup that provides computing infrastructure to remote areas where connectivity and cloud infrastructure is limited, as well as areas where data needs to be processed locally for real-time analytics and AI at the edge. We’re looking to bring on the most brilliant minds to help further our mission of bridging the digital divide with advanced technology infrastructure that can be rapidly deployed anywhere.

About the Role

As Alliance Manager for Armada’s Microsoft partnership, you will be responsible for driving go-to-market strategy and revenue growth through Armada’s strategic partnership with Microsoft, resulting in a high volume of co-sell deals annually. This role will serve as the central liaison between Armada’s sales organization and Microsoft’s partner and field teams, working to align joint selling efforts, managing deal registrations, and accelerating pipeline generation and deal closure for all deals where Armada partners with Microsoft.

This role is critical to Armada’s GTM strategy and will have a very high impact across all sales verticals globally, requiring strong cross functional coordination and frequent reporting to Armada’s leadership. Satya Nadella himself featured Armada in his keynote speech at Microsoft’s Ignite conference, talking about how Armada and Azure Local are bringing compute and connectivity to the world’s most challenging environments: watch the video here.

Location

This role will be based remotely in the United States.

What You'll Do (Key Responsibilities)

• Co-Sell Orchestration:
Work closely with Armada account executives and Microsoft sellers to identify co-sell opportunities, align target accounts, and coordinate joint selling efforts.

• Deal Sourcing & Management:
Proactively source new business opportunities through Microsoft channels and help Armada sellers engage and close deals via Microsoft’s Co-Sell program and marketplace.

• Seller Pairing & Enablement:
Match and manage pairings between Armada and Microsoft sellers, ensuring effective communication, shared value propositions, and account planning.

• Deal Registration, Compliance, & Enablement:
Own the end-to-end process for registering deals within Microsoft Partner Center, ensuring timely and accurate submissions aligned with Microsoft’s requirements. Create enablement assets and train the Armada sales team on a regular basis.

• Relationship Management:
Relationship Management:
Maintain and deepen strategic relationships with Microsoft field sellers, Partner Development Managers (PDMs), and leadership across Azure, Co-Sell, and Industry teams.

• Performance Reporting:
Track and report on key performance indicators, pipeline growth, and revenue outcomes related to Microsoft partnership activities.

• Strategic Planning:
Collaborate with Armada’s marketing teams to support joint campaigns, events, and account-based marketing aligned with Microsoft’s priorities.

Required Qualifications

• 5+ years of experience in partner/channel management, business development, or enterprise sales, preferably in the tech industry.

• Deep familiarity with the Microsoft ecosystem, including Azure, Microsoft Co-Sell, and Partner Center.

• Proven success in managing co-sell motions and influencing partner-led revenue.

• Strong understanding of cloud and edge computing trends and the enterprise tech landscape.

• Excellent interpersonal and relationship-building skills with both internal stakeholders and external partners.

• Highly organized, self-motivated, and capable of managing multiple priorities in a fast-paced environment.

• Experience working with sales tools such as Salesforce and Microsoft CRM.

Compensation & Benefits

For U.S. Based candidates: To ensure fairness and transparency, the on-target earnings salary range for this role for candidates in the U.S. are listed, varying based on location experience, skills, and qualifications. In addition to the salary, this role will also be offered equity and subsidized benefits (details available upon request).

Benefits

• Medical, dental, and vision (subsidized cost)

• Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA)

• Retirement plan options, including 401(k) and Roth 401(k)

• Unlimited paid time off (PTO)

• 15 paid company holidays per year

#DA-1 #LI-Remote

Compensation
$166,600—$249,000 USD

You're a Great Fit if You're

• A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge

• A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude

• Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company

• A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda

• Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you

Equal Opportunity Statement

At Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive. As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time.

Unsolicited Resumes and Candidates

Armada does not accept unsolicited resumes or candidate submissions from external agencies or recruiters. All candidates must apply directly through our careers page. Any resumes submitted by agencies without a prior signed agreement will be considered unsolicited and Armada will not be obligated to pay any fees.