Microsoft Strategic Practice Director

Microsoft Strategic Practice Director (Plano, TX)

CSP / NCE / Azure / M365 / AI

We are seeking a strategic, customer-facing leader to drive Microsoft cloud growth within a Cloud Solution Provider and partner-led services organization. This role serves as the primary advisor on Microsoft strategy, aligning customer business objectives with Microsoft’s evolving cloud ecosystem across Microsoft 365, Azure, Security, Copilot, and Azure AI.

This is not a pure alliance role and not a pure presales role. It is a hybrid operator role spanning Microsoft relationship management, GTM development, customer-facing solution strategy, funding and incentive orchestration, and business reporting.

To be effective with Microsoft, a partner needs far more than a reseller motion. Internal Microsoft practice material highlights the need for broad subject matter expertise, fast access to specialists, strong partner relationships, and the ability to move quickly on customer opportunities.

• maximize the value of the Microsoft reseller and services relationship
• improve CSP and NCE commercial execution
• align deals to funding and incentive eligibility
• shape Microsoft GTM motions across M365, Azure, Security, Copilot, and AI
• create better visibility into pipeline, margin, attribution, and performance
• strengthen field alignment with Microsoft sellers, PDMs, and partner teams

• Act as the trusted advisor to customers and internal sellers on Microsoft cloud strategy, licensing, roadmap alignment, and partner motion
• Own and manage the Microsoft partner reseller relationship, including cadence, escalation, opportunity alignment, field mapping, and joint planning
• Drive alignment with Microsoft field teams, Partner Development Managers, account sellers, and strategic partner resources
• Translate Microsoft priorities such as AI, security, cloud migration, Copilot, and Azure modernization into actionable customer strategies
• Help determine when Technologent should lead directly versus leverage delivery or licensing partners

• Develop and execute joint GTM strategies across Microsoft solution areas:
  • Modern Work:
    Microsoft 365, Teams, Copilot
  • Security:
    Defender, Sentinel, Entra, Purview
  • Azure:
    Infrastructure, migration, modernization, data platform
  • Azure AI and Copilot ecosystem
• Build repeatable solution motions for migration, modernization, AI adoption, security transformation, and managed services
• Develop GTM messaging, campaign themes, talk tracks, seller enablement content, and strategic positioning
• Translate Microsoft solution play priorities into practical field motions

• Lead strategic presales calls, workshops, and executive discussions with enterprise and mid-market customers
• Shape solution direction, business cases, and Statements of Work tied to Microsoft cloud adoption
• Position value-based outcomes such as cost optimization, security posture improvement, cloud modernization, AI transformation, and recurring managed services
• Support account teams with licensing strategy, funding alignment, partner selection, and commercial positioning
• Act as an escalation point for complex Microsoft opportunities requiring cross-functional coordination

• Identify, align, and secure Microsoft funding programs including ECIF, Co-op, Azure credits, CSP incentives, Azure Accelerate, etc. for customer engagements
• Work directly with Microsoft stakeholders to nominate opportunities and unlock funding
• Build funding-led deal strategies that reduce customer friction and accelerate sales cycles
• Align SOWs, milestones, and engagement scope to Microsoft funding eligibility requirements
• Track funding usage, governance, proof of execution, and performance against Microsoft targets
• Establish repeatable internal process for deciding which funding vehicles can be stacked and which cannot

• Ensure optimal use of CSP, Partner Center, Microsoft Commerce Incentives, and related co-sell and attribution structures
• Drive correct attribution models including…