Director of Microsoft Alliances-IAE

We are seeking a senior alliance leader to build and scale Microsoft partnership for Industrial Autonomy & Engineering (IAE).

This role will focus on translating Microsoft’s cloud, data, and AI capabilities into industrial transformation programs, working closely with Microsoft field teams and TCS stakeholders to shape and influence large deals.

The role operates within a federated alliance model, where the global Microsoft relationship is managed centrally (& by Cloud Team), and this position is responsible for driving IAE-specific GTM, deal shaping, and execution at the field level.

• 1. Alliance Leverage & Deal Shaping
  • Engage Microsoft field teams (account execs, specialists, industry leads) to co-create and shape large industrial transformation deals
  • Position TCS IAE capabilities in early-stage pursuits (pre-RFP / demand shaping)
  • Drive joint solutioning across:
    • Manufacturing
    • Energy & Utilities
    • Automotive
    • Life Sciences
• 2. Microsoft-Centric GTM Development
  • Translate Microsoft portfolio (Azure, Data, AI, Industry Cloud) into IAE-relevant solution plays
  • Co‑develop joint offerings / GTM plays (e.g., AI‑driven asset optimization, digital twin enablement, connected plant)
  • Aligning with Microsoft programs:
    • oCo‑sell
    • oIndustry solutions
    • oIncentive programs
• 3. Field Engagement & Relationship Building
  • Build strong working relationships with:
    • oMicrosoft regional leadership
    • oPartner ecosystem teams
  • Act as the primary interface for IAE within Microsoft field ecosystem
• 4. Ecosystem Orchestration
  • Integrate Microsoft with:
    • oIndustrial platforms (Siemens, AVEVA, Dassault, PTC)
    • oData/AI partners (Databricks, Snowflake)
  • Identify and drive priority accounts and pursuits
  • Track pipeline, deal progression, and conversion metrics
  • Support proposals, PoVs, and solution architecture alignment
• 6. Internal Alignment & Enablement
  • Work with TCS:
    • oIndustry vertical teams
    • oSolution architects
  • Enable teams on:
    • oMicrosoft offerings
    • oJoint GTM plays

• 13+ years of experience in:
  • oPartner ecosystem / alliances
• Strong experience working with Microsoft in field roles, such as:
  • oSystem integrators
  • oDirect Microsoft roles

• Microsoft Ecosystem Depth
  • Strong understanding of:
    • oMicrosoft GTM motions (co‑sell, partner programs)
  • Ability to navigate Microsoft organization:
    • oaccount teams
    • oindustry units
  • Familiarity with:
    • oManufacturing / Energy / Asset‑intensive industries
  • Understanding of:
    • oDeal Shaping & Strategic Selling
  • Proven ability to:
    • ostructure multi‑partner solutions
  • Ability to operate in a matrixed, federated organization
  • Self-driven, capable of working with minimal supervision

• Pipeline influenced through Microsoft alliance
• Number of joint pursuits shaped (early-stage influence)
• Contribution to large deal constructs
• Joint offerings / GTM plays activated
• Strength of Microsoft field relationships

• Opportunity to shape Microsoft’s role in industrial transformation programs
• Work at the intersection of:
  • ocloud
  • oAI
• Drive ecosystem-led growth, not just alliance management
• Qualifications:
  
  MBA Preferred with Bachelor’s Degree in Engineering

$174,600 - $236,200 a year