Sales Lead

About the Role

We are actively seeking a highly experienced Sales Leader to spearhead new business development across the UKI and European markets. This pivotal role demands extensive experience in selling IT services, particularly by cultivating and leveraging strategic partnerships with Microsoft. The ideal candidate will possess a deep understanding of working collaboratively with Microsoft, and ideally, with other hyper-scalers like AWS and Google. This position requires significant expertise in partnership development, joint go-to-market execution, and sales enablement within the Microsoft and broader partner ecosystem. A proven history of success within mid-size IT services companies, direct collaboration with Microsoft sales teams, and a track record of driving measurable revenue through alliance-led initiatives are essential.

Key Responsibilities

Sales Growth & Target Achievement

• Build and nurture strong executive and field-level relationships with Microsoft stakeholders across various solution areas, sales, and partner teams.
• Align Sonata's service offerings and go-to-market strategies with Microsoft's strategic priorities and industry-specific plays.
• Achieve defined alliance-led new business revenue targets of $3 million annually.
• Drive a balanced mix of direct revenue (closed-won through co-sell opportunities) and influenced revenue (Microsoft-originated or co-sell supported).
• Facilitate joint account planning and pipeline development with Microsoft sellers and internal sales teams.
• Track, report, and deliver on pipeline and revenue KPIs.

Go-to-Market Execution

• Develop and execute joint Go-to-Market (GTM) plans with Microsoft, encompassing solution co-selling, campaigns, and field engagement.
• Utilize Microsoft's industry and workload priorities to establish differentiated market positioning.

Funding & Incentives Management

• Maximize the utilization of Microsoft partner funding mechanisms, including co-op funding, incentives, Azure credits, Solution Assessments, and AMMP.
• Ensure funding utilization targets are met and demonstrate a clear return on investment (ROI).

Internal Enablement & Collaboration

• Empower Sonata's sales, delivery, and practice teams to effectively co-sell with Microsoft.
• Serve as the primary point of contact for all Microsoft alliance initiatives within the organization.
• Collaborate with marketing teams to amplify joint successes and GTM campaigns.

Key Performance Indicators (KPIs)

• Revenue Contribution: Deliver $3M in annual revenue.
• Pipeline Growth: Maintain a 3x pipeline aligned to Microsoft priorities.
• Co-Sell Engagements: Drive at least 10–20 qualified joint customer pursuits annually (approx. 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 Quarterly Business Reviews (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

• 8–15 years of experience in IT services or consulting, with a significant focus on alliances and partnerships within the UKI market. Experience in Europe is a valuable asset.
• Demonstrated success working with Microsoft sellers, partner managers, and field teams.
• Proven track record of achieving alliance-driven revenue and sales targets.
• In-depth understanding of the Microsoft ecosystem, including commercial, industry, and cloud solution areas.
• Expertise in Microsoft partner funding programs, incentives, and compliance regulations.
• Strong executive presence with exceptional relationship management, negotiation, and influencing skills.
• Ability to thrive in a matrixed organizational structure and collaborate effectively across departments (sales, delivery, marketing, finance).
• An entrepreneurial mindset coupled with a results-driven, growth-oriented approach.

Preferred Qualifications

• Prior experience managing alliances at a Global System Integrator (SI) or a large-scale Microsoft services partner.
• Familiarity with Azure, Microsoft 365, Dynamics 365, and Power Platform solution areas.
• Knowledge of industry-specific Microsoft plays (e.g., FSI, Manufacturing, Retail, Healthcare).
• MBA or an equivalent business/management qualification.