The Regional Microsoft Partner Manager is responsible for the day-to-day execution and operational management of the Microsoft partnership within an assigned region - EMEA. This role connects the company's sales organisation, Microsoft field teams, and Microsoft-focused delivery practices to convert the strategic alliance into measurable pipeline, co-sell revenue, Azure consumption, Marketplace transactions, and partner incentives.
The Regional Partner Manager serves as the operational backbone of the regional Microsoft alliance, ensuring that internal Account Executives and practice leaders are effectively aligned with the appropriate Microsoft field sellers and that joint opportunities are properly identified, registered, advanced, attributed, and reported.
This is a highly execution-oriented role requiring strong knowledge of the Microsoft partner ecosystem, Partner Center, co-sell processes, Marketplace, partner incentives, and Microsoft field organisation.
The ideal candidate is a Microsoft ecosystem operator and business driver who understands how Microsoft's field organisation works and knows how to turn that understanding into execution.
They are equally comfortable working with a Microsoft seller, an internal Account Executive, a technical practice leader, or a finance team. They are highly organised and proactive with a full understanding that successful alliance management is about maintaining a partner relationship with the ultimate goal of creating measurable business outcomes from the partnership.
Key Responsibilities
1. Microsoft Field Alignment & Account Mapping
· Develop and maintain regional account-mapping strategies that connect the company's Account Executives and strategic accounts with the appropriate Microsoft field resources: Microsoft Account Executives (AEs), Specialist Team Units (STUs), Account Technology Units (ATUs), and other relevant Microsoft field stakeholders.
· Identify accounts with joint Microsoft opportunity potential and facilitate introductions between internal sellers and Microsoft field teams.
· Coordinate recurring account-mapping and pipeline-review sessions with Microsoft field organisations.
· Track Microsoft field engagement and measure its impact on pipeline creation and opportunity progression.
2. Co-Sell & Pipeline Execution
· Manage the regional Microsoft co-sell pipeline from opportunity identification through registration, progression, closure, and post-sale tracking.
· Create and maintain co-sell opportunities in Microsoft Partner Center, ensuring accurate and timely information.
· Process and respond to inbound referrals from Microsoft sellers and route opportunities to the appropriate internal sales and delivery teams.
· Work with sales and delivery leaders to identify opportunities that can be converted into Microsoft co-sell motions.
3. Microsoft Incentives & Funding
· Identify and maximise the financial value available through Microsoft partner incentives, co-sell programs, funding opportunities, and regional/strategic initiatives.
· Track incentive eligibility, program requirements, claims, approvals, and payments.
· Monitor Microsoft program changes and communicate relevant changes to internal sales and practice teams.
4. Partner Center & Partner Program Operations
· Serve as the regional operational owner for Microsoft Partner Center activities.
· Maintain accurate opportunity records, co-sell information, referrals, and required program data.
· Monitor Partner Center notifications, referrals, program updates, and required actions.
5. Customer & Partner Attribution
· Coordinate appropriate Microsoft customer and partner attribution mechanisms to ensure the company's contribution to customer engagements is accurately recognised.
· Manage processes associated with Claiming Partner of Record (CPOR), Partner Admin Link (PAL), and Digital Partner of Record (DPOR), where applicable.
· Work with delivery and account teams to ensure eligible customer engagements and Azure workloads are correctly associated with the company.
6. Internal Field Enablement
· Educate Account Executives, practice leaders, and delivery teams on Microsoft co-sell processes, Marketplace, partner programs, attribution, and Microsoft field engagement.
· Develop playbooks, process guides, and sales tools that simplify the execution of Microsoft sales motions.
· Conduct periodic enablement sessions for regional sales and practice organisations.
· Experience in Microsoft alliance management, partner operations, sales operations, or channel management within a technology consultancy, System Integrator, Managed Service Provider, or software/cloud organisation.
· Hands-on experience with Microsoft Partner Center and Microsoft partner programs.
· Practical understanding of Microsoft's co-sell ecosystem and field organisation.
· Experience working with Microsoft Account Executives and specialist sales teams.
· Understanding of Azure, Microsoft 365, Dynamics 365, Power Platform, Data & AI, and/or other Microsoft Cloud solutions.
· Working knowledge of Microsoft partner attribution and engagement mechanisms, including CPOR, PAL, and DPOR.
· Ability to manage multiple opportunities, deadlines, stakeholders, and operational processes simultaneously.
Discover some of the global benefits that empower our people to become the best version of themselves:
- Finance: Competitive salary package, share plan, company performance bonuses, value-based recognition awards, referral bonus;
- Career Development: Career coaching, global career opportunities, non-linear career paths, internal development programmes for management and technical leadership;
- Learning Opportunities: Complex projects, rotations, internal tech communities, training, certifications, coaching, online learning platforms subscriptions, pass-it-on sessions, workshops, conferences;
- Work-Life Balance: Hybrid work and flexible working hours, employee assistance programme;
- Health: Global internal wellbeing programme, access to wellbeing apps;
- Community: Global internal tech communities, hobby clubs and interest groups, inclusion and diversity programmes, events and celebrations.
At Endava, we’re committed to creating an open, inclusive, and respectful environment where everyone feels safe, valued, and empowered to be their best. We welcome applications from people of all backgrounds, experiences, and perspectives—because we know that inclusive teams help us deliver smarter, more innovative solutions for our customers. Hiring decisions are based on merit, skills, qualifications, and potential. If you need adjustments or support during the recruitment process, please let us know.