Director of Microsoft Partnerships

Redgate creates ingeniously simple software to help data professionals get the most value out of any database, anywhere. 

Our portfolio of solutions helps organizations reliably solve the complex challenges of database management across the DevOps lifecycle on any database, any platform, anywhere. We make life easier for IT leaders, development and operations teams, increasing efficiency, reducing errors and protecting business-critical data.  

The data community knows it can trust Redgate to balance speed to market, collaboration across teams and the protection of business-critical data.

For 25 years, our teams have been helping over 800,000 people in every kind of industry across the world, from small and medium-sized businesses to 92% of companies in the Fortune 100 – including Walt Disney, Intel, Amazon, and Yorkshire Water. 

The Role: 

We’re looking for a strategic and collaborative Director of Microsoft Partnerships. This is a critical role responsible for managing and driving Redgate's strategic partnership with Microsoft. This position will serve as the primary interface between the two organizations, with a specific emphasis on the Azure Marketplace, Independent Software Vendor (ISV) Success, and Co-Sell programs. As a key member of the Partners & Alliances team and reporting to our Director of Partners & Alliances, this role will focus on advocating for Redgate within Microsoft, aligning strategic objectives, and developing co-sell strategies with Microsoft’s teams. Collaboration will be key in engaging Redgate’s sales, marketing and product teams to understand customer cloud journeys and strategic initiatives related to Redgate’s solutions.  

For this role, we’re looking for candidates who live in or near Seattle, WA. 

Your Work at Redgate Software: 

Manage, lead and grow Redgate’s Partnerships with Microsoft and Azure Cloud Marketplace efforts including: 

• Serve as Redgate’s advocate within Microsoft representing our interests and promoting our solutions. 
• Maintain a deep understanding of Microsoft's product roadmaps, go-to-market strategies, and partner programs. 
• Collaborate with cross-functional teams to ensure alignment between Redgate's and Microsoft's strategic objectives. 
• Develop and execute the strategies for co-sell in partnership with Microsoft's Engineering and Sales teams. 
• Coordinate joint marketing campaigns, sales enablement activities, and customer engagement efforts. 
• Provide training and support to Redgate's sales teams on co-sell best practices and Microsoft's sales processes. 
• Manage co-sell incentives, deal registration, and partner to partner opportunities. 
• Oversee Redgate's presence and offerings on the Azure Marketplace, ensuring it is up to date and continuously optimized. 
• Collaborate with product teams to develop and maintain compelling solution descriptions, pricing models, and go to market strategies that align with Redgate’s key objectives. 
• Act as the primary point of contact for Microsoft's ISV Success program, fostering a strong collaborative relationship. 
• Leverage the program's resources and support to drive Redgate’s success on the Azure platform. 
• Participate in joint planning sessions, roadmap discussions, and strategic initiatives to align goals and maximize mutual benefits. 
• Engage with Redgate's sales, marketing and product teams to understand customer cloud journeys and strategic initiatives related to Redgate’s solutions. 
• Collaborate with customers and Microsoft teams to align Redgate's solutions with customer commitments to Microsoft Azure Consumption Commitment (MACC) agreements. 
• Evaluate effectivity of partner relationships and engagements in delivering positive ROI. 
• Develop processes to sell effectively via the Azure Cloud Marketplace ecosystem as a channel. Develop ways to qualify customers that are good leads and how to work with sellers and sales partners to execute on those leads. 
• Identify problems that may be faced by selling through the Azure cloud marketplace and work to mitigate them. 

What You Bring to the Table & Who You Are:  

• 8+ years of proven experience in strategic alliance management, preferably with Microsoft or other major cloud providers. 
• In-depth knowledge of Microsoft Azure, the Azure Marketplace, ISV Success program, and Co-Sell program. 
• Strong understanding of databases, cloud computing, software-as-a-service (SaaS), and related technologies. 
• Excellent communication, negotiation, and stakeholder management skills. 
• Ability to build and maintain strong relationships with internal and external stakeholders. 
• Demonstrated repeated success leading partner/client engagement plans to fruitful executions, consistently exceeding key performance metrics. 
• The ability to think outside of the box and experience of creating, presenting and executing new strategies and initiatives.  
• Experience of building out and owning relationships with executive, VP and C-level relationships across various technology partners. 
• Ability to quickly understand technical concepts and explain them to audiences of varying technical expertise 
• Proven ability to work collaboratively and cross-functionally, with experience of working closely with other business units such as Product, Engineering, Marketing and Finance. 
• Self-starter, autonomous and can exercise credible judgement and decision making. 
• Pro-active team player, who aims to get the best out of those around you. Comfortable working face to face as you are in a remote/virtual setting. 
• Ability to travel up to 25% to meet partners, customers and Redgater’s across the region. 

Salary: 

• Base: $170,000 - $195,000 
• Performance Based Bonus (25%) 

Tech/Tools Stack: to name a few 

• Salesforce 
• Tackle.IO 
• MSFT Partner Center