About the role
ABOUT LUDIA CONSULTING
----------------------------------------
Ludia Consulting is a fast-growing Microsoft Gold Partner and FastTrack Recognized Architect firm specializing in Dynamics 365, Data & AI, and the Power Platform. We serve clients in Energy, Oil & Gas, Manufacturing, Heavy Equipment, and Construction, delivering meaningful business outcomes and maintaining a 100% referenceable client base. We operate as a preferred co-sell partner within the Microsoft ecosystem and have built a proprietary AI platform deployed for clients and internally.
POSITION OVERVIEW
----------------------------------------
The Microsoft Alliances & Business Development Manager owns Ludia's relationship with Microsoft end-to-end, both the strategic partnership and the pipeline it generates. This role is accountable for Partner Center compliance, solution area certifications and specializations, co-sell program execution, and all Microsoft partner-tier requirements. Equally, this role converts that relationship into a consistent source of qualified leads, handing warm opportunities to the sales team with full context and stakeholder introductions.
This is not a compliance function. The right person sees Microsoft partner status as a growth asset and knows how to activate it. Working across sales, marketing, and delivery to bring Ludia's full capability to market through and with Microsoft.
KEY RESPONSIBILITIES
----------------------------------------
Microsoft Partnership Ownership
* Serve as Ludia's named relationship owner with Microsoft, engaging PDMs, field sellers, solution specialists, and Business Applications leaders at the local, regional, and national level.
* Own and manage the Microsoft Partner Center account, ensuring all profiles, attestations, partner agreements, and compliance requirements are current and optimized at all times.
* Drive progress toward Solutions Partner designations and solution area performance scores across Business Applications, Data & AI, and Modern Work.
* Represent Ludia at Microsoft partner summits, QBRs, field alignment meetings, and partner-facing programs.
* Proactively track Microsoft program changes, incentive structures, co-sell policy updates, and partner-tier requirements, communicating impacts to leadership in advance.
Partner Center, Certifications & Compliance
* Own all Solutions Partner designations and specialization requirements, including skilling thresholds, performance attainment, and customer success metrics.
* Manage CPOR (Claiming Partner of Record) submissions, ensuring all eligible customer associations are registered, maintained, and credited accurately.
* Oversee Microsoft Marketplace presence, AppSource listings, and co-sell eligibility requirements in coordination with delivery and technical teams.
* Monitor and maximize Microsoft Incentive Programs (MCI, MACC, deployment funding, MDF).
* Manage deal registration, PAL tagging, and ACR tracking to support and maintain partner tier standing.
* Coordinate internal certification and skilling campaigns, partnering with delivery leadership to meet and exceed Microsoft skilling requirements.
Lead Generation Through the Microsoft Relationship
* Build and maintain co-sell pipeline by aligning with Microsoft field sellers on target accounts, solution motions, and opportunity identification within Ludia's core verticals.
* Develop joint account maps with Microsoft sellers, identifying white space, stalled deployments, and expansion opportunities across the installed base.
* Coordinate Microsoft-sponsored programs, referral pathways, and partner-flagged opportunities routed through PDMs and solution specialists.
* Manage the handoff process from Microsoft-sourced leads to Ludia's internal sales team, ensuring complete opportunity context, stakeholder mapping, and warm introductions.
* Track Microsoft-sourced pipeline separately in CRM to measure channel contribution, attribution, and conversion rates.
Business Development & Sales Alignment
* Develop and maintain joint business plans with Microsoft defining shared pipeline targets, solution focus areas, and co-sell motions by vertical.
* Participate in sales team pipeline reviews, flagging Microsoft-relevant accounts, providing field intelligence, and coordinating partner involvement in active deals.
* Build relationships with Microsoft Business Applications specialists, Dynamics 365 field sellers, and ISV teams aligned to Ludia's ICP.
* Support proposal development and deal strategy for partner-sourced opportunities, providing Microsoft-specific context, references, and co-sell documentation.
Co-Sell Execution
* Own the end-to-end co-sell motion, from opportunity registration in Partner Center through deal updates, revenue attribution, and win/close reporting.
* Manage co-sell referrals inbound from Microsoft and outbound from Ludia, maintaining response times and quality standards required for co-sell program standing.
* Maintain Ludia's IP co-sell status and marketplace co-sell eligibility. Leverage Microsoft funding programs, including MDF and FastTrack deployment incentives, to offset sales and marketing investment.
Marketing & Events Collaboration
* Partner with Ludia's marketing team on Microsoft-aligned campaigns, content, and thought leadership that drives awareness and inbound interest.
* Recommend and coordinate Ludia's participation in Microsoft-sponsored events, partner forums, and industry conferences; manage execution and follow-up.
* Coordinate co-marketing programs, solution area campaigns, and Microsoft Dynamics 365 user group presence, including customer panels and joint speaking opportunities.
* Contribute to partner award nominations, case study development, and reference program submissions that elevate Ludia's visibility within Microsoft.
REQUIRED QUALIFICATIONS
----------------------------------------
Experience
* 7+ years in alliance management, partner sales, business development, or channel development within the Microsoft ecosystem or a Microsoft SI/partner organization.
* Demonstrated track record managing a Microsoft partnership, including Partner Center, co-sell programs, and partner-tier compliance.
* Proven success generating pipeline through partner relationships and converting partner-sourced leads to closed revenue.
* Experience engaging directly with Microsoft PDMs, solution specialists, and district sales leadership.
* Background in a consulting, SI, or technology services environment with exposure to enterprise customer conversations.
Microsoft Ecosystem Knowledge
* Deep working knowledge of Microsoft Partner Center, including Solutions Partner designations, co-sell program management, deal registration, CPOR, and PAL tagging.
* Understanding of Dynamics 365 (Finance, Supply Chain, Customer Engagement, Field Service, Project Operations), Power Platform, and Azure Data & AI solution areas.
* Familiarity with Microsoft Incentive Programs (MCI, deployment incentives, MDF), MACC agreements, and ACR and skilling metrics.
* Working knowledge of Microsoft's certification and specialization framework, including requirements, differentiators by tier, and how to close gaps.
Skills & Competencies
* Executive presence and communication skills, with credibility in front of Microsoft field leadership and C-level customer contacts.
* Strong cross-functional collaboration, with the ability to drive outcomes across sales, delivery, marketing, and operations without direct authority.
* Data-driven approach to pipeline management, including dashboards, channel attribution, and alliance ROI reporting.
* CRM proficiency (Microsoft Dynamics 365 preferred); willingness to travel for Microsoft events, partner summits, and customer engagements.
PREFERRED QUALIFICATIONS
* Former Microsoft experience, including PDM, field sales, or alliance-facing role.
* Microsoft certifications in Business Applications, Power Platform, or Azure Data & AI (MB-310, MB-920, PL-900, DP-900, or equivalent).
* Active relationships with Microsoft PDMs, district sales managers, or Business Applications field leadership.
* Familiarity with Azure Marketplace, AppSource listing requirements, and transactable offer structures.
* Industry background in Energy, Oil & Gas, Manufacturing, or Heavy Equipment.
* Experience with outbound prospecting tools (ZoomInfo, LinkedIn Sales Navigator) and Microsoft-aligned account research.
* Exposure to FastTrack for Dynamics 365 or enterprise deployment programs.