In this role, you will have the opportunity to shape the future of innovation across the Middle East and Africa and specifically the UAE by identifying and accelerating the success of high-potential software development companies. You’ll work at the intersection of technology, entrepreneurship, and investment - partnering with incubators, venture capital firms, and government-backed organisations to help strategic ISVs innovate faster, launch new solutions, and expand into new markets. You’ll be at the forefront of AI, cloud, and marketplace transformation - recruiting and onboarding promising partners, guiding them through their first solution build, and supporting their go-to-market strategy. From engaging C-suite executives to facilitating product development workshops and marketplace launches, you’ll play a hands-on role in helping partners realise their ambitions and scale with Microsoft.
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This role involves a high level of stakeholder engagement and relationship building, as you foster trust between local ISVs and Microsoft across the region. Responsibilities include:
- Identify and prioritise high-potential ISVs for recruitment, leveraging insights from venture capital, industry feedback, and Microsoft solution area teams.
- Drive targeted partner recruitment aligned to Cloud & AI solutions, and industry priorities, with a focus on competitive differentiation.
- Engage C-suite executives and build trusted relationships through regular communications and structured rhythms of business.
- Secure partner commitment to build on Microsoft platforms, developing joint business plans and solution development roadmaps, as well as Azure Commit to Consume agreements.
- Facilitate product development workshops and guide partners through architecture design, Well Architected Framework reviews, and incentive adoption.
- Launch transactable solutions on Azure Marketplace, supporting partners with go-to-market strategies, promotional activities, and co-sell enablement.
- Manage end-to-end marketplace activation, including onboarding pathways, stakeholder engagement, and issue resolution.
- Track and deliver key performance indicators including new ISV adds, Azure solutions, pipeline generation, marketplace billed sales, and Copilot design wins.
- Represent Microsoft in startup forums.
We’re looking for a strategic and collaborative individual who thrives in complex, multicultural environments and can influence stakeholders at all levels within an organisation. To be successful in this role, you will be able to demonstrate:
- Established track record in solution sales, with the ability to drive strategic partner engagements and commercial outcomes.
- Technical proficiency in software development, supported by Azure or equivalent cloud certifications.
- Familiarity with the Cloud and AI landscape in the local market, as well as startup ecosystems in the UAE.
- Experience building long-term engagement strategies with external stakeholders, including investment organisations and incubators.
- Regular interaction, and influencing, of executive-level individuals within external organisations.
