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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.
