Own and grow Pindrop’s strategic relationship with Microsoft
Partner closely with Pindrop’s Product and Engineering teams to support the migration and optimization of Pulse for Meetings within the Azure cloud environment
Act as the primary liaison with Microsoft technical and partner teams to align on Azure architecture, marketplace readiness, and co-sell eligibility requirements
Navigate Microsoft’s internal structure, teams, and partner organization to drive alignment and execution
Develop a joint value proposition and GTM strategy with Microsoft and the broader partner ecosystem
Define and implement a partner program tailored to Microsoft resellers
Identify, recruit, onboard, and enable resellers with the capability and reach to sell Pulse for Meetings
Establish contracting frameworks, pricing models, revenue share, and compliance structures
Develop partner onboarding, training, certification, and deal registration processes
Create sales tools, playbooks, battle cards, and enablement materials for internal and external use
Drive partner pipeline generation and ensure partners are equipped to execute
Coordinate internal cross-functional teams (Sales, Legal, Marketing, Product) to support partner ecosystems
Track and report key metrics, milestones, and partner KPIs
Manage deal cycles and co-sell motions with Microsoft and reseller partners
Act as the partner advocate internally to align product enhancements, messaging, and support
Collect feedback from Microsoft and reseller partners to inform strategy
Requirements
5+ years of experience in partner alliances, channel sales, or partner ecosystem development
Deep knowledge of the Microsoft ecosystem, partner programs (e.g., Microsoft Partner Network, Co-Sell Ready, ISV Connect), and internal engagement frameworks
Proven track record of building and scaling reseller networks from scratch
Strong understanding of contracting, pricing models, enablement processes, and partner economics
Excellent cross-functional collaboration skills and ability to navigate complex organizations
Exceptional communication, negotiation, and relationship management skills
Experience selling SaaS or enterprise software, ideally in voice, AI, security, or communications
Established relationships within Microsoft or Microsoft partner community
Based in or willing to relocate to the Seattle area
Tech Stack
Azure
Cloud
Benefits
Competitive compensation, including equity for all employees
Unlimited Paid Time Off (PTO)
Comprehensive health, dental, and vision plans
Best-in-class HSA employer contribution
Employer-provided life and disability coverage
Paid parental leave for all parents
Monthly phone and internet allowance
One-time home office stipend
Remote-first work environment
Annual professional development benefit
Choice of Apple MacBook Pro
401(k) with competitive employer match
Wellness program including Employee Assistance Program and 24/7 Telemedicine