Director - Cloud Practice

We are seeking an accomplished and strategic Cloud & Infrastructure business development leader to drive growth across our Microsoft global partnership. This role is based in Redmond and requires a seasoned professional with deep knowledge of Microsoft technologies, platforms, partner programs, and cloud transformation initiatives, along with established senior-level relationships within Microsoft corporate leadership.

You will be responsible for identifying, shaping, and converting cloud and infrastructure opportunities by working closely with Microsoft product groups, engineering, account teams, and partner organizations. This is a high‑visibility role requiring executive presence, strong commercial acumen, and the ability to influence senior stakeholders across both organizations.

• Business Development & Growth
  • Lead cloud and infrastructure business development strategy for the Microsoft account, aligning with joint priorities and market potential.
  • Drive pipeline creation, qualification, and conversion for Azure, Modern Infrastructure, Hybrid Cloud, AI Infrastructure, and related Microsoft technology initiatives.
  • Identify whitespace opportunities within Microsoft’s global business units and accelerate multi‑year growth programs.
• Microsoft Relationship Management
  • Act as the primary executive interface to Microsoft Cloud, Azure, Infrastructure, Partner, and Engineering leadership teams.
  • Leverage strong pre‑existing relationships with Microsoft corporate leaders to advance joint go‑to‑market and co‑innovation programs.
  • Represent the organization at Microsoft HQ, driving alignment with Microsoft’s product roadmaps, strategic direction, and partner motions.
• Strategic Account Leadership
  • Partner with internal delivery, practice, domain, and solutions teams to deliver compelling value propositions and differentiated offerings.
  • Engage with senior Microsoft stakeholders to shape long‑term cloud transformation and infrastructure modernization programs.
  • Orchestrate cross‑functional stakeholders to ensure customer success, operational excellence, and long‑term account health.
• Opportunity Shaping & Deal Execution
  • Shape large cloud and infrastructure transformation deals, leveraging the breadth of Microsoft technologies including Azure, M365, AI infrastructure, Arc, hybrid cloud, and modern datacenter platforms.
  • Drive proposal development, solutioning, commercial modeling, and executive‑level deal governance.
  • Collaborate with global teams to ensure optimal delivery models and solution architectures.
• Thought Leadership & Partner Strategy
  • Evangelize cloud and infrastructure offerings with Microsoft, positioning the company as a preferred strategic partner.
  • Contribute to joint innovation programs, solution accelerators, and co‑engineering initiatives.
  • Stay abreast of Microsoft product evolution, competitive intelligence, and market trends to inform account strategy.

• 15+ years of experience in cloud, infrastructure, or technology consulting with a strong business development track record.
• Significant hands‑on experience with Microsoft technologies, including Azure, infrastructure modernization, hybrid cloud, identity, networking, and edge/cloud‑native architectures.
• Proven success selling or driving cloud/infrastructure business with Microsoft or within the Microsoft ecosystem.
• Established relationships with senior Microsoft corporate leadership (e.g., Azure engineering, product groups, partner teams, M&O, CTO offices).
• Ability to navigate Microsoft’s organizational structure, incentive models, and partner programs.
• Strong executive presence, communication skills, and ability to influence at the CxO and VP levels.

• Prior experience working onsite in Redmond or in a global system integrator (GSI) or partner‑facing role at Microsoft.
• Experience leading multi‑year transformation programs and complex cloud/infrastructure deal cycles.
• Deep understanding of Microsoft’s strategic priorities across AI, cloud, edge, and core infrastructure.
• MBA or equivalent leadership background (preferred but not required).

$218,200–$287,500 a year

• Discretionary Annual Incentive.
• Comprehensive Medical Coverage:
  Medical & Health, Dental & Vision, Disability Planning & Insurance, Pet Insurance Plans.
• Family Support:
  Maternal & Parental Leaves.
• Insurance Options:
  Auto & Home Insurance, Identity Theft Protection.
• Convenience & Professional Growth:
  Commuter Benefits & Certification & Training Reimbursement.
• Time Off:
  Vacation, Time Off, Sick Leave & Holidays.
• Legal & Financial Assistance:
  Legal Assistance, 401K Plan, Performance Bonus, College Fund, Student Loan Refinancing.