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Department: Partner Channel Sales

Location: US-Palo Alto

Denodo is a leader in data management. The award-winning Denodo Platform is the leading data integration, management, and delivery platform using a logical approach to enable self- service BI, data science, hybrid/multi-cloud data integration, and enterprise data services. Realizing more than 400% ROI and millions of dollars in benefits, Denodo’s large enterprise and mid-market customers across 30+ industries have received payback in less than 6 months. For more information, visit


We are a fast-growing, international organization with teams across four continents and we work with a cutting-edge technology, but that's not all we have to offer. At Denodo, we are like a family and it is of the utmost importance to us that we help support your professional growth every step of the way.

Job Description

The Strategic Alliances Manager is a critical role responsible for managing and driving Denodo's strategic partnership with Microsoft Azure. This position will serve as the primary interface between the two organizations, with a specific emphasis on the Azure Marketplace, Independent Software Vendor (ISV) Success, and Co-Sell programs.

Job Responsibilities & Duties

  1. Azure Marketplace Management:
  • Oversee Denodo's presence and offerings on the Azure Marketplace, ensuring seamless integration and optimal positioning.
  • Collaborate with product teams to develop and maintain compelling solution descriptions, pricing models, and go-to-market strategies.
  • Monitor and analyze marketplace performance metrics, identifying opportunities for improvement and growth.


  1. ISV Success Program Engagement:
  • Act as the primary point of contact for Microsoft's ISV Success program, fostering a strong collaborative relationship.
  • Leverage the program's resources and support to drive Denodo's success on the Azure platform.
  • Participate in joint planning sessions, roadmap discussions, and strategic initiatives to align goals and maximize mutual benefits.


  1. Co-Sell Program Coordination:
  • Develop and execute co-sell strategies in partnership with Microsoft's sales teams.
  • Coordinate joint marketing campaigns, sales enablement activities, and customer engagement efforts.
  • Provide training and support to Denodo's sales teams on co-sell best practices and Microsoft's sales processes.
  • Manage co-sell incentives, deal registration, and partner-to-partner (P2P) opportunities.


  1. Strategic Alignment and Advocacy:
  • Serve as Denodo's advocate within Microsoft, representing its interests and promoting its data management platform solutions.
  • Maintain a deep understanding of Microsoft's product roadmaps, go-to-market strategies, and partner programs.
  • Collaborate with cross-functional teams to ensure alignment between Denodo's and Microsoft's strategic objectives.


  1. Reporting and Analytics:
  • Develop and maintain comprehensive reporting mechanisms to track partnership performance metrics.
  • Analyze data to identify trends, opportunities, and areas for improvement.
  • Present insights and recommendations to senior leadership and stakeholders.


  1. Customer Engagement and Strategic Initiatives:
  • Engage with Denodo's sales, account, and field teams to understand customer cloud journeys and strategic initiatives in data, analytics, and AI.
  • Collaborate with customers and Microsoft teams to align Denodo's solutions with customer commitments to Microsoft Azure Consumption Commitment (MACC) agreements.
  • Identify opportunities to leverage Denodo's data management platform to support customer objectives and drive cloud adoption.

Desired Skills & Experience

  • Proven experience in strategic alliance management, preferably with Microsoft or other major cloud providers.
  • In-depth knowledge of Microsoft Azure, the Azure Marketplace, ISV Success program, and Co-Sell program.
  • Strong understanding of data management, cloud computing, software-as-a-service (SaaS), and related technologies.
  • Excellent communication, negotiation, and stakeholder management skills.
  • Ability to build and maintain strong relationships with internal and external stakeholders.
  • Proficiency in data analysis and presentation skills.
  • Bachelor's degree in a relevant field (e.g., Business Administration, Computer Science, or related discipline).
  • Salary range is $180,000 plus commission.

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