Business Development | Microsoft Azure | Sales

It's fun to work in a company where people truly BELIEVE in what they're doing!

Job Description:

Ingram Micro is a leading technology company for the global information technology ecosystem.

With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts.

Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage™ set us apart

• Position Summary
• The Microsoft Azure Business Development Manager (BDM) will be responsible for driving growth in
• Ingram Micro’s Microsoft cloud portfolio through channel partners and vendor alignment. The role focuses on expanding Azure consumption, building and managing strategic partner relationships, executing go-to-market (GTM) initiatives, and achieving revenue and margin targets.
• The BDM must combine a strong understanding of Microsoft Azure services with proven sales and channel management expertise within a distribution ecosystem.

• Key Responsibilities
• Drive Azure Cloud Adoption:
• Identify, recruit, enable, and onboard new partners to expand Microsoft Azure cloud business across the distribution channel.
• Partner Enablement & Training:
• Enable partners with Azure solution knowledge, sales plays, and technical capabilities through training programs, workshops, Microsoft certifications, and continuous engagement.
• Go-to-Market Strategy Execution:
• Collaborate with Microsoft and partner ecosystem to design and execute joint GTM plans, demand generation campaigns, and incentive programs (e.g., CSP, Azure Migrate & Modernize, Azure Innovate).
• Revenue & Quota Attainment:
• Achieve revenue, profitability, and consumption targets by acquiring new partners and scaling existing partner business.
• Pipeline Development & Management:
• Build and maintain a robust Azure opportunity pipeline across partners and territories, ensuring predictable revenue growth.
• Stakeholder Management:
• Develop and manage strong relationships with Microsoft account teams (PDMs, CSAMs, ATS teams), internal stakeholders, and partner leadership to drive aligned business outcomes.
• Market Intelligence & Reporting:
• Track Azure market trends, competitive landscape, and partner performance; provide accurate forecasts, reports, and actionable insights to leadership.
• Demand Generation Collaboration:
• Work closely with marketing teams to execute demand generation activities such as webinars, campaigns, events, and solution-led initiatives.
• Leverage Microsoft Programs & Incentives:
• Drive Azure adoption using Microsoft funding programs such as Co-op funds, Azure Consumption Commitment (MACC), Solution Play incentives, and CSP rebates.
• Deal Structuring & Negotiation:
• Structure and negotiate commercial terms, pricing, SLAs, and contracts for Azure deals, ensuring profitability and customer value.
• Promote Azure Solutions Portfolio:
• Drive adoption of Azure services including:
•  Migration (Azure Migrate)
•  Modernization (App services, Kubernetes, PaaS)
•  Data & AI (Azure Synapse, AI/ML)
•  Security (Microsoft Defender, Sentinel)
•  Cost optimization & FinOps
•  Managed services

• Build Scalable Service Models:
• Collaborate with internal teams to create repeatable, scalable Azure service offerings across partners.

• Delivery Alignment:
• Ensure quality solution delivery by coordinating closely with operations, pre-sales, and service delivery
• teams.

• Required Qualifications
•  Bachelor’s degree in Engineering, Computer Science, Business, or related field
•  MBA / Postgraduate qualification preferred

• Work Experience
•  4–8 years of experience in cloud sales / IT services / solution sales / business development
•  Experience in channel, partner, or distribution environment
•  Strong track record of achieving or exceeding revenue and margin targets
•  Experience working with Microsoft Azure and CSP ecosystem
•  Understanding of Azure cloud services (migration, modernization, security, managed services)
•  Exposure to enterprise deals and complex deal structuring

• Skills & Attributes
•  Excellent communication, negotiation, and stakeholder management skills
•  Strong analytical skills with a data-driven mindset
•  Ability to build relationships across Microsoft, partners, and customers
•  Strategic thinking combined with strong execution capability
•  Commercial acumen with understanding of cloud consumption models
•  Self-driven, entrepreneurial, and results-oriented mindset
•  Ability to work in dynamic, fast-paced environments
•  Willingness to travel as required
• Certifications (Desirable)
•  Microsoft Azure certifications (e.g., AZ-104, AZ-305, AZ-400)
•  Microsoft Partner Program / Solution Partner designations
•  Knowledge of CSP, Azure consumption models, and Microsoft cloud programs