We are seeking a senior alliance leader to build and scale Microsoft partnership for Industrial Autonomy & Engineering (IAE).
This role will focus on translating Microsoft’s cloud, data, and AI capabilities into industrial transformation programs, working closely with Microsoft field teams and TCS stakeholders to shape and influence large deals.
The role operates within a federated alliance model, where the global Microsoft relationship is managed centrally (& by Cloud Team), and this position is responsible for driving IAE-specific GTM, deal shaping, and execution at the field level.
Key Responsibilities
1. Alliance Leverage & Deal Shaping
- Engage Microsoft field teams (account execs, specialists, industry leads) to co-create and shape large industrial transformation deals
- Position TCS IAE capabilities in early-stage pursuits (pre-RFP / demand shaping)
- Drive joint solutioning across:
o Manufacturing
o Energy & Utilities
o Automotive
o Life Sciences
2. Microsoft-Centric GTM Development
- Translate Microsoft portfolio (Azure, Data, AI, Industry Cloud) into IAE-relevant solution plays
- Co-develop joint offerings / GTM plays (e.g., AI-driven asset optimization, digital twin enablement, connected plant)
- Aligning with Microsoft programs:
o Co-sell
o Industry solutions
o Incentive programs
3. Field Engagement & Relationship Building
- Build strong working relationships with:
o Microsoft regional leadership
o Industry sellers
o Partner ecosystem teams
- Act as the primary interface for IAE within Microsoft field ecosystem
4. Ecosystem Orchestration
- Integrate Microsoft with:
o Industrial platforms (Siemens, AVEVA, Dassault, PTC)
o Data/AI partners (Databricks, Snowflake)
- Enable multi-partner deal constructs
5. Execution & Pipeline Development
- Identify and drive priority accounts and pursuits
- Track pipeline, deal progression, and conversion metrics
- Support proposals, PoVs, and solution architecture alignment
6. Internal Alignment & Enablement
o Industry vertical teams
o Solution architects
o CoEs
o Microsoft offerings
o Joint GTM plays
o Deal positioning
Required Experience
- 13+ years of experience in:
o Partner ecosystem / alliances
o Sales / solutioning / business development
- Strong experience working with Microsoft in field roles, such as:
o Microsoft partner organizations
o System integrators
o Direct Microsoft roles
Must-Have Capabilities
Microsoft Ecosystem Depth
o Azure (cloud, data, AI services)
o Microsoft GTM motions (co-sell, partner programs)
- Ability to navigate Microsoft organization:
o account teams
o industry units
o partner ecosystem
Industrial Domain Understanding
o Manufacturing / Energy / Asset-intensive industries
o MES, IoT, Digital Twin, APM, Industrial Data
Deal Shaping & Strategic Selling
o influence large deals
o engage at CXO level
o structure multi-partner solutions
Execution Independence
- Ability to operate in a matrixed, federated organization
- Self-driven, capable of working with minimal supervision
Key Success Metrics
- Pipeline influenced through Microsoft alliance
- Number of joint pursuits shaped (early-stage influence)
- Contribution to large deal constructs
- Joint offerings / GTM plays activated
- Strength of Microsoft field relationships
What Makes This Role Unique
- Opportunity to s hape Microsoft’s role in industrial transformation programs
- Work at the intersection of:
o cloud
o AI
o industrial systems
- Drive ecosystem-led growth, not just alliance management
- Qualifications: MBA Preferred with Bachelor’s Degree in Engineering
Salary Range: $174,600 - $236,200 a year
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