Director, Strategic Partnerships

Summary

Join M-Files as the Director of Microsoft Strategic Partnerships, leading the day-to-day management of the company's high-impact Microsoft Go-To-Market (GTM) relationship. Reporting to the VP of Strategic Operations, you will scale the Microsoft partnership by driving joint strategy, performance, and growth. This role requires a strategic thinker and experienced operator with a commercial mindset, comfortable working cross-functionally and partnering with executives at Microsoft and within M-Files. You will lead a small team and own the performance and operational coordination of this critical alliance. Prior experience working at Microsoft or managing a Microsoft ISV partnership is highly preferred. The position offers the opportunity to contribute to M-Files' success and growth while developing your own expertise within a fun and supportive team.

Requirements

• 10+ years of experience in strategic partnerships, channel sales, or GTM roles in the SaaS, IaaS, or PaaS space
• Bachelor’s degree in business or related field preferred and/or relevant work-related experience
• Proven success managing or building strategic partnerships with Microsoft, particularly in ISV co-sell, Azure Marketplace sales or other GTM collaboration
• Strong commercial mindset with experience owning a performance target or P&L
• Experience influencing product roadmap to maximize joint GTM value proposition
• Exceptional cross-functional collaboration and communication skills
• Ability to influence both internally and externally at the executive level
• Strong understanding of sales/marketing integration and partnership success metrics
• People management experience; capable of building, developing, and motivating a team
• Comfortable working in a fast-paced, high-growth environment
• Aligned with M-Files’ Humbitious Culture and Guiding Principles: Make it Happen, Help Others, Love Customers

Responsibilities

• Act as the primary owner and operator of M-Files’ Microsoft partnership
• Define and drive the joint GTM strategy, value proposition, and partnership roadmap
• Manage partnership performance including tracking key KPIs (bookings, retention, co-sell contribution) and aligning them to investment and ROI
• Coordinate sales and marketing efforts to ensure consistent and impactful GTM execution with Microsoft
• Advocate for customer and partner requirements internally, working with product, sales, and marketing teams to shape enablement, positioning, and product development priorities
• Own executive-level reporting on partnership performance, status, and growth opportunities
• Manage and mentor a small team dedicated to the Microsoft partnership (2–3 individuals)
• Collaborate closely with Microsoft product leadership, ISV co-selling and co-marketing leadership, and customer account teams to maximize joint success
• Identify opportunities to expand influence, programs, and performance through Microsoft partner channels
• Stay informed on Microsoft partner program evolution and competitive ecosystem

Preferred Qualifications

Prior experience working at Microsoft or managing a Microsoft ISV partnership

Benefits

• As remote enabled company our employees enjoy the flexibility to establish their own life/work balance
• 10 paid holidays annually
• Unlimited PTO
• Matching 401K Plan (25% of employee's contribution up to the IRS max)
• Health insurance (PPO and HDHP/HSA plans offered)
• Dental insurance
• Vision insurance
• Life insurance (1x employee salary)
• Short-term disability (employer paid)
• Long-term disability (employer paid)
• Flexible Spending Plan (medical and dependent)