Manager, Strategic Partnerships

Summary

Join M-Files as a Manager, Strategic Partnerships – Microsoft to lead and grow the global partnership with Microsoft. This high-impact, quota-bearing role focuses on driving engagement and sales execution between M-Files and Microsoft, accelerating co-sell performance and market visibility. You will be responsible for both Microsoft-influenced and Microsoft-sourced bookings, collaborating with Microsoft teams to close deals and generate new opportunities. The role involves cross-functional collaboration with M-Files sales, marketing, product, and partner teams to deliver on joint plans and create measurable business impact. You will act as the primary relationship owner for Microsoft, build account strategies, manage quotas, and drive opportunity generation. Success in this role will be measured by increased deal volume, strong co-sell alignment, successful joint go-to-market plans, accurate reporting, and improved Microsoft field awareness.

Requirements

• 7+ years of experience in strategic partnerships, channel sales, or alliances within a SaaS or technology company
• Demonstrated ability to influence cross-functional stakeholders and build executive-level partner relationships
• Experience carrying a quota or managing partner-influenced revenue goals
• Strong understanding of partner-influenced vs. partner-sourced selling motions
• Excellent communication and collaboration skills across global teams
• Comfortable operating in a fast-paced, high-growth environment
• Aligned with M-Files’ guiding principles: Make it Happen, Help Others, Love Customers
• Willingness to travel occasionally for key partner meetings and events

Responsibilities

• Acting as the primary relationship owner for Microsoft in co-sell opportunities, fostering strong alignment with M-Files and Microsoft account teams, alliance managers, and partner development roles
• Building and executing individual account strategies to execute on joint go-to-market plans and accelerate co-sell impact
• Managing a shadow/overlay quota based on both Microsoft-influenced and Microsoft-sourced bookings
• Driving partner-sourced opportunity generation through Microsoft’s field sales network, co-sell programs and partner network
• Coordinating with M-Files sales teams to ensure seamless collaboration on Microsoft-related opportunities
• Facilitating enablement efforts to increase M-Files awareness and readiness within Microsoft field teams
• Collaborating with partner marketing to plan and execute joint demand generation campaigns
• Monitoring performance, report progress, and maintain accurate pipeline and partner data in Salesforce
• Representing M-Files at Microsoft-led partner events, summits, and strategic forums
• Serving as a visible advocate and subject matter expert on the Microsoft partnership internally

Preferred Qualifications

Deep familiarity with Microsoft’s partner and co-sell programs; prior experience working with or within Microsoft is strongly preferred

Benefits

• Base + Commission - We offer excellent compensation including a base salary plus commission on sales. There is no cap on commission (50/50 split, monthly payouts)
• As a 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 employees' contribution up to the IRS max)
• Health insurance (PPO and HDHP/HSA plans offered)
• Dental insurance
• Vision insurance
• Employee Health Resource App
• Monthly Remote Stipend
• Life insurance (1x employee salary)
• Short-term disability (employer paid)
• Long-term disability (employer paid)
• Flexible Spending Plan (medical and dependent)