Microsoft Alliance & Channel Lead

AppXite is a digital marketplace, CPQ and Billing platform for Telco, SaaS, Cloud and AI services enabling partners to build and monetize as-a-services offerings with flexible pricing models like Pay-Go, peak usage, reservations, pay per token, per outcome delivered or AI compute. Platform capabilities include pre-built vendor and catalog integrations with Microsoft, Google, AWS, Adobe, VMware and other world's largest vendors.
As a Microsoft Alliance & Channel Lead you will own AppXite's Microsoft relationship end-to-end: the Microsoft AI Cloud Partner Program and Cloud Solution Provider (CSP) program mechanics, Partner Center commerce (New Commerce Experience, Azure plan), Microsoft Marketplace channel motions, incentive and margin economics, and the enablement of AppXite's distributor, reseller and MSP customers selling Microsoft through the platform. Act as the internal Microsoft authority - the person product, engineering, finance, and customer-facing teams go to for anything Microsoft channel-related.
Key responsibilities:
Vendor alliance & program management:
Serve as primary contact for Microsoft partner development managers, channel and partner teams, and CSP distributor counterparts across Europe.
Own AppXite's standing in the Microsoft AI Cloud Partner Program: Solutions Partner designations and Partner Capability Score, certification counts, Partner Center security requirements, and annual renewal.
Track and interpret Microsoft channel program changes (CSP authorization requirements for distributors, direct bill partners and indirect resellers; FY27 CSP growth margins; new designations such as Frontier Distributor and Support Services; licensing prerequisites for new offers like Agent 365) and translate them into platform and commercial requirements.
Commercial & incentive economics:
Model CSP margins and partner incentives (core CSP incentives, growth margins for AI workloads, promotions) and their flow-through to AppXite customers' margins - across seat-based (Microsoft 365, Dynamics 365, Copilot) and consumption-based (Azure) offers.
Support pricing, markup, and billing configuration decisions for Microsoft offers on the platform: NCE monthly / annual / multi-year terms, Azure plan consumption, reservations and savings plans, and Marketplace offers.
Channel enablement:
Enable AppXite's distributor, reseller, and MSP customers to build and scale Microsoft practices: CSP onboarding and authorization, reseller relationships and GDAP, subscription transfers, EA-to-CSP transitions, and Partner Center operations.
Build repeatable enablement assets: playbooks, webinars, and partner-facing documentation on NCE rules, Copilot and AI offer launches, and licensing changes.
Product & platform liaison:
Act as domain expert for product and engineering on Partner Center APIs (customers, orders, subscriptions, invoices and billed/unbilled reconciliation), NCE lifecycle rules, Azure consumption data, and Microsoft Marketplace integration (CSP private offers, resale enabled offers, multiparty private offers).
Prioritize Microsoft-related roadmap items with product management; validate designs against Microsoft program and API reality, including sandbox testing ahead of API changes.
Go-to-market & growth:
Drive Microsoft-attributable pipeline across existing customers and new logos, with focus on Azure, Microsoft 365 Copilot and AI, and Security; support sales in Microsoft-anchored deals.
Represent AppXite at Microsoft partner events and in joint go-to-market and co-sell activities.
Requirements:
Must have:
5–7 years in partner management, alliance management, channel sales, or business development in cloud / SaaS, with significant focus on the Microsoft ecosystem.
In-depth knowledge of Microsoft CSP: direct bill vs. two-tier (distributor / indirect reseller) model, New Commerce Experience, Azure plan, Partner Center, and the AI Cloud Partner Program (Solutions Partner designations, Partner Capability Score).
Understanding of both seat-based (Microsoft 365, Dynamics 365, Copilot) and consumption-based (Azure) commercial models - this dual fluency is the differentiator versus a Modern Work-only or Azure-only background.
Demonstrated technical-commercial mix: able to discuss margins, incentives, and billing with finance, and provisioning/APIs with engineers - without owning either domain.
Experience working with or through distributors, resellers, or MSPs.
Fluent English; comfortable operating across European time zones.
Strongly preferred:
Prior role at a Microsoft CSP distributor, direct bill partner, or cloud commerce / marketplace platform.
Hands-on exposure to Partner Center APIs, reconciliation data, or CSP billing automation.
Experience with Microsoft Marketplace channel motions (CSP private offers, multiparty private offers) and co-sell / Partner Center referrals.
Microsoft Fundamentals certifications, e.g. Azure Fundamentals (AZ-900) and/or Microsoft 365 Copilot and Agent Administration Fundamentals (AB-900) - or commitment within 3 months; certified individuals count toward AppXite's Solutions Partner requirements.
Success measures (first 12 months):
Microsoft-attributable platform GMV/revenue growth (Azure, Microsoft 365 / Copilot, and Dynamics 365 tracked separately).
Customer activation: number of AppXite customers actively transacting Microsoft via the platform.
Program change lead time: Microsoft program and API updates translated into platform requirements before effective dates, with zero customer disruption.
What We Offer:
Remote-First Flexibility: Enjoy the freedom of a fully remote role, or choose to work from our Latvia office.
Work with global Tech Leaders: Collaborate on solutions used by some of the biggest names in the industry, including Adobe, AWS, Cisco, Google, IBM, Microsoft, Lenovo, and Liquid. Your work will help shape how these companies deliver services across the globe.
Skilled, International Team: Work alongside experienced professionals in a collaborative, multicultural environment. We value technical excellence, clear communication, and mutual support.
Professional Development: Advance your skills with access to Microsoft certifications and continuous learning opportunities tailored to your role.
Time to Recharge: Enjoy four weeks of paid vacation per year, plus paid public holidays.
Referral Rewards: Help us grow our team - our employee referral program recognizes and rewards your contributions.

Work arrangement
Yes