About the role
Nerdio is seeking a high-impact Microsoft Business Development Lead to drive strategic alignment and co-sell momentum across Microsoft's Americas Enterprise business. This individual will serve as the primary relationship owner between Nerdio and Microsoft's Industry Organizational Units (OUs) in the United States, with particular focus on the Enterprise segment across all major verticals.
You will work at the intersection of sales, alliances, and go-to-market strategy — embedding Nerdio into Microsoft's field-led motions, accelerating co-sell pipeline, and driving joint wins across Microsoft Industry Cloud solutions. This is a field-facing, high-visibility role that requires a proven ability to navigate Microsoft's internal structure and build trusted relationships with Microsoft sellers, Partner Development Managers (PDMs), and industry-aligned account teams.
What you'll do
Microsoft Alliance & Co-Sell Execution
- Own and deepen Nerdio's strategic relationships with Microsoft's Americas Enterprise field teams, including ATUs (Account Technology Units), STUs (Specialist Technology Units), and Industry OUs.
- Drive co-sell pipeline generation and acceleration in partnership with Microsoft PDMs, Account Executives, and Industry Solution Specialists across all target verticals.
- Execute joint go-to-market motions aligned with Microsoft's Cloud Partner Program (CPP), including co-sell ready and Azure IP co-sell initiatives.
- Lead joint Quarterly Business Reviews (QBRs) with Microsoft field leadership, presenting pipeline health, co-sell performance, and strategic roadmap alignment.
- Navigate and leverage Microsoft's Partner Center, marketplace co-sell workflows, and MCI (Microsoft Cloud Incentives) programmes to maximise Nerdio's commercial velocity.
Pipeline Development & Revenue Growth
- Identify, qualify, and accelerate Enterprise co-sell opportunities across Microsoft's industry OU accounts, focusing on AVD, Windows 365, and Intune-attached Nerdio deployments.
- Partner with Nerdio's Enterprise Sales team to convert Microsoft-sourced or influenced pipeline into closed business, maintaining consistent CRM hygiene in Salesforce.
- Develop and execute territory plans for each Microsoft Industry OU, aligned to Microsoft's fiscal year priorities and enterprise account strategies.
- Track, analyse, and report on key metrics including co-sell pipeline, influenced revenue, Microsoft engagement breadth, and deal velocity to Nerdio senior leadership.
Thought Leadership & Field Enablement
- Act as a subject matter expert on Nerdio's value proposition within Microsoft's industry verticals, delivering compelling presentations to Microsoft sellers, partners, and customers.
- Enable Microsoft field teams with tailored industry-specific messaging, pitch decks, solution plays, and competitive positioning for AVD and Windows 365 scenarios.
- Represent Nerdio at Microsoft-hosted events including Inspire, Industry Summits, Tech Intensity events, and regional field days to build brand presence and generate pipeline.
- Collaborate with Nerdio's Marketing team to co-create Microsoft-aligned content, joint case studies, and GTM campaigns targeting Enterprise industry accounts.
Cross-Functional Collaboration
- Work closely with Nerdio's Alliance, Product, and Customer Success teams to ensure Microsoft partnership priorities are reflected in product roadmap and customer delivery.
- Provide market intelligence and competitive insights from Microsoft field engagement to inform Nerdio's product strategy, pricing, and GTM priorities.
- Coach and mentor internal Nerdio sales teams on navigating Microsoft's organisation, leveraging co-sell tools, and engaging Microsoft stakeholders effectively.
- Collaborate with Nerdio's global BDM team to share best practices, ensure consistency in Microsoft engagement, and support international co-sell alignment.
Qualifications
- 7+ years of experience in business development, alliance management, or enterprise sales, with a minimum of 3 years working directly within or alongside Microsoft's field organisation.
- Deep understanding of Microsoft's sales organisation, including ATUs, STUs, Industry OUs, PDM structure, and co-sell motion within the Cloud Partner Programme (CPP).
- Demonstrated track record of building and scaling co-sell pipelines with Microsoft, with measurable impact on revenue growth and partner-influenced deals.
- Strong knowledge of Microsoft's End User Computing portfolio — Azure Virtual Desktop (AVD), Windows 365, and Microsoft Intune — and the competitive EUC/VDI landscape.
- Proven experience engaging Enterprise-level accounts across at least two of Nerdio's target industry verticals (FSI, HLS, Manufacturing, Retail, Energy, Public Sector).
- Exceptional relationship-building, communication, and executive presentation skills, with the ability to influence stakeholders at all levels including C-suite.
- Strong commercial acumen with experience managing complex sales cycles, joint business plans, and multi-stakeholder deals in an Enterprise environment.
- Self-starter mentality with entrepreneurial drive — comfortable operating in a fast-paced, high-growth scale-up environment with significant autonomy.
- Bachelor's degree in Business, Technology, or a related field; MBA or equivalent experience preferred.
- Willingness to travel up to 25% for Microsoft events, field visits, and customer engagements.
Preferred Qualifications
- Experience as a former Microsoft employee (e.g., Partner Development Manager, Account Executive, or Industry Solutions Lead) with established internal Microsoft network across the Americas.
- Existing relationships with Microsoft's Enterprise-focused PDMs and ATU leadership across key US territories (Northeast, Southeast, Central, West).
- Familiarity with Microsoft Cloud for Industry solutions (Healthcare, Financial Services, Manufacturing, Retail) and how these integrate with EUC deployments.
- Experience working with Microsoft's ECIF (Engineering Co-Investment Fund), co-sell incentives, and Marketplace Transact programs.
- Knowledge of complementary Microsoft-adjacent technologies including Citrix, VMware Horizon, Omnissa, or other EUC platforms.
Benefits and Incentives
- Competitive Base and Incentive Plan
- Stock Options
- Health and Welfare Plans*
- Life and Disability Plans*
- Retirement Plan*
- Unlimited Flexible Paid Time Off, including your birthday off!
- Collaborative Team Culture
* Benefits for international employees, outside the US, vary by country.
Nerdio is committed to a diverse and inclusive workplace. Nerdio is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.