Microsoft Alliance Manager

🌍 We’re making security suck less for developers. Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest. We’re taking on legacy security tools teams have been stuck with, and we’re winning. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place. Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead. We’re building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter.

As our Microsoft Alliance Manager, you will turn Aikido’s fit with the Microsoft stack, spanning code, cloud and workforce security, into more demand, pipeline and commercial growth. You’ll create the motion yourself by building demand, enabling the field, activating partners, running co-sell, operating Marketplace and turning activity into qualified opportunities.

• Own Aikido’s Better Together with Microsoft story, working with Product to strengthen the fit and Marketing to bring it to market
• Execute targeted campaigns, customer stories, and ecosystem/industry events
• Run the operating cadence: target accounts and mapping, opportunity registration, pipeline reviews, follow-up and business reviews
• Enable Microsoft field teams to position and bring us into relevant customer conversations
• Develop sell-with motions with Microsoft-focused resellers or SI partners
• Grow and operate Azure Marketplace across self-service, private offers and MACC-backed enterprise transactions, including conversion, renewals and reporting
• Manage Aikido’s participation in Marketplace, IP Co-Sell, ISV Success and Security programs, and use relevant Microsoft funding and incentives
• 5+ years of experience in cloud alliances, partnerships or partner GTM
• Proven experience working closely with Microsoft as an ISV with a strong understanding of how Microsoft works with ISV’s
• Proven track record of growing pipeline through demand generation, hyperscaler field engagement and partner-led motions
• Good knowledge of Microsoft’s security, software development and workforce protection ecosystem
• Strong knowledge of Marketplace Ops including private offers, MACC, using tools such as HubSpot, Suger/Fours/Tackle and Crossbeam
• Commercial and hands-on, with the focus to navigate a complex organization and deliver outcomes
• Microsoft’s Europe North partner team in EMEA runs our partnership, so you need daily overlap with their CET working day.

What you can expect

• Short decision lines. Big ownership. Shape the projects that matter and ship fast.
• Grow as fast as we do. Take on more, own more, and carve out your own path.
• Top-tier tech pay and equity.
• High trust, strong values, zero corporate BS.
• Flexibility in working hours.
• A company that sticks to its values in an open and informal atmosphere.

We hire for talent, drive, and potential. Everything else is noise.