Client Manager - Business Development

It's fun to work in a company where people truly BELIEVE in what they're doing!

Job Description: 

Ingram Micro is a leading technology company for the global information technology ecosystem.

With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts.

Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage™ set us apart

Position Summary
The Microsoft Azure Business Development Manager (BDM) will be responsible for driving growth in
Ingram Micro’s Microsoft cloud portfolio through channel partners and vendor alignment. The role focuses on expanding Azure consumption, building and managing strategic partner relationships, executing go-to-market (GTM) initiatives, and achieving revenue and margin targets.
The BDM must combine a strong understanding of Microsoft Azure services with proven sales and channel management expertise within a distribution ecosystem.

Key Responsibilities
Drive Azure Cloud Adoption:
Identify, recruit, enable, and onboard new partners to expand Microsoft Azure cloud business across the distribution channel.
Partner Enablement & Training:
Enable partners with Azure solution knowledge, sales plays, and technical capabilities through training programs, workshops, Microsoft certifications, and continuous engagement.
Go-to-Market Strategy Execution:
Collaborate with Microsoft and partner ecosystem to design and execute joint GTM plans, demand generation campaigns, and incentive programs (e.g., CSP, Azure Migrate & Modernize, Azure Innovate).
Revenue & Quota Attainment:
Achieve revenue, profitability, and consumption targets by acquiring new partners and scaling existing partner business.
Pipeline Development & Management:
Build and maintain a robust Azure opportunity pipeline across partners and territories, ensuring predictable revenue growth.
Stakeholder Management:
Develop and manage strong relationships with Microsoft account teams (PDMs, CSAMs, ATS teams), internal stakeholders, and partner leadership to drive aligned business outcomes.
Market Intelligence & Reporting:
Track Azure market trends, competitive landscape, and partner performance; provide accurate forecasts, reports, and actionable insights to leadership.
Demand Generation Collaboration:
Work closely with marketing teams to execute demand generation activities such as webinars, campaigns, events, and solution-led initiatives.
Leverage Microsoft Programs & Incentives:
Drive Azure adoption using Microsoft funding programs such as Co-op funds, Azure Consumption Commitment (MACC), Solution Play incentives, and CSP rebates.
Deal Structuring & Negotiation:
Structure and negotiate commercial terms, pricing, SLAs, and contracts for Azure deals, ensuring profitability and customer value.
Promote Azure Solutions Portfolio:
Drive adoption of Azure services including:
 Migration (Azure Migrate)
 Modernization (App services, Kubernetes, PaaS)
 Data & AI (Azure Synapse, AI/ML)
 Security (Microsoft Defender, Sentinel)
 Cost optimization & FinOps
 Managed services

Build Scalable Service Models:
Collaborate with internal teams to create repeatable, scalable Azure service offerings across partners.

Delivery Alignment:
Ensure quality solution delivery by coordinating closely with operations, pre-sales, and service delivery
teams.

Required Qualifications
 Bachelor’s degree in Engineering, Computer Science, Business, or related field
 MBA / Postgraduate qualification preferred

Work Experience
 4–8 years of experience in cloud sales / IT services / solution sales / business development
 Experience in channel, partner, or distribution environment
 Strong track record of achieving or exceeding revenue and margin targets
 Experience working with Microsoft Azure and CSP ecosystem
 Understanding of Azure cloud services (migration, modernization, security, managed services)
 Exposure to enterprise deals and complex deal structuring

Skills & Attributes
 Excellent communication, negotiation, and stakeholder management skills
 Strong analytical skills with a data-driven mindset
 Ability to build relationships across Microsoft, partners, and customers
 Strategic thinking combined with strong execution capability
 Commercial acumen with understanding of cloud consumption models
 Self-driven, entrepreneurial, and results-oriented mindset
 Ability to work in dynamic, fast-paced environments
 Willingness to travel as required
Certifications (Desirable)
 Microsoft Azure certifications (e.g., AZ-104, AZ-305, AZ-400)
 Microsoft Partner Program / Solution Partner designations
 Knowledge of CSP, Azure consumption models, and Microsoft cloud programs