• Drive the execution of strategic Microsoft Co-Sell programs in support of all business units, products, and geographies • Identify and develop joint opportunities with Microsoft Sellers across Data, AI, and Fabric workloads • Define and implement partnership frameworks and incentive models in collaboration with other Business Development leaders • Work in partnership with the Business Unit specific marketing, sales, and GTM leadership to design and orchestrate effective joint campaigns and sales plays that result in incremental pipeline and ACV bookings • Collaborate with Microsoft Field Communications, Sales Enablement, and Sales Operations to maximize adoption of new programs and processes • Represent in Microsoft partner programs, marketplaces, and Fabric community events • Manage relationships across Microsoft field teams and lead joint account planning activities • Coordinate solution briefings, demos, and discovery sessions with prospective clients • Contribute to proposals, case studies, and marketing content in collaboration with GTM teams • Work closely with delivery and technical teams to align offerings with client needs and field engagement

• Identifying new business opportunities and generating Sales Qualified Leads • Delivering multi-channel outreach activity, including telephone calls, emails and LinkedIn messaging • Managing the initial prospect relationship and securing qualified appointments • Managing internal CRM processes (Salesforce), including input of activity, account data updates, market feedback and prospect lead qualification details. • Measuring and recording day to day sales activity levels and performances • Collaborate closely with the Enterprise Sales and/or Inside Sales teams. • Learn, leverage and help evolve our lead qualification and sales processes. • Meet/exceed monthly qualified leads quota to ensure pipeline objectives as directed.

Role Description - Drive the execution of strategic Microsoft Co-Sell programs in support of all business units, products, and geographies. - Identify and develop joint opportunities with Microsoft Sellers across Data, AI, and Fabric workloads. - Define and implement partnership frameworks and incentive models in collaboration with other Business Development leaders. - Work in partnership with the Business Unit specific marketing, sales, and GTM leadership to design and orchestrate effective joint campaigns and sales plays that result in incremental pipeline and ACV bookings. - Collaborate with Microsoft Field Communications, Sales Enablement, and Sales Operations to maximize adoption of new programs and processes. - Represent in Microsoft partner programs, marketplaces, and Fabric community events. - Manage relationships across Microsoft field teams and lead joint account planning activities. - Coordinate solution briefings, demos, and discovery sessions with prospective clients. - Contribute to proposals, case studies, and marketing content in collaboration with GTM teams. - Work closely with delivery and technical teams to align offerings with client needs and field engagement. Qualifications - 5-8 years of experience in Microsoft ecosystem, preferably in a partner-facing or business development role. - Strong understanding of Microsoft Data & AI stack – including Microsoft Fabric, Power BI, Copilot & AI Foundry. - Proven track record of engaging Microsoft sales teams and driving co-sell opportunities. - Ability to articulate value proposition of Data & AI solutions to business and technical stakeholders. - Comfortable navigating Microsoft tools and programs (Partner Center, Co-Sell, Marketplace). - Excellent communication, relationship management, and program execution skills. - Self-starter with strong organizational and coordination capabilities. - Bachelor's degree required; technical or business degree, MBA degree preferred.

• Regional Ownership: Take full responsibility for a major bicycle region in your area, managing all business relationships end-to-end. • Hunt, Close and Onboard New Retail Partners: Identify, prospect and onboard independent bike shops and regional chains in your territory. Your goal is to turn cold prospects into active partners who use Upway’s trade-in tool daily. • Stock Purchasing: Identify and purchase excess stock from partners to expand our product offering. • Build Long-Term Trust: The bike industry is built on relationships. You will need to be an available and reliable stakeholder, and just as comfortable talking technical specs with a mechanic as you are negotiating contracts with a business owner. • Negotiations: Secure the most favorable purchasing conditions for Upway through effective and strategic negotiations. • Deploy Additional Services: Leverage your network of existing trusted partners to support the deployment of new services as we turn the trade-in platform into a fully-fledged B2B ecosystem (including pickup, drop-off, maintenance, B2B sales…)