Business Development Manager

We are looking for a commercially driven and relationship-focused Business Development Manager to join our Microsoft Alliance team in the US.

This is a new-logo hunting role: you will own the end-to-end process of identifying, engaging, and closing net-new accounts, working hand-in-hand with Microsoft’s US field sales and partner teams to co-sell Sonata’s Microsoft-led solutions and services

The ideal candidate will be deeply embedded in – or credibly networked within – the Microsoft partner and customer ecosystem. You will understand how Microsoft’s internal go-to-market engine works, how to activate Microsoft seller engagement, and how to position Sonata’s differentiated capabilities in Dynamics 365 (ERP & CRM), Copilot, Azure, Microsoft Fabric, and data & analytics.

KEY RESPONSIBILITIES

New Logo Acquisition

• Own and drive a qualified pipeline of net-new enterprise and mid-market accounts across US
• Execute structured outbound prospecting campaigns targeting sectors where Microsoft D365, Copilot, or Fabric create high commercial value
• Manage full sales cycles from initial qualification through to contract signature

Microsoft Alliance Activation

• Build and sustain trusted relationships with Microsoft Account Executives, Partner Development Managers (PDMs), and specialist sellers across US
• Leverage Microsoft’s co-sell motion (ACE, Partner Center) to surface joint opportunities and accelerate deal velocity
• Navigate Microsoft’s internal organisation fluently to mobilise the right resources at the right moment in a sales cycle
• Represent Sonata at Microsoft-hosted events, QBRs, partner summits, and enablement sessions

Solution Positioning

• Articulate Sonata’s value proposition across Dynamics 365 F&O including Sonata’s IP solutions, Customer Engagement, Copilot, Cloud Transformation, Microsoft Fabric, and data modernisation
• Collaborate with Sonata’s pre-sales team and solution architects to craft compelling, outcome-led proposals and presentations
• Translate customer business challenges into commercial opportunities aligned to Sonata’s delivery capabilities

Pipeline & Reporting

• Maintain rigorous CRM hygiene, providing accurate pipeline forecasting and deal-stage reporting to leadership
• Contribute to business reviews with data-driven insights on deal progression, competitive landscape, and market signals

WHAT WE ARE LOOKING FOR

Essential

• Demonstrable track record of winning new enterprise logos in a technology or consulting sales environment
• Prior experience working within or alongside Microsoft – whether as a Microsoft employee, Microsoft partner, or in a co-sell capacity – is highly advantageous
• Strong familiarity with Dynamics 365 (ERP and/or CRM) and the broader Microsoft cloud stack
• Experience navigating large, complex partner ecosystems and multi-stakeholder enterprise sales cycles
• Based in US with existing commercial networks and the ability to travel for customer and Microsoft engagement across US
• Confident communicator with executive-level presence and the ability to hold credible conversations from IT buyer through to C-suite

Desirable

• Knowledge of Microsoft Fabric, Azure Synapse, or the broader Microsoft data and analytics platform
• Familiarity with Microsoft’s partner incentive programmes (e.g. MCEM, Solution Area co-sell designations)
• Experience selling into industries such as Retail, Manufacturing, Financial Services, or Professional Services
• Any experience in selling along with other technology partners – e.g. AWS, Google, Snowflake