Microsoft Alliance & Channel Lead – Nordics

Your Responsibilities & Mission  

• Serve as primary contact for Microsoft partner development managers, channel and partner teams in the Nordic subsidiaries and across Europe, and for CSP distributor counterparts.
• Own AppXite's standing in the Microsoft AI Cloud Partner Program: Solutions Partner designations and Partner Capability Score, certification counts, Partner Center security requirements, and annual renewal.
• Track and interpret Microsoft channel program changes (CSP authorization requirements for distributors, direct bill partners and indirect resellers; FY27 CSP growth margins; new designations such as Frontier Distributor and Support Services; licensing prerequisites for new offers like Agent 365) and translate them into platform and commercial requirements.
  
  Commercial & incentive economics:
• Model CSP margins and partner incentives (core CSP incentives, growth margins for AI workloads, promotions) and their flow-through to AppXite customers' margins - across seat-based (Microsoft 365, Dynamics 365, Copilot) and consumption-based (Azure) offers.
• Support pricing, markup, and billing configuration decisions for Microsoft offers on the platform: NCE monthly / annual / multi-year terms, Azure plan consumption, reservations and savings plans, and Marketplace offers - including Nordic currencies (SEK, NOK, DKK, EUR).
  
  Channel enablement:
• Enable AppXite's distributor, reseller, and MSP customers in the Nordics and Europe to build and scale Microsoft practices: CSP onboarding and authorization, reseller relationships and GDAP, subscription transfers, EA-to-CSP transitions, and Partner Center operations.
• Build repeatable enablement assets: playbooks, webinars, and partner-facing documentation on NCE rules, Copilot and AI offer launches, and licensing changes - in English and, where useful, in local Nordic languages.
  
  Product & platform liaison:
• Act as domain expert for product and engineering on Partner Center APIs (customers, orders, subscriptions, invoices and billed/unbilled reconciliation), NCE lifecycle rules, Azure consumption data, and Microsoft Marketplace integration (CSP private offers, resale enabled offers, multiparty private offers).
• Prioritize Microsoft-related roadmap items with product management; validate designs against Microsoft program and API reality, including sandbox testing ahead of API changes.
  
  Go-to-market & growth:
• Drive Microsoft-attributable pipeline across existing customers and new logos, with a focus on the Nordic market and on Azure, Microsoft 365 Copilot and AI, and Security; support sales in Microsoft-anchored deals.
• Represent AppXite at Microsoft partner events in the Nordics and Europe and in joint go-to-market and co-sell activities.

Your Qualification, Skills & Experience:

• Based in Sweden, Norway, Denmark or Finland, with the right to work there.
• Native or fluent Swedish, Norwegian, Danish or Finnish, plus fluent English (AppXite's working language).
• 5–7 years in partner management, alliance management, channel sales, or business development in cloud/SaaS, with significant focus on the Microsoft ecosystem.
• In-depth knowledge of Microsoft CSP: direct bill vs. two-tier (distributor/indirect reseller) model, New Commerce Experience, Azure plan, Partner Center, and the AI Cloud Partner Program (Solutions Partner designations, Partner Capability Score).
• Understanding of both seat-based (Microsoft 365, Dynamics 365, Copilot) and consumption-based (Azure) commercial models - this dual fluency is the differentiator versus a Modern Work-only or Azure-only background.
• Demonstrated technical-commercial mix: able to discuss margins, incentives, and billing with finance, and provisioning/APIs with engineers - without owning either domain.
• Experience working with or through distributors, resellers, or MSPs; an established network in the Nordic Microsoft partner ecosystem.
• Comfortable operating across European time zones and cultures; willing to travel within the Nordics and occasionally to Riga and Microsoft events.

Strongly preferred:

• Prior role at Microsoft (Nordic subsidiary), a Microsoft CSP distributor, direct bill partner, or cloud commerce / marketplace platform.

• Hands-on exposure to Partner Center APIs, reconciliation data, or CSP billing automation.

• Experience with Microsoft Marketplace channel motions (CSP private offers, multiparty private offers) and co-sell/Partner Center referrals.

• Additional Nordic language(s) beyond the native one.

Success measures (first 12 months)

• Microsoft-attributable platform GMV/revenue growth (Azure, Microsoft 365 / Copilot, and Dynamics 365 tracked separately), including Nordic-market growth.

• Customer activation: number of AppXite customers actively transacting Microsoft via the platform, incl. new Nordic distributors/resellers.

• Solutions Partner designations and CSP authorization requirements maintained or advanced; certification counts met.

• Program change lead time: Microsoft program and API updates translated into platform requirements before effective dates, with zero customer disruption.