Senior Business Development and Alliances Manager NEW

City, Glasgow
HSO
About HSO HSO Success and Ambition

HSO is a leading global provider of enterprise business solutions and a trusted Microsoft Solutions Partner. Founded in 1987, HSO delivers digital transformation through Microsoft Dynamics 365, Power Platform, Azure, and other Microsoft technologies, helping clients achieve sustainable success.

We combine deep industry expertise with technological innovation to create long-term value for our clients across sectors such as Retail, Manufacturing, Professional Services, Financial Services, and Local Government.

HSO has been voted in the UK’s Top 10 Best Large Companies to Work For for the last three years running and is proud to have been named D365 Finance Microsoft Partner of the Year and finalist for D365 Sales & Marketing.

People join and stay at HSO because we care – about adding value to our customers, delivering what we promise, striving to improve ourselves, being inclusive, and having fun.

The core values that enable us to work so well together also mean our customers want to work with us. We choose to be different from other Microsoft partners. Caring about our people, customers, and quality of work differentiates us. We always support our people and customers to achieve shared, agreed goals.

PURPOSE OF THE ROLE

The Senior Business Development & Alliances Manager will be responsible for driving growth by strengthening and expanding HSO’s ecosystem relationships. While Microsoft is HSO’s most important partner, this role will also focus on developing strategic alliances with other technology providers, analysts, influencers, and venture capital firms to generate new opportunities, elevate HSO’s market presence, and deliver measurable revenue results.

You will own the partner-driven sales pipeline, working closely with Microsoft and other partners at a senior level to identify, qualify, and close opportunities in collaboration with HSO’s industry and service line sales teams.

REPORTING LINE

This role reports directly to the Sales Director or Managing Director, depending on region.

JOB FUNCTION Strategic Partnerships & Ecosystem Development

• Act as HSO’s senior representative in managing relationships with Microsoft, ensuring alignment with their sales priorities and strategic initiatives.
• Build and expand relationships with other technology partners, industry analysts, influencers, and venture capital firms to increase market visibility and create new business opportunities.
• Develop and execute joint go-to-market strategies and business plans with key partners.
• Leverage partner funding programs, co-sell opportunities, and joint marketing initiatives to maximize impact.

Sales Pipeline & Revenue Generation

• Build, manage, and grow a qualified pipeline of opportunities originated through partner channels.
• Collaborate with HSO industry and service line sales teams to pursue and close deals.
• Take ownership of revenue targets associated with partner-sourced opportunities.
• Report regularly on pipeline development, deal progression, and performance against targets.

Market Development & Thought Leadership

• Represent HSO at key industry events, partner forums, analyst briefings, and executive-level meetings.
• Identify opportunities to raise HSO’s profile within the Microsoft ecosystem and broader technology community.
• Monitor market trends, competitor activity, and partner strategies to ensure HSO remains a visible and trusted partner of choice.

QUALIFICATIONS AND EXPERIENCE Essential

• Significant experience in business development, alliances, or senior sales roles within the enterprise technology or consulting sector.
• Strong track record of building and leveraging strategic relationships with Microsoft (or comparable hyperscale ecosystem) to deliver revenue.
• Proven ability to generate, progress, and close complex enterprise deals.
• Experience working with industry analysts, technology influencers, and investment/VC communities is desirable.
• Strong commercial and financial acumen, with proven ability to build business cases and deliver against revenue and pipeline targets.
• Excellent stakeholder management and influencing skills at senior and executive levels, both internally and externally.
• Strong understanding of Microsoft Dynamics 365, Power Platform, Azure, and broader enterprise digital transformation solutions.

PERSONAL QUALITIES

• Entrepreneurial and proactive, with a passion for growth and results.
• Collaborative team player who thrives in a cross-functional environment.
• Strong communicator and networker with the credibility to represent HSO at executive levels.
• Resilient, adaptable, and comfortable in a dynamic, fast-paced environment.
• Strategic thinker with the ability to execute and deliver tangible business outcomes.

LOCATION

Our offices are based in Sale (Manchester), Reading, and Glasgow.

This role is hybrid, allowing for remote working with occasional office-based collaboration and events.

Travel to London may be required for business meetings.

Salary

We offer a competitive, market-aligned salary that reflects the skills and experience of each candidate. The salary package will be discussed during the interview process and will be based on current market benchmarks for similar roles, as well as the individual’s qualifications and experience.

In addition to base salary, eligible employees have the opportunity to earn performance-based bonuses and participate in our comprehensive benefits program.

Benefits

• Paid Holidays
• Pension
• Healthcare
• Dental
• Life Insurance
• Tonic Wellbeing
• HSO Perkz
• Flexible working (when required and agreed)