Manager, Strategic Partnerships

Job description

Who we are:

M-Files is the leading platform for knowledge work automation. With the M-Files platform, knowledge workers can find information faster, work smarter, and achieve more. M-Files features an innovative metadata-driven architecture, embedded workflow engine, and advanced artificial intelligence. This enables customers to eliminate information chaos, improve process efficiency, and automate security and compliance.

We help knowledge workers to work smarter.

To learn more about us we encourage you to visit our company page.

To learn more about how we became a Certified Great Place to Work visit, Working at M-Files | Great Place to Work.

Summary of the role:

M-Files is seeking a Manager, Strategic Partnerships – Microsoft to lead and grow our global partnership with Microsoft. In this high-impact role, you will drive engagement, alignment, and sales execution between M-Files and Microsoft, helping accelerate co-sell performance, pipeline creation, and market visibility.

This is a quota-bearing role, responsible for delivering on a dual focus:

• Microsoft-influenced bookings – collaborating with Microsoft to help close deals already in the M-Files pipeline
• Microsoft-sourced bookings – generating new opportunities through Microsoft’s field and partner channel network

You’ll work cross-functionally with M-Files sales, marketing, product, and partner teams to deliver on joint plans, deepen partner alignment, and create measurable business impact.

What you will be doing/Responsibilities and Duties:

• Acting as the primary relationship owner for Microsoft in co-sell opportunities, fostering strong alignment with M-Files and Microsoft account teams, alliance managers, and partner development roles
• Building and executing individual account strategies to execute on joint go-to-market plans and accelerate co-sell impact
• Managing a shadow/overlay quota based on both Microsoft-influenced and Microsoft-sourced bookings
• Driving partner-sourced opportunity generation through Microsoft’s field sales network, co-sell programs and partner network
• Coordinating with M-Files sales teams to ensure seamless collaboration on Microsoft-related opportunities
• Facilitating enablement efforts to increase M-Files awareness and readiness within Microsoft field teams
• Collaborating with partner marketing to plan and execute joint demand generation campaigns
• Monitoring performance, report progress, and maintain accurate pipeline and partner data in Salesforce
• Representing M-Files at Microsoft-led partner events, summits, and strategic forums
• Serving as a visible advocate and subject matter expert on the Microsoft partnership internally

The outcomes to be achieved:

• Increased volume of Microsoft-influenced and Microsoft-sourced deals
• Strong co-sell alignment between M-Files and Microsoft field teams
• Joint go-to-market plans executed successfully with measurable outcomes
• Accurate reporting and forecasting of partner pipeline and performance
• Improved Microsoft field awareness and trust in the M-Files solution

Who you are/Qualifications and Skills:

• 7+ years of experience in strategic partnerships, channel sales, or alliances within a SaaS or technology company
• Deep familiarity with Microsoft’s partner and co-sell programs; prior experience working with or within Microsoft is strongly preferred
• Demonstrated ability to influence cross-functional stakeholders and build executive-level partner relationships
• Experience carrying a quota or managing partner-influenced revenue goals
• Strong understanding of partner-influenced vs. partner-sourced selling motions
• Excellent communication and collaboration skills across global teams
• Comfortable operating in a fast-paced, high-growth environment
• Aligned with M-Files’ guiding principles: Make it Happen, Help Others, Love Customers
• Willingness to travel occasionally for key partner meetings and events

Participation in our Recruitment Process:

1. Initial Phone Screen w/People & Culture Team Member
2. Hiring Manager Interview (VP, Strategic Operations)
3. Cross-Functional Interview (Chief Revenue Officer)
4. Final Interview (Chief Executive Officer, based on availability)

*Completed Recruitment Process Time Investment for Applicant: ~Approx. 2.5hrs

Why M-Files?

We are a global company with Finnish roots and with a product that we are very proud of!

By joining M-Files, you will get the opportunity to contribute to our success and growth, while developing your own expertise. Our team is fun, and our solutions are changing the market!

Our guiding principles of “ Make It Happen”, “ Help Others”, and “ Love Customers” are highlighted through our daily actions as a team. Transparent communication and outstanding team spirit were listed as our strengths in our M-Filer Experience survey.

What We Offer

• Base + Commission - We offer excellent compensation including a base salary plus commission on sales. There is no cap on commission (⁵⁰⁄₅₀ split, monthly payouts)
• As a remote enabled company our employees enjoy the flexibility to establish their own life/work balance
• 10 paid holidays annually
• Unlimited PTO
• Matching 401K Plan (25% of employees’ contribution up to the IRS max)
• Health insurance (PPO and HDHP/HSA plans offered)
• Dental insurance
• Vision insurance
• Employee Health Resource App
• Monthly Remote Stipend
• Life insurance (1x employee salary)
• Short-term disability (employer paid)
• Long-term disability (employer paid)
• Flexible Spending Plan (medical and dependent)