Strategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't just follow trends—we set them and drive change. As a market leader in enterprise analytics and AI software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate. We are now also at the forefront of AI disruption, providing data via our enterprise semantic layer to AI agents, tools, and platforms.
But that's not all. Strategy is also leading a groundbreaking shift in digital assets, adopting bitcoin as our primary treasury reserve asset in 2020. Since then, we have issued innovative bitcoin-backed securities and have been the leader in bitcoin treasury companies. This visionary move has helped us build a fortress balance sheet, and is solidifying our position as a forward-thinking, innovative force in the market.
Our people are the core of our success. At Strategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence.
Our corporate values—bold, agile, engaged, impactful, and united—are the foundation of our culture. As we lead the charge into the new era of AI and financial innovation, we foster an environment where every employee's contributions are recognized and valued.
Join us and be part of an organization that lives and breathes innovation every day. At Strategy, you're not just another employee, you're a crucial part of a mission to push the boundaries of analytics and redefine financial investment.Job DescriptionLocation
Strategy headquarters in Tysons Corner, Virgina, at least 4 days a week
Mandate: Execute a programmatic Mosaic AI Attach Strategy to drive net-new partner-sourced pipeline, while evangelizing the "Trifecta" modern data stack architecture directly to AWS field sales teams and enterprise customers.
Position Overview
MicroStrategy is building a high-velocity, independent partner-revenue engine, and we are seeking an elite, execution-focused AWS Partner Manager. This is not an administrative alliance role; you are a revenue-producing builder.
Reporting directly to the VP of Strategic Partnerships, your primary mission is to systematically insert MicroStrategy Mosaic AI into active AWS enterprise sales cycles. By positioning our advanced semantic and enterprise AI layer as a high-value accelerator for AWS cloud consumption (EDP/MADA drawdowns) and modern data stack deployments (AWS + Kestra + MicroStrategy), you will unlock net-new sourced pipeline. You will own the programmatic execution, field relationship mapping, and operational alignment needed to scale our AWS co-sell engine.
Core Responsibilities
1. Programmatic Field Execution & Mosaic AI Attach (50%)
Field Co-Selling Mechanics: Actively map and build high-impact relationships with AWS field sellers, including Partner Development Managers (PDMs), ISV Success Managers, and Enterprise Account Executives.
The Attach Strategy: Educate AWS field teams on how attaching MicroStrategy Mosaic AI to their deals accelerates customer data projects and helps customers retire their massive annual AWS cloud spend commitments (EDP/MADA) via the AWS Marketplace.
Deal Ingestion & Mapping: Execute programmatic, account-level mapping against top-tier enterprise target accounts to discover net-new joint pipeline opportunities.
2. Evangelizing the "Trifecta" Architecture (30%)
Solution Positioning: Successfully pitch the modern data stack "Trifecta" architecture to technical and business stakeholders: Data Storage/Gravity (AWS Redshift/S3/Bedrock) + Open-Source Orchestration (Kestra) + Semantic Visualization & GenAI Safety (MicroStrategy Mosaic AI).
Joint Marketing & Field Enablement: Leverage Marketing Development Funds (MDF) to execute hyper-targeted, local co-selling events and workshops that bring AWS AEs, Kestra champions, and MicroStrategy teams together to solve complex enterprise AI challenges.
3. Operational Governance & Pipeline Hygiene (20%)
ACE Portal Optimization: Own the day-to-day management and validation of the AWS Co-Sell Incentive (ACE) portal to ensure precise sourcing attribution, high data hygiene, and frictionless routing for your active pipeline.
Protecting Operational Boundaries: Guard team velocity by enforcing strict operational borders. You will step in to drive strategic alliance leverage after an inbound opportunity is validated as an active co-sell play, while core AE teams and Sales Ops handle individual private offer generation (CPPO paperwork/MPOP forms).
Qualifications & Experience
AWS Alliance Expertise: 5+ years of enterprise software partner management or cloud co-selling experience, with deep, hands-on knowledge of the AWS field sales organization, marketplace mechanics, and ACE portal workflows.
Revenue Mindset: Proven track record of hitting and exceeding partner-sourced pipeline and revenue quotas. You talk in terms of ACV, close rates, and pipeline velocity, not just "partner meetings."
Technical DNA: Clear understanding of the Modern Data Stack (MDS), data warehousing (Redshift, Snowflake), cloud orchestration tools (Kestra), and enterprise AI/LLM integration patterns.
The "Execution" Mentality: Highly organized self-starter who thrives in building processes from scratch. You write your own scripts, run your own account-mapping sessions, and know how to clear operational roadblocks independently.
Other Job Requirements
BA, BS (or equivalent work experience), MBA preferred.
10+ years’ experience in Sales Leadership - Account, Alliance, or Partner Management.
Proven experience in the management of large global or regional system integrator partnerships
Strong relationship and sales skills, knowing what we sell and how people want to buy using experience from directly selling for a while and know what it takes to be a phenomenal influencer in partnerships.
Channel experience including selling with or managing channel partners.
High level of energy, grit, engagement, proactivity and commitment to attaining personal and company goals
Proven history of working independently and with cross-functional teams to achieve company and team objectives.
Attention to detail and the ability to plan and execute are essential.
Strong business acumen and capable of developing and managing strategic plans with partner and company executives.
Strategic planning and analytic capabilities.
Ability to anticipate and interpret market and business trend changes and advise business leaders accordingly.
Ability to excel in a team environment, espousing cooperation, and mutual respect.
Demonstrated ability to work in a virtual and matrix environment.
Proven ability to manage a myriad of different disciplines and tasks in a high-pressure, time-sensitive environment.
25% or more travel within North America.
Strong communication (written and verbal) and presentation skills.
Compensation
The base salary range for this role is $129,900 to $233,700 and represents a good faith estimate of the range at the time of posting. Strategy maintains broad salary ranges to account for differences in skills, experience, qualifications, internal peer equity, market conditions, and business needs.
Candidates are typically placed within the range based on these factors, and it is not common for individuals to be hired at or near the top of the range. The posted range reflects base salary only. Eligible employees may also participate in bonus programs, sales incentives, equity awards, and comprehensive benefits, as applicable.
Strategy is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, gender, sex, sexual orientation, gender identity, disability, veteran status, age, genetic information, or any other legally-protected basis.
Strategy provides reasonable accommodation for qualified individuals with disabilities in the hiring process. If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment at [email protected].
Visit Strategy’s Careers page for additional information.
Skills Required
- 5+ years of enterprise software partner management or cloud co-selling experience with deep knowledge of the AWS field sales organization and ACE portal workflows.
- 10+ years' experience in Sales Leadership - Account, Alliance, or Partner Management.
- BA or BS degree or equivalent work experience.
- Proven track record of hitting and exceeding partner-sourced pipeline and revenue quotas (ACV, close rates, pipeline velocity).
- Clear understanding of the Modern Data Stack, data warehousing (Redshift, Snowflake), cloud orchestration tools (Kestra), and enterprise AI/LLM integration patterns.
- Experience managing large global or regional system integrator partnerships.
- Channel experience including selling with or managing channel partners.
- Proven ability to work independently and with cross-functional teams; strong business acumen and strategic planning capabilities.
- High level of energy, grit, proactivity, and commitment to attaining goals; strong communication and presentation skills.
- Attention to detail and strong execution orientation; ability to build processes from scratch and remove operational roadblocks.
- Willingness to travel 25% or more within North America.
- MBA.
Microstrategy Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Microstrategy and has not been reviewed or approved by Microstrategy.
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Equity Value & Accessibility — Equity awards have been expanded globally, increasing the availability of stock as part of total rewards. This broader reach signals a stronger emphasis on equity across locations.
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Leave & Time Off Breadth — Paid parental leave and adoption assistance are provided alongside multi‑week paid vacation, holidays, and sick time. PTO is commonly described as ample, with specifics varying by country and role.
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Retirement Support — A U.S. 401(k) plan with employer match is available, with indications of Roth options in some contexts. This provides a clear baseline of retirement savings support.
Microstrategy Insights
What We Do
MicroStrategy (Nasdaq: MSTR) is a worldwide leader in enterprise analytics and mobility software. A pioneer in the BI and analytics space, MicroStrategy delivers innovative software that empowers people to make better decisions and transform the way they do business. We provide our enterprise customers with world-class software and expert services so they can deploy unique intelligence applications.
