George Morrison
Seattle,WA
Summary
A skilled partner alliance manager with a proven track record of developing partner channels, executing go-to-market strategies, and building strong relationships with internal and external stakeholders. Experienced in managing multiple projects, orchestrating workflows, and driving results. Passionate about working with partners in a technology company to achieve mutual success.
Overview
22
22
years of professional experience
1
1
Certification
Work History
PROGRAM MANAGER
Microsoft (Contract)
11.2021 - 05.2023
- Accountable for accelerating Direct and Indirect Cloud Solution Providers in migrating workloads to the cloud at area or global level
- Coordinated with field, corporate, partner, and legal teams to ensure timely and compliant contract execution for Azure Incentive programs
- Generated monthly reseller and partner Azure consumption reports for all regions and subsidiaries
- Analyzed Microsoft cloud consumption (ACR) to provide insights that helped drive partner engagement and adoption
- Served as a contact SME for field engagement to facilitate program adoption, contract execution, and process enhancement.
SUSTAINABILITY PROGRAM MANAGER
Microsoft (Contract)
05.2021 - 09.2021
- Early-stage research for development of the Microsoft digital water platform augmenting The Microsoft Sustainability Cloud
- Conducted preliminary research for Microsoft Digital Water Platform to support Microsoft Sustainability Cloud
- Enhanced data-driven storytelling, reporting, and collaboration across various stakeholders across the value chain
- Evaluated technology partners based on their product/service offerings, technology capabilities, and maturity levels.
ACCOUNT MANAGER
LawToolBox
11.2020 - 05.2021
- Provided client service and support to over 50 law firms and legal professionals, to integrate LawToolBox SaaS app with Microsoft Teams and other M365 apps
- Led end-to-end sales process of LawToolBox, a Microsoft M365 Co-Sell partner and SaaS app serving the legal industry
- Acquired and onboarded customers from various legal segments
- Partnered with Microsoft Public Safety and Justice account teams to promote Teams adoption and replace UC competitors such as Zoom and WebEx for virtual court scenarios.
PARTNER DEVELOPMENT
Microsoft (Contract)
10.2019 - 08.2020
- Managed a portfolio of 45 ISV partners by building trust as the Partner’s SME through the Co-Sell journey
- Activities included: Provided client service and support to over 45 ISV partners, helping them navigate the Co-Sell journey and achieve their business objectives
- Setting partner expectations; assisting partners in overcoming co-selling barriers
- Align Microsoft GTM resources to enable selling through global MS sales teams and MS reseller channel
- Driving Co-Sell engagements with account teams; ensuring Co-Sell wins meet thresholds
- Keeping current on latest tools/processes, escalating support issues, tracking which other MSFT teams are engaging with the partner.
PROGRAM MANAGER
Microsoft (Full Time Employee)
01.2015 - 01.2018
- I helped civic partners and institutions use the Microsoft Cloud for social good and political campaigns
- I led cross team efforts to create and share Microsoft assets for collective action and sustainable impact
- I led Surface seeding program for political campaigns and civic tech partners at the 2016 Democratic and Republican National Conventions
- I coordinated a $2M donation of Surface notebooks, aligning with philanthropic and corporate responsibility goals maintaining internal compliance controls and ensuring smooth delivery
- Managed Azure instances granted to Civic Tech and Campaign technology partners—monitoring progress, support escalations and status reporting to stakeholders
- I worked with the Microsoft Retail team in development of a Microsoft Surface leasing program, resulting in the $2M lease deal at the 2016 Democratic and Republican National Conventions.
BUSINESS DEVELOPMENT MANAGER
Microsoft (Full Time)
01.2006 - 01.2018
- In addition to supporting Microsoft Startup Programs, I supported Microsoft Senior Leadership by managing a service bureau for evaluating, capturing and replying to in-bound business proposals
- Proposals originated from investment banks, M&A firms, startups and established ISV’s
- Mandated to filter for alignment potential and protect mutual intellectual properties
- Maintained SLA’s while triaging 2k+ proposals annually
- Example Engagements: Xactly: Premier AppExchange partner seeking Dynamics ISV team engagement for new exclusive sales compensation app for Dynamics 365
- Provided guidance in developing their value proposition in advance of hand-off to the Dynamics ISV team, resulting in the 1st Sales Performance Management app listed on AppSource
- Tact.ai (Chuck Ganapathi): Drove initial engagements across engineering and product teams during early stage development of a mobile app for automating enterprise sales tasks and deliver insight
- Microsoft, Amazon and Salesforce later invested $27m Series C funding round.
BUSINESS DEVELOPMENT MANAGER
Emerging Business Team
01.2006 - 01.2015
- Founding member of the Microsoft BizSpark Startup Program which supported thousands of startups and their cloud-based solutions
- I was responsible for driving the Collaboration and Business Application portfolios
- Drove efforts to scale Microsoft Startup Program by recruiting influential incubators and network partners
- Orchestrated engagements between startups and internal teams aimed at fostering platform integration, publishing startup apps on Microsoft online marketplaces, co-selling motions and Go-to-Market activities with field and partner ISV teams
- Several SaaS startups engaged during this period evolved into strategic partnerships or acquisitions including Yammer, StorSimple, Parature and DocuSign
- Served as a concierge providing white glove service to SaaS startups across field, partner, business and engineering teams and development programs
- I supported several engagements with DocuSign to drive the Microsoft value proposition in an era when DocuSign’s revenue was primarily derived from iOS and Android
- These engagements resulted in development of DocuSign apps for Office + Dynamics 365, SharePoint, Windows 10 and now featured in AppSource and Azure Marketplaces
- Initiated CAPEX versus OPEX ROI discussions resulting in POC to migrate DocuSign core workloads from internal server farms to Azure.
BUSINESS PRODUCTIVITY SALES
Enterprise Sales
01.2001 - 01.2006
- Drove growth for SharePoint, Visio, Project and Office within existing enterprise accounts
- Developed sales plans and business development strategies to achieve sales goals, improve client service and execute complex sales engagements
- Consistently exceeded quote, earning 14% in year-over-year growth for 4 consecutive years
- Significantly increased pipeline revenue by creating and implementing a multitude of ISV and LAR sales campaigns
- Earned the Central Regional Vice President award for driving business results in FY06
- Honored with multiple accolades on Win Wires for success negotiating new and existing Microsoft Enterprise Agreements.
Education
Bellevue College
Fort Lewis College
Skills
- Project Management
- Contract Development
- Cost Management
- Partnership Development
- MS Office Applications
- Relationship Building
Certification
Microsoft: Azure Fundamentals Certification
Timeline
PROGRAM MANAGER
Microsoft (Contract)
11.2021 - 05.2023
SUSTAINABILITY PROGRAM MANAGER
Microsoft (Contract)
05.2021 - 09.2021
ACCOUNT MANAGER
LawToolBox
11.2020 - 05.2021
PARTNER DEVELOPMENT
Microsoft (Contract)
10.2019 - 08.2020
PROGRAM MANAGER
Microsoft (Full Time Employee)
01.2015 - 01.2018
BUSINESS DEVELOPMENT MANAGER
Microsoft (Full Time)
01.2006 - 01.2018
BUSINESS DEVELOPMENT MANAGER
Emerging Business Team
01.2006 - 01.2015
BUSINESS PRODUCTIVITY SALES
Enterprise Sales
01.2001 - 01.2006
Bellevue College
Fort Lewis College
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