Microsoft GTM Lead

Who We Are:

Born digital, UST transforms lives through the power of technology. We walk alongside our clients and partners, embedding innovation and agility into everything they do. We help them create transformative experiences and human-centered solutions for a better world. UST is a mission-driven group of over 29,000+ practical problem solvers and creative thinkers in over 30+ countries. Our entrepreneurial teams are empowered to innovate, act nimbly, and create a lasting and sustainable impact for our clients, their customers, and the communities in which we live. With us, you'll create a boundless impact that transforms your career-and the lives of people across the world. Visit us at UST.com .

You Are:

A senior Client Partner & Microsoft GTM Leader to drive strategic growth within the Hyperscaler Business Unit. This role will serve as the primary interface between UST, Microsoft, and strategic clients, leading business development, partnership expansion, and large-scale digital transformation initiatives. The leader will be responsible for driving revenue growth, strengthening Microsoft alliances, and building differentiated hyperscaler-led solutions, while shaping long-term client strategies.

The Opportunity:

• Define and execute the Microsoft-aligned GTM strategy across priority accounts and industries
• Drive co-sell motions with Microsoft and accelerate pipeline growth
• Develop long-term business plans to scale hyperscaler-led revenue streams
• Analyze market trends, competitive landscape, and growth opportunities
• Serve as a trusted advisor to CXO / CXO-1 level stakeholders
• Build and sustain strategic relationships with key enterprise clients
• Lead client engagements in pre-sales and post-sales phases to close large deals
• Provide consulting-led insights to improve client business processes, systems, and technology
• Own revenue growth, EBITDA, and margin performance for assigned accounts/portfolio
• Drive new logo acquisition and expansion within existing accounts
• Manage account-level P&L, forecasting, and performance metrics
• Ensure alignment between sales, delivery, and customer success outcomes
• Strengthen executive relationships with Microsoft and partner ecosystem
• Align with Microsoft field teams for joint GTM and co-sell success
• Build alliances with platform providers, ISVs, and fintech/ecosystem partners
• Influence joint investments, partner programs, and solution development
• Oversee global delivery teams across multiple accounts
• Drive utilization, delivery excellence, and margin optimization
• Coach and develop high-performing sales, alliance, and delivery teams
• Define operating models for scaling hyperscaler-led business globally
• Evangelize UST's Microsoft and hyperscaler capabilities internally and externally
• Represent UST in client forums, partner events, and industry platforms
• Shape UST's POV on digital transformation and hyperscaler-led growth
• Build brand recognition through executive engagement and industry presence

You Will Need:

• At least 20 years of experience in IT services, consulting, or hyperscaler ecosystem roles
• Strong experience in Microsoft partnership, GTM, and alliance-led growth
• Proven track record of managing large-scale accounts, P&L, and revenue growth ($100M+ portfolios preferred)
• Extensive experience in business development, consulting, and enterprise sales
• Experience engaging senior stakeholders at CXO and CXO-1 levels
• Strong understanding of global delivery models and cross-geo team leadership
• Responsible for shaping GTM strategy, partnership direction, and client outcomes across key accounts

Bonus Points:

• Experience building and scaling hyperscaler-aligned business units
• Exposure to M&A, integration, and strategic consulting
• Deep expertise in at least one industry vertical (e.g., BFSI, Manufacturing, etc.)
• Strong understanding of digital transformation, cloud, and ecosystem-led solutions

Compensation can differ depending on factors including but not limited to the specific office location, role, skill set, education, and level of experience. UST provides a reasonable range of compensation for roles that may be hired in various U.S. markets as set forth below.

Role Location: Remote/USA (ideally Seattle, WA)

Compensation Range: $192,000 to $288,000/annually

Benefits

Full-time, regular employees accrue a minimum of 10 days of paid vacation per year, receive 6 days of paid sick leave each year (pro-rated for new hires throughout the year), 10 paid holidays, and are eligible for paid bereavement leave and jury duty. They are eligible to participate in the Company's 401(k) Retirement Plan with employer matching. They and their dependents residing in the US are eligible for medical, dental, and vision insurance, as well as the following Company-paid Employee Only benefits: basic life insurance, accidental death and disability insurance, and short- and long-term disability benefits. Regular employees may purchase additional voluntary short-term disability benefits, and participate in a Health Savings Account (HSA) as well as a Flexible Spending Account (FSA) for healthcare, dependent child care, and/or commuting expenses as allowable under IRS guidelines. Benefits offerings vary in Puerto Rico.

Part-time employees receive 6 days of paid sick leave each year (pro-rated for new hires throughout the year) and are eligible to participate in the Company's 401(k) Retirement Plan with employer matching.

Full-time temporary employees receive 6 days of paid sick leave each year (pro-rated for new hires throughout the year) and are eligible to participate in the Company's 401(k) program with employer matching. They and their dependents residing in the US are eligible for medical, dental, and vision insurance.

Part-time temporary employees receive 6 days of paid sick leave each year (pro-rated for new hires throughout the year).

All US employees who work in a state or locality with more generous paid sick leave benefits than specified here will receive the benefit of those sick leave laws.

What we believe:

We're proud to embrace the same values that have shaped UST since the beginning. Since day one, we've been building enduring relationships and a culture of integrity. And today, it's those same values that are inspiring us to encourage innovation from everyone, to champion diversity and inclusion, and to place people at the centre of everything we do.

Humility:

We will listen, learn, be empathetic and help selflessly in our interactions with everyone.

Humanity:

Through business, we will better the lives of those less fortunate than ourselves.

Integrity:

We honour our commitments and act with responsibility in all our relationships.

Equal Employment Opportunity Statement

UST is an Equal Opportunity Employer.

All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

UST reserves the right to periodically redefine your roles and responsibilities based on the requirements of the organization and/or your performance.

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