Head of Business - Microsoft Solutions

Head of Business – Microsoft Solutions About Xentura ONEXentura ONE is a global multi-cloud solution provider with a strong Microsoft Cloud Solution Provider (CSP) practice, complemented by alliances across Huawei Cloud, Google, Zoho and other leading cloud solutions, delivering Modern Workplace, Cyber Security, Licensing, Process Automation, and Managed Services.Role SummaryThe Head of Business – Microsoft Solutions owns the P&L, strategy, and growth of Xentura ONE’s cloud business. This leader crafts GTM plays, drives revenue across M365/Azure and adjacent clouds, oversees CSP licensing operations, ensures compliance with distributor/indirect provider requirements, and scales customer success & managed services.Key Responsibilities1) Business Strategy & P&LDefine and own the cloud business strategy, annual operating plan, and P&L for Microsoft CSP and multi‑cloud services.Build pricing, packaging, and margin models for seat‑based subscriptions (e.g., Microsoft 365 Business/Enterprise, Power BI) and services bundles. 2) Go‑to‑Market & Revenue GrowthLaunch GTM motions (direct, channel, industry plays) to accelerate license attach, upsell (e.g., Security, Compliance, Archiving), and workload adoption. Own pipeline generation, forecasting accuracy, and quarterly revenue targets across Sri Lanka (and Maldives, where applicable) via field, inside sales, and digital. 3) CSP Licensing & Operations ExcellenceLead CSP operations—quote, order, provisioning, billing, renewals—ensuring accuracy and SLA adherence across Modern Workplace SKUs and add‑ons (e.g., Exchange Online Archiving, GDAP access requirements). Govern Partner Center processes, GDAP role hygiene, consumption monitoring, and escalation pathways with the indirect provider platform (Cloud‑iQ) per program terms. 4) Partner & Vendor ManagementOwn relationships with Microsoft and the indirect provider (e.g., Crayon) to optimize price lists, credit caps, program compliance, incentives, and co‑marketing. 9Scale alliances across Huawei Cloud, GCP, and Sophos to broaden the portfolio and solution competitiveness. 5) Customer Success & Managed ServicesBuild and enforce a Customer Success motion—adoption frameworks, business reviews, usage telemetry—to drive stickiness and expansion.Oversee support tiers (L1–L3), response metrics, and escalation (email/helpdesk/hotline), aligning with commitments in enterprise agreements and proposals. 6) Compliance, Security & GovernanceImplement security configuration standards across customer tenancies (MFA, least privilege), incident response obligations, and consumption anomaly alerts required under program terms. Ensure contractual and regulatory compliance for licensing, billing, and data handling.Required Qualifications5+ years in cloud/SaaS business leadership with 3+ years owning P&L for Microsoft CSP or equivalent distributor/partner models.Deep knowledge of M365, Azure, Modern Workplace, and licensing constructs (annual commitment, seat‑based SKUs, add‑ons). Track record scaling customer success and managed services against stated SLAs/response metrics. Strong commercial acumen: pricing, discounting, incentives, and channel programs; excellent stakeholder management with vendors/distributors. Exceptional leadership, communication, and negotiation skills; comfortable with executive‑level customer engagement.Preferred QualificationsExperience operating in Sri Lanka/Maldives enterprise and mid‑market segments with regulated industries. Certifications: Microsoft Fundamentals/Associate/Expert, Security (e.g., SC‑900/SC‑200), Cloud (Azure, GCP), Cybersecurity vendor badges (e.g., Sophos). Key Performance Indicators (KPIs)Revenue & gross margin (Cloud P&L)Net revenue retention (NRR) and license expansionProvisioning accuracy, billing timeliness, renewal rateAdoption & usage growth (workloads per tenant; security features enabled)Support SLA adherence (response & resolution times) Partner program compliance (GDAP hygiene, consumption monitoring, audit readiness) What We OfferCompetitive compensation with performance incentivesGrowth path to regional leadership in a multi‑cloud provider with marquee partnerships and an innovation‑driven culture. How to ApplySend your CV and a brief note on your most impactful CSP growth initiative to future@xentura.com.lk (or your preferred inbox) and specify “Head of Business – Microsoft Solutions” in the subject line.Submit your CV directly via LinkedIn