Position: Microsoft Solutions Specialist - CAIP

Job Description:

Role Overview

The Microsoft Solutions Specialist for Cloud & AI Platforms will own and develop Arrow’s Microsoft CAIP strategy, working closely with Partner Development Managers, Microsoft, and other internal and external stakeholders. This role is responsible for driving CAIP reseller activation, enablement, and programme execution across Microsoft CAIP.

Cloud & AI Platforms (CAIP) includes Azure, Data & App Innovation and Fabric.

Reporting into Head of Alliances – Cloud, the Microsoft Solutions Specialist for CAIP will build strong vendor and partner relationships, enabling channel partners to successfully position and sell Microsoft CAIP solutions. You will help to enable the execution of CAIP motions that drive new customer and workload acquisition within new partner prospects and current Arrow resellers.

The role blends strategic vendor management with hands-on execution — including running Microsoft cadence meetings, collaborating with Arrow’s global Microsoft CAIP team, managing a dedicated marketing budget, supporting partner readiness, and ensuring strong alignment to Microsoft CAIP priorities and FY success metrics.

Key Responsibilities

• Act as Arrow’s CAIP solution area specialist, owning the execution of Microsoft CAIP plays in line with Microsoft KPIs and frameworks.
• An active involvement in developing the relationship with Microsoft CAIP stakeholders, including participation in regular cadence calls, planning sessions, QBRs, and joint execution reviews.
• Drive new customer and workload acquisition for Microsoft CAIP through indirect channel partners.
• Enable reseller partners to position and sell Microsoft CAIP solutions through structured plays, campaigns, and targeted GTM motions.
• Own and manage a dedicated marketing budget, delivering Microsoft-aligned campaigns, webinars and events.
• Work with partners to activate and execute Campaigns in a Box, Cloud Ascent targeting, Co-op funds, workshops, CAIP assessments and other Microsoft programmes and incentives.
• Lead and deliver CAIP-focused webinars and enablement sessions in collaboration both independently and in collaboration with Microsoft, Arrow partners or internal stakeholders.
• Implement and maintain a strong Rhythm of Business with partners and Microsoft to track performance and pipeline progression.
• Support partners in lifecycle motions including acquisition, renewals, upsell, and CAIP workload expansion.
• Track and report performance against Microsoft KPIs including acquisition, Reach, Frequency, Yield, and CSP growth.
• Represent Arrow and Microsoft at solution aligned summits, bootcamps, and Microsoft-led events.