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Will McNae
Turning pattern insight into partner performance — harmonizing cloud ecosystems with strategic precision.
I unify marketing, sales, and technical delivery—turning complex partner ecosystems into repeatable revenue engines.
Proven results:
  • $1.46M/month net-new Azure CSP revenue growth
  • $250M consumed revenue influenced
  • 500+ partners scaled in under 12 months
My training in music and art taught me to see patterns others miss — what looks impossible is often just undiscovered design. I bring that same creative clarity to partner ecosystems, making complexity simple and scalable.
1
Technical Program Leadership
Built scalable frameworks, enablement, and playbooks that empowered 500+ partners to deliver enterprise-grade cloud, security, and AI solutions.
2
Strategic Alliances &
Co-Sell Leader
Driving Cloud Growth with Pattern-Driven Precision and Creative Clarity
3
Revenue Creator
Turning incentives into $250M+ Azure opportunities, $1M+ net-new monthly CSP recurring revenue generated
4
Cutting-Edge Expertise
Mastering Gen AI, Copilot, Security, customer usage propensity models
5
Thought Leader
Speaker & playbook author sharing best practices
Career Journey at a Glance
About Me:
I build partner revenue engines in ecosystems like Microsoft — turning incentives, co-sell alignment, and field enablement into pipeline SIs/ISVs can bank on. What really fuels me? Creative clarity. My background in music and art taught me to see patterns others miss — and I apply that same lens to cloud ecosystems. Impossible is just another word for undiscovered patterns.
Results: +25% YoY Azure Consumed Revenue, +$1.46M/month CSP growth, $250M ACR influenced across 35 Security offers and MXDR with 25 MSSPs, and $3M+ partner-earned incentives.
I thrive on simplifying the complex — whether that’s translating AI and Security into co-sell plays partners can execute, or turning incentive frameworks into measurable and repeatable revenue.
I make Cloud + AI, CoPilot, Security, and propensity models usable — codified into plays, enablement, and meaningful KPIs. If you’re scaling Azure/ Security/ GenAI, let’s collaborate on your 90-day Co-Sell blueprint that produces measurable wins.
Results at scale:
25%
Innovation
Unlocked new YoY revenue growth by creating consumed revenue systems and customer propensity frameworks based on next-logical-workload plays.
$1.46M
Growth
Created net-new recurring revenues in 6 months with Azure CSP cloud services partners (SI) using Co-Sell, lead referral, and marketplace GTM motions.
$3M
Scale
Built & published over 35 GTM marketplace offers which supported 200+ Microsoft incentive opportunities driving partner-earned incentives ($3M).
How I work:
My work is fueled by integrity, collaboration, and creativity. I believe success in partner ecosystems comes from arming others to win — sellers, solution architects, and partner executives — and leaving behind scalable playbooks and frameworks they can own with purpose. I harmonize data with empathy — arming teams and partners to win not just efficiently, but artfully.
I believe the best place to get started is with GTM and the field motions (Microsoft, AWS, MCEM, Solution plays). Make incentives simple. Arm sellers with differentiated solutions, proof assets, and operational clarity. I author playbooks, lead enablement, and leave behind dashboards that show where to land, expand, and renew. I recently authored the Azure Growth SI Playbook, delivered the Azure Accelerated Learning Series (~30 partners/session), and built a Specialization ROI model that converts certifications into forecastable services revenue.
Core competencies:
Strategic Alliances, Co-Sell & Incentives (Marketplace, Transactable Offers), ISV/SI GTM, Microsoft Security & Copilot, Offer Creation, Propensity Modeling & Insights, Partner Center Optimization, Field/Seller Alignment (i.e. MCEM), Customer Acquisition, Executive Partner Enablement.
Call to action:
If you're an ISV or SI looking to compress time-to-revenue with intent and insight, let’s design a 90-day co-sell plan with precision and purpose — where creativity completes the strategy by turning incentives → meetings → pipeline → revenue.
Let’s build it with creativity, clarity, and a system that scales.
What others have said about me:
Peer feedback:
"Will did a great job walking me through his tool and resources for analyzing service levels. He went above and beyond, generously sharing insights that will help both my partners and me. His partner center enablement around referrals and reporting was extremely valuable."
Partner/ Client feedback:
"Will is our Azure Success Manager, based in Seattle. He has impressive court vision well beyond his specific role within Microsoft. His collaborative efforts with the team are commendable, making him a key player in our success within the MSFT ecosystem."
Manager feedback (2024-2025):
Within six months of joining Microsoft, Will rapidly integrated with internal teams and applied a customer-centric, data-driven approach to Azure consumption growth—building propensity-to-grow and churn-risk models from customer data, developing visual tools for granular workload expansion, and creating an ROI calculator linking Microsoft specializations and funded engagements to partner revenue. These innovations, which included go-to-market plays drove a 25% year-to-date ACR increase (approximately $1 million in net new revenue) and were recognized as best practices to scale. Will took ownership of the Azure Accelerated Learning Series, delivering multiple sessions to 30+ partners per month, authored the ASM System Integrator Playbook, and led enablement on incentives, co-selling, profitability, and co-op funding, while mentoring peers and contributing to strategic customer-insights and reporting projects—earning recognition as a unique and highly valuable asset to the team.
Top Skills:
Top Skills
Cloud Marketplace Strategy & GTM
Co-Sell Strategy
Microsoft Partner Center Operations
Strategic Alliances
HubSpot
Search Engine Optimization (SEO)
Conversion Optimization
Certifications
Microsoft Certified: Security Operations Analyst Associate (SC-200)
Microsoft 365 Certified: Teams Administrator Associate (MS-700)
Microsoft Fundamentals: Security, Azure, Azure AI, Microsoft 365, Dynamics, Power Platform
Inbound Marketing Certified Professional (HubSpot)
Contact
willmcnae @ outlook.com
Seattle, WA, United States
Career Experience
Microsoft
October 2024 - July 2025 (10 months)
Azure Partner Success Manager
  • Drove 25% ACR YoY (~$1M NNR) by operationalizing workload-level ACR analysis and NLW propensity signals across the partner portfolio.
  • Built an ROI model linking specializations + Incentives to services revenue; guided exec investment decisions.
  • Delivered the Azure Accelerated Learning Series; led 4 sessions with ~30 partners/session to scale co-sell, incentives, and Partner Center execution. Authored the Azure Growth Playbook for SI's to standardize offers, referrals, and maturity engagement.
  • Launched GTM plays (Security, M365 Threat Protection, Data & AI, Security/Purview) to expand Defender/Sentinel attach.
The Partner Masters
1 year 2 months
Director, Managed Partner Program
September 2023 - October 2024 (1 year)
  • Built & scaled a Managed Partner Program to hundreds of partners over six months, teaching how-to sessions including incentives, referrals and co-sell motions.
  • Launched "Microsoft Mastery" webinars from 0 to 100+ weekly attendees. Optimized Partner Center + incentives (CSP/ AMM/ Innovate/ Transactable) to raise partner profitability by double digit growth rates (10-30%+).
  • Aligned partner sales with Microsoft's sales methodology "MCEM" and FY plays to increase field engagement.
  • Advised executives on GTM best practices for Azure & Security offers to shorten sales cycles and increase services revenue.
Microsoft
July 2021 - October 2023 (2 years 4 months)
Partner Solution Architect – Security, Americas GPS
  • Built 35 co-sell security offers (Defender, Sentinel) to standardize GTM for services and ISV partners, influencing $250M in ACR.
  • Enabled 25 MSSPs with assessments/POCs/workshops to embed MXDR, expanding their security capacity and capabilities across US regions.
  • Orchestrated field/engineering/marketing to remove sales and services delivery bottlenecks, reducing partner time-to-market and missed referral opportunities.
  • Authored 25 win-wires to replicate motions across the U.S. partner ecosystem.
  • Measured solution offer performance and retired low-yield marketplace listings, focusing investment on top quartile conversions.
Microsoft
September 2017 - August 2021 (4 years)
Partner Technology Strategist - US One Commercial Partner
  • Orchestrated co-sell with global & national service providers across Azure, Modern Work, and Data & AI, aligning to MCEM and FY solution plays to drive engagement and accepted deals.
  • Transformed partner services into repeatable assessments → workshops → POCs, standardized Partner Center listings, and cut time-to-first co-sell by streamlining technical validation and field handoffs.
  • Enabled partner presales & delivery (architecture reviews, landing zones, app modernization, M365 security) and accelerated specialization paths (e.g., Infra, Security, Modern Work).
  • Activated incentives (MCI/AMM) and built simple frameworks for pipeline/ACR/CSP tracking, turning funded engagements into forecastable opportunities.
  • Advanced marketplace strategy (Azure Marketplace/AppSource) to improve co-sell eligibility & partner profitability.
Microsoft
January 2016 - September 2017 (1 year 9 months)
SMB Partner Marketing, Security and Windows 10
  • Secured $1M to launch EMS (Microsoft Enterprise Mobility Suite) in SMB via scale partners; landed multi-million U.S. targets from worldwide.
  • Launched a multi-year "Framework for Engagement" for partners to exceed revenue targets by 25%.
SAP Concur
October 2014 - January 2016 (1 year 4 months)
National Channel Development Manager, ERP Partners
  • Forged alliances with top ERP consultancies to open a mid-market route-tomarket, generating $1M+ new revenue.
  • Co-designed repeatable sales plays to attach Concur to ERP cycles, lifting win rates by 20%.
  • Enabled partner SEs and AEs through joint demos and ROI models, shortening cycles.
  • Built executive dashboards to track sourced vs. influenced pipeline, improving forecast accuracy.
  • Negotiated GTM plans to drive predictable campaign lift.
Connection Model, LLC
November 2011 - October 2014 (3 years)
Digital Marketing Strategist
Scope: Led client engagements end-to-end post-sale across HubSpot CMS/migrations, SEO, content ops, landing pages/Conversion Rate Optimization (CRO), paid search, social publishing, and mobile web. Owned KPIs, dashboards, and executive readouts.
  • Built & launched full-funnel inbound programs (content calendar, SEO pillars, lead magnets, nurture) to increase MQL volume and lower CPL across SMB and mid-market accounts.
  • Migrated client sites to HubSpot CMS and re-platformed blogs/landing pages, improving page speed and mobile conversion while standardizing analytics and governance.
  • Designed SEO architecture (topic clusters, internal linking, schema) and optimized technical/on-page factors, driving organic traffic growth and rank improvements on priority terms.
  • Activated paid search (Google Ads) with structured testing (SKAGs, bid/QA rules, ad extensions) and A/B tested landing pages to raise CVR and reduce CPA.
  • Operationalized reporting in HubSpot + Google Analytics, publishing weekly KPI scorecards (traffic, CVR, CPL, pipeline influence) and executive QBRs with "next best test" plans.
Tooling/Stack: HubSpot (CMS, Marketing Hub, workflows, forms), Google Ads, Google Analytics, Tag Manager, Search Console, WordPress, basic HTML/CSS, Optimizely/Unbounce, Hootsuite.
Microsoft
September 2005 - July 2011 (5 years 11 months)
Microsoft Partner Account Manager and Business Development Manager
  • Built strategic partnerships and surpassed revenue targets by launching a multi-year "Framework for Engagement" that enhanced partner licensing and adoption success. Helped partners acquire new clients through scalable relationship management and partner enablement strategies.
Strategic Impact in Action
Driving Customer Value with Repeatable Co-Sell Plays
Designed a consulting system aligning incentives, solution assessments, and co-sell motions to maximize lifetime customer value. Codified into sales maturing stages (MCEM) to accelerate adoption of Azure services, Security, Copilot, and AI workloads across partner portfolios and technical delivery capabilities.
Turning Data into Growth Decisions
Built consumption and performance dashboards to track ACR growth, segment risk for churn, and highlight category-level adoption trends. Enabled executives and partner sellers to see where to invest, when to intervene, and how to expand recurring Azure consumption.
Scaling Partner Success from Assess → Success
Developed a tactical roadmap that guided partners through assessment, insights, targeting, enablement, and execution. Resulted in repeatable co-sell wins, ROI on specializations, and accelerated Azure growth with measurable outcomes.
Technical Partner Excellence
Aligned Experiences to future MSP or ISV Role
Microsoft Experience
Bringing a proven track record of partner enablement and solution development.
Partner Technology Strategist (PTS)
  • Created joint technical growth and solution goals across global and national MSPs including Services, ISV, and Large Licensing partners.
  • Enabled US and Global partners across Azure, Modern Work, Data to deliver professional and managed services.
  • Built solution frameworks aligning partner capabilities with Microsoft priorities.
  • Created new solution offers aligned to growth initiatives and enabled their sales, marketing, & technical delivery teams to be profitable co-selling with Microsoft.
Partner Solution Architect (PSA)
  • Scaled across the US partner business organization (GPS) as the lead Security solution architect for strategy and technical execution.
  • Partnered with engineering teams to validate solution builds and delivery aligned to the Well-Architected Framework principles.
  • Co-created 35+ security solutions with ISVs/MSPs and published offers to Marketplace.
  • Delivered technical enablement, workshops, demos, and solution adoption assessments in-person and via webinars at scale to hundreds of partner attendees.
Learning Solutions (PDM)
  • Supported Learning Solutions and Technical Certification Partners (e.g. New Horizons, Global Knowledge, etc) with learning strategies and customer adoption of technology.
  • Built strategic partnerships and surpassed revenue targets by launching a multi-year "Framework for Engagement" that enhanced licensing and adoption.
Mapping to future Role
Directly transferable skills for driving success within the ecosystem.
Design & Execution of Scalable Technical Programs
  • Authored playbooks and Consulting frameworks (Azure Growth SI, Accelerated Learning Series) for 500+ partners.
  • Standardized frameworks for repeatable, scalable enablement motions delivered by weekly webinars, hands-on workshops with delivery professionals, and Hackathons scaling up to 100 attendees.
Intersection of Tech, GTM, and Growth
  • Built GTM campaigns and published solution offers to Marketplace, automated Partner CRM lead management, measured conversion of marketing opps to sales pipeline to delivery projects.
  • Integrated technical workshops with sales & marketing to accelerate partner revenue and create repeatable value proposition.
Programmatic Engagement Across Portfolio
  • Influenced $250M in cloud revenues via repeatable co-sell programs.
  • Developed long-term partner maturity models by creating a specialization ROI and cert-to-services revenue alignment tool.
Co-Sell Execution System
Equity You Control, Currency Sellers Use
Co-sell is a "Lego" build: cloud providers and partners watch for the finished model — wins, attach, transactability — but that model only stands when the foundational blocks are in place. Solution designations and specializations (the baseplate), published Marketplace offers and solution plays (the outer shell), attached to every outbound referral (the studs that lock pieces together), and disciplined sales methodology hygiene (MCEM) to convert attention into wins.
When those blocks connect, equity compounds — and you move from “we can” to “we did, repeatedly.”
It’s like composing music: every block, like every note, matters. Put them in the right sequence, and what might seem like noise becomes harmony — and the ecosystem scales with impact.
Build the Right Blocks. Win the Right Deals.
To learn more, please visit 360influence.com
Education
University of Denver
B.M, Music Performance
SoundCloud recordings of original compositions by Will McNae
© 2025 Will McNae. All rights reserved.