Microsoft Solutions Specialist - CAIP

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 ResponsibilitiesAct 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

Cultural Values
Creativity: Innovate and think outside the box to provide unique solutions.
Loyalty: Build and maintain strong, loyal relationships with partners.
Ownership: Take responsibility for your work and drive initiatives to completion.
Unity: Collaborate effectively with team members to achieve common goals.
Dedication: Show commitment and dedication to your role and the success of the team

Essential ExperienceStrong background in IT relationship management, partner engagement, or vendor management
Experience working with or alongside Microsoft and the Microsoft partner ecosystem
Demonstrable interest in cloud infrastructure, AI solutions or related technologies
Proven ability to run structured partner motions, campaigns, and enablement initiatives
Comfortable leading meetings, presenting to partners, and engaging senior vendor stakeholders
Experience working cross-functionally with Sales and Marketing teams

Preferred ExperienceExperience supporting or executing Microsoft programmes, e.g. SureStep.
Familiarity with Microsoft CAIP solutions within SMB and mid-market segments
Experience owning or managing a marketing or campaign budget
Exposure to CSP motions, partner incentives, and indirect go-to-market models

QualificationsBachelor's degree in Business, IT, or a related field
Excellent communication and stakeholder management skills
Strong organisational skills with attention to detail and delivery
Willingness to undertake ongoing vendor training and certification as part of continuous development

Certifications & DevelopmentWillingness to complete the relevant Microsoft Fundamentals certifications as a minimum
Commitment to further Microsoft CAIP and related certifications as part of your continuous professional development