COMPANY OVERVIEW

Clearwater serves a diverse and growing base of customers across the healthcare ecosystem, including several of the nation’s largest health systems as well as a large universe of regional hospitals, physician practice management groups, digital health and other healthcare technology companies, medical device manufacturers, and business service providers. Our mission is to help those organizations move to a more secure, compliant, and resilient state so they can achieve their mission.

Clearwater was named the top Compliance and Risk Management solution provider in Black Book Market Research’s annual survey of the healthcare industry the past eight years in a row, as well as the top-rated Cybersecurity Advisors & Consultants for the past five years in a row.

A division of Clearwater, Redspin is a cybersecurity company offering a range of managed services including managed security, managed cloud, and compliance solutions tailored to meet CMMC requirements for the Defense Industrial Base (DIB). Redspin provides end-to-end support for CMMC, including assessments, consulting, training, and managed services. Redspin was the first Authorized CMMC Third-Party Assessor Organization (C3PAO) and has extensive experience in conducting CMMC Level 2 certification assessments, gap assessments and readiness services. Redspin was also the first C3PAO to conduct a successful assessment under the Joint Surveillance Voluntary Assessment Programs (JSVAP). Redspin’s services are designed to help organizations protect sensitive information, improve cybersecurity posture, and meet the stringent requirements of the Department of Defense (DoD).

POSITION SUMMARY

The Microsoft Channel Representative – Commercial & Government owns end-to-end Microsoft partner operations across Commercial CSP and U.S. Government (GCC / GCC High) environments. This role is responsible for licensing, billing, Partner Center administration, Microsoft referrals, and partner program readiness, while leading the organization’s transition from Indirect CSP to Direct CSP and preparing for future participation in Microsoft’s A-OSG (Authorized Organization Services Group) program when available.

This role serves as the single operational point of accountability for Microsoft across sales, finance, service delivery, compliance, and Microsoft partner teams. The position is both hands-on and strategic, combining daily execution with program maturity, compliance readiness, and Microsoft relationship management.

SPECIFIC JOB RESPONSIBILITIES

1. Microsoft Partner Center Administration (Commercial + Government)

Detailed Tasks:

• Manage and own operations:
• User roles, permissions, and access governance
• Customer tenants, legal entities, tax profiles, banking, compliance documentation and onboarding activities
• Support M&A, divestiture, and contract transitions
• Notifications, tasks, and program alerts
• Maintain alignment and support integration with CRM, PSA, and ERP 

2. Manage the full Microsoft licensing lifecycle– Commercial & Government.

Detailed Tasks:

• Validate and maintain Microsoft Customer Agreement (MCA) acceptance
• Order/reserve, modify, suspend, and/or cancel subscriptions
• Identify automation and tooling opportunities
• Maintain and track licensing contracts and provisions:
  • Prepare operational processes for Direct CSP onboarding and provisioning
  • Monthly vs annual commitments
  • Proration and mid-term changes
  • Renewal and cancellation policies
  • Provide licensing strategy guidance to sales and contracting teams

3. Billing, Invoicing & Revenue Assurance 

Detailed Tasks:

• Validate and Reconcile Microsoft invoices against Partner Center usage:
  • Manage billing documentation for proration, credits, disputes, and adjustments
  • Monitor margin by SKU, customer, and contract type
• Support Finance with:
  • Month-end close
  • Accruals
  • Revenue recognition inputs
  • Billing Escalations 

4. Microsoft Referrals, Co-Sell & Opportunities

Detailed Tasks:

• Monitor and manage Microsoft referrals in Partner Center
  • Accept, qualify, route, and track leads within Microsoft through close and validate revenue credit
  • Ensure accurate attribution via:
    • CPOR- Claiming Partner of Record
    • PAL- Partner Admin Link
  • Provide reporting on:
    • Referral volume
    • Conversion rates
    • Closed-won Microsoft-sourced revenue
• Coordinate with:
  • Microsoft Partner Development Managers (PDMs)
  • Public Sector / SMC / Federal partner teams
  • Support co-sell motions and deal collaboration 

5. Indirect ? Direct CSP Readiness & Execution

Detailed Tasks:

• Document Direct CSP requirements, Develop and assess operational model:
  • Revenue thresholds
  • Support capabilities
  • Billing processes and compliance readiness
  • SLA management
• Coordinate internal stakeholders for readiness (Finance, Legal, IT, Security)
• Manage distributor relationships during transition
• Develop cutover and risk mitigation plans

6. A-OSG Readiness & Microsoft Relationship Alignment

Detailed Tasks:

• Monitor Microsoft updates related to A-OSG availability
• Align internal processes to A-OSG expectations:
  • Service delivery maturity
  • Compliance and audit readiness
• Maintain documentation supporting authorization and eligibility
• Act as primary operational liaison to Microsoft for program discussions

7. Partner Program, Compliance & Governance

Detailed Tasks:

• Maintain eligibility and monitor program changes and communicate impacts internally:
  • CSP (Indirect and Direct)
  • Solutions Partner designations
  • Government partner programs
• Track performance metrics tied to Microsoft requirements
• Support audits, attestations, and compliance reviews
• Support PE, M&A, and compliance diligence activities 

8. Reporting, Documentation & Continuous Improvement

Detailed Tasks:

• Develop dashboards and reporting for leadership:
  • License growth and churn
  • Government vs Commercial mix
  • Provide reporting on:
    • Referral volume and performance
    • Conversion rates
    • Closed-won Microsoft-sourced revenue and Margin
• Maintain SOPs and process documentation

EXPERIENCE REQUIRED

• Minimum 5 years of experience in Microsoft CSP, Partner Operations, or Channel Management
• Hands-on experience with Microsoft Partner Center
• Direct experience supporting:
  • Microsoft Customer Agreement
  • Commercial CSP
  • GCC and/or GCC High tenants
• Strong understanding of:
  • Microsoft New Commerce Experience
  • Microsoft Customer Agreement
  • Azure Commercial and Azure Government billing
• Experience with indirect CSP distributors
• Strong financial and billing reconciliation skills
• High level of organization, exceptional attention to detail and process discipline
• Strong outreach and networking skills with the ability to build relationships with potential clients
• Self-starter with a strong work ethic and a desire to succeed
• Ability to assist in identifying target contacts and developing internal champions within accounts
• Proficiency with software tools/applications (e.g., Salesforce.com, Microsoft Office)
• Basic understanding of cybersecurity, information risk management, and compliance standards, and willingness to learn more to attain a level of proficiency required to be successful in this role
• Strong written and verbal communication skills.

QUALIFICATIONS, SKILLS, & KNOWLEDGE

• Bachelor’s degree preferred
• Experience at a Direct CSP or partner transitioning to Direct CSP
• Knowledge of DIB industry compliance requirements and in particular CMMC as well as best practices.
• Strong understanding of Azure, M365, Defender, and Sentinel solution portfolios.
• Proven track record of managing Microsoft co-sell and incentive programs (ACR, ECIF, PAL, CPOR).
• Experience working with Microsoft CSP programs (Direct or Indirect).
• Ability to translate complex technical concepts into clear business value.
• Ability to deliver constructive feedback and foster a supportive team environment. Embracing Clearwater’s CLEAR core values (Commitment to Client Success, Lead with Accountability, Integrity & Collaboration, Excellence in All That We Do, Advance Colleague Success, Respect & Transparency) and culture.? 

WHY JOIN CLEARWATER SECURITY / REDSPIN

• Recognized Industry Leader in CMMC compliance, Managed Cloud and Managed Security for the DIB
• Rapidly growing Managed Cloud and Managed Security practice with strong partner support
• Collaborative, mission-driven culture focused on protecting critical data and advancing cloud security maturity.

The base salary range for this role is $110,000 to $145,000. Base salary is part of our total rewards package which also includes the opportunity for merit-based salary increases, eligibility for our 401(k) plan, medical, dental, vision, life and disability insurances and leaves provided in line with your work state. Our robust time-off policy includes flexible paid time off, 11 paid holidays, and paid sick time. Total compensation, including base salary to be offered, will depend on elements unique to each candidate, including applicable candidate experience, skills, education and other factors permitted by law. 

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of colleagues in the role. All colleagues may be required to perform duties outside of their normal responsibilities from time to time, as needed. 

Clearwater is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. Please inform Clearwater/Redspin’s Recruiting team if you need any assistance completing any forms or to otherwise participating in the application process. 

Mental/Physical Requirements: Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires the ability to use a personal computer for extended periods of time.