GM Global Channel Sales, Distribution

With a vision to "Build and sell Microsoft AI, Cloud applications, services, and devices with partners, empowering people and organizations to achieve more," Global Channel Partner Sales (GCPS) is responsible for driving revenue outcomes with partners through innovative solutions at scale.

As part of Global Channel Partner Sales (GCPS), the Global Distribution Channel Sales Leader plays a pivotal role in driving globally consistent and scalable revenue outcomes through the distribution ecosystem.

GCPS is responsible for delivering SME&C growth and market share across AI Business Solutions, Cloud & AI Platforms, and Security by capturing total addressable market, accelerating cloud adoption at scale, and enabling partner success. Our approach centers on CSP acceleration, co-sell execution, and performance accountability, ensuring measurable impact through partner-led transformation.

In this role, you will shape and execute the global distribution strategy in partnership with regional sales and partner leadership across all regions while directly managing and fostering relationships with Microsoft's five key global distributors. Key accountabilities include revenue growth and TAM capture, accelerated cloud and AI transformation, driving core sales initiatives, and working collaboratively across global and regional sales teams to ensure Microsoft's products, services, and programs reach partners and customers effectively at scale. In partnership with key stakeholders, you will establish a predictable rhythm of the business (ROB) across partners, regional leaders, and field teams to drive consistent execution, performance, and accountability.

This role requires a visionary, data-driven leader who embodies the drive and ability to build strong, mutually beneficial relationships that foster trust and to collaborate naturally with peers on the GCS Leadership Team and with leaders at all levels of the organization across Global Channel Partner Sales, global and regional SME&C, Product Groups, Business Planning, and other key stakeholders across Microsoft and partner organizations.

The leader will oversee global distribution performance, align investments to strategic priorities, develop the future distribution roadmap, and ensure operational excellence in partnership with regional channel leadership. A critical success factor is the ability to build strong, mutually beneficial relationships that foster trust and to collaborate naturally with peers on the GCS Leadership Team and with leaders at all levels of the organization across Global Channel Partner Sales, global and regional SME&C, Business Planning, and other key stakeholders.

Microsoft's mission is to empower every person and every organization on the planet to achieve more. As a leader, you will embody our values of respect, integrity, and accountability while fostering a culture of inclusion, growth mindset, and shared success.

1. Global Strategy Development & Execution

• Define and own the global distribution and indirect reseller strategy aligned to GCPS and SME&C priorities, including CSP acceleration and AI/cloud growth.
• Establish global frameworks for distributor coverage, segmentation, incentives, and enablement.
• Lead annual global strategy and sixmonth execution plans with clear segment and solution area focus.
• Apply deep market insights and competitive analysis to identify highvalue opportunities and position Microsoft as the leader in AIdriven partner innovation.
• Influence global and regional investment decisions, incorporating field and subsidiary insight.
• Build and amplify clear strategic narratives that drive alignment and execution globally.

2. Business Management & Revenue Performance

• Own global revenue performance across key distributors, ensuring forecasting rigor, pipeline discipline, and datadriven insights.
• Identify performance risks across segments, markets, and solution areas and drive timely corrective actions.
• Coown strategic "Big Bets" that advance channel transformation and improve RFY outcomes.
• Shape narratives and insights for executive business reviews (MBRs, QBRs, EBCs) and GCPS ROB.

3. Global Distribution Community Leadership

• Lead the global distribution community, providing clarity on priorities, best practices, and globally consistent execution.
• Set and manage the global community cadence, ensuring connection and alignment across geographies.
• Drive knowledgesharing, structured communications, and fieldready guidance.

4. Partner Leadership & Ecosystem Development

• Build and maintain executive relationships with global distributors, aligning on multiyear priorities, performance expectations, and investment strategies.
• Drive adoption of the Microsoft AI Cloud Partner Program, Marketplace, incentives, and enablement frameworks.
• Support distributor transformation into modern, AIforward partners and scale reseller capability building in partnership with technical sales and skilling teams.
• Assess distributor and reseller readiness, preferences, and capabilities to strengthen channel health.
• Leverage CSP best practices, engagement models, and automation tooling to build a predictable, scalable global distribution engine.

5. Program Management & Governance

• Ensure consistent global execution of partner programs, incentives, readiness, and performance management processes.
• Oversee annual planning and quarterly business reviews with global distributors to ensure alignment, accountability, and results.
• Embed best practices in cosell, demand generation, and channel marketing to accelerate partner success.

6. CrossFunctional Leadership

• Drive global alignment with regional channel leadership to ensure operational excellence across all markets.
• Partner with Product Groups, Marketing, Enablement, Operations, Finance, and Partner Center to deliver an integrated distributor experience.
• Represent distribution in global planning forums, advocating for partner and customer needs to influence SME&C, Segment, and CSA priorities.

7. People Leadership & Culture

• Foster an inclusive environment via Microsoft's Ten Inclusive Behaviors.
• Provide coaching, mentorship, and development opportunities to managers and teams, building capability and a strong succession pipeline.
• Model, Coach, and Care to cultivate a culture of empowerment, clarity, and accountability.

Lead with Microsoft values, promoting organizational health, trust, and growth mindset

Required/minimum qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 12+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.
• 10 + years people management experience.

Preferred Qualifications (PQs)

• Master's Degree in Business Administration, Business Science, or an Advanced Degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 14+ year's experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.
• 12 + years of people management experience.

• SME in CSP incentive programs as well as how they line up across the industry and competitive landscape across all partner types.
• Experience developing and executing a global channel sales strategy, building effective operating models, delivering partner performance and sales results, with revenue accountability and forecast integrity, and translating quantitative and qualitative insights into strategic priorities and plans.
• Proven capability supporting high-performing sales teams, implementing a collaborative operating model, and leading global teams.
• Strong blend of business acumen and technical expertise, with ability to be comfortable interacting with C-level business decision makers to advance Microsoft conversations.

Experience engaging senior leaders within Microsoft and partners organizations to influence strategy development and alignment, business outcomes, joint commitments, and priorities, ensuring mutual accountability for performance goals, key KPIs, and growth execution

Travel 30-40% seasonally adjusted based on business

Segment Management M7 - The typical base pay range for this role across the U.S. is USD $203,200 - $328,300 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $224,800 - $361,200 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.