Director, Regional Channel Business & Sales Operations

Microsoft•,

2d•$130,900 - $303,600

About The Position

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) drives revenue outcomes through innovative, scalable partner-led motions. As part of Global Channel Sales (GCS) within GCPS, the Regional Director, Channel Business & Sales Operations is a critical leadership role supporting the Channel Organizational Unit (OU) Lead, with direct oversight of regional business operations and sales operations. This role is accountable for driving global channel consistency and the operational governance of our Channel Operating Model, ensuring the region executes to one predictable standard as we focus CSP as our hero motion, standardize execution for global consistency, and drive renewals as a growth system. In this role, you will oversee regional execution of business management and operations—including hiring, onboarding, and the Channel rhythm of business (ROB) aligned to org practices and policies—and regional sales operations, including the landing, governance, operational execution, and coordination of global initiatives and standard practices. As a people manager, you will lead the region’s Top CSP leads, building a high-performing team and a healthy, inclusive culture. The successful leader combines operational rigor, sales operations depth, and cross-organizational orchestration with the ability to influence at senior levels. You will translate global strategy into consistent regional execution, remove blockers, and serve as a trusted advisor to the regional channel leadership team. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Requirements

Bachelor's Degree in Business, Operations, Finance, or related field AND 8+ years experience in program management, process management, or process improvement OR equivalent experience.
6+ years management (e.g., people, project, process, vendor, change) experience.

Nice To Haves

Master's Degree in Business, Operations, Finance, or related field AND 12+ years experience program management, process management, or process improvement OR Bachelor's Degree in Business, Operations, Finance, or related field AND 15+ years experience in program management , process management, or process improvement OR equivalent experience.
8+ years people management experience.

Responsibilities

Lead the operational governance of the Channel Operating Model for the region, ensuring the rhythm of business, processes, and decision rights are architected, documented, and executed consistently across partner types and sales units (SU).
Ensure global channel consistency by participating in the design of global frameworks and standards, translating them into regionally-aligned landing and activation plans, and holding regional teams accountable to a single, predictable operating standard.
Oversee Channel operating model and process governance and performance management, prioritizing performance metrics, defining and monitoring forward-looking KPIs, and reporting progress to regional and global GCS leadership.
Identify gaps and inconsistencies across regional execution, create coherence across internal and partner-facing motions, and drive timely corrective action.
Execute the Global Channel ROB across all regional OU and SU meetings, ensuring internal business reviews are conducted using Global HQ-provided templates and guidance, and that PDMs adhere to partner-facing MBR and QBR templates and practices as defined by Global HQ.
Manage regional discretionary OPEX, including morale, training, and travel and entertainment, in adherence with company and GCPS policies and practices.
Oversee regional execution of core business operations, including hiring and onboarding, in partnership with people managers and GTA, to ensure the region is staffed and ramped to support partner engagement and business priorities.
Manage headcount administration and the regional resourcing plan, ensuring correct usage of headcount against business priorities.
Oversee regional participation in SME&C quarterly awards. Lead regional and country specific Partner of the year awards aligned to Channel nomination and judging criteria.
Serve as a trusted advisor to the regional channel leader, synthesizing information into insights that inform business decisions and serving as a proxy on operational matters as needed.
Partner with regional Channel Sales Excellence Lead (SEL) in the planning, landing, and operational execution of regional sales operations programs, including Blueprint, territory planning and assignments, and the Master Partner List (MPL), coordinating across regional and sales unit (SU) leads and stakeholders.
Be accountable for end-to-end sales process execution, including tool rigor, scorecard discipline, and the adoption of standardized tools and reporting that reduce manual work and remove execution blockers.
Partner with Sales Excellence, Finance, and corporate teams to align, refine, and continuously improve sales operations planning and execution.
Lead regional landing and execution of global strategic initiatives, including Project Uplift for renewals, operationalizing renewals as a predictable growth system across all partner types.
Drive cross-team projects and transformation efforts that advance CSP as the hero motion and standardize execution for global consistency.
Create clarity on ambiguous, high-impact programs, develop execution plans, and ensure organization-wide implementation across functional disciplines.
Drive alignment across GCS, GCPS, SME&C, Sales Excellence, Finance, and field teams to ensure consistent execution and shared accountability.
Build and cultivate relationships with senior leaders and key partners, creating alignment by providing an objective point of view, synthesizing ideas, and driving to an action plan.
Represent the region in global planning forums, advocating for regional needs that shape operating-model and process decisions.
Lead executive-level communications and business narratives for monthly and quarterly reviews in alignment with the GCPS and SME&C ROB.
Lead and develop the regional Top CSP leads aligned to SSP, telco and distribution partners, building capability, succession, and leadership excellence while managing performance.
Monitor team and organizational health, responding to culture signals and leading culture initiatives (including Diversity & Inclusion, hiring, and Employee Signals) in partnership with regional leadership team and people managers. Ensure regional prioritization and action plans to respond to survey results.
Foster an inclusive culture grounded in Microsoft values, the Ten Inclusive Behaviors, and Model-Coach-Care.
Create clarity, protect team capacity, and ensure prioritization aligns to the highest business impact; champion compliance and a customer-obsessed culture.
Embody our culture and values