GM Global Channel Sales, Distribution

Microsoft•Redmond, WA

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) 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.

Requirements

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.

Nice To Haves

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