Microsoft · 12 hours ago
GM Global Channel Sales, Distribution
United States, Washington, Redmond
Full-time
Hybrid
Director/Executive
$203K/yr - $328K/yr
12+ years expMicrosoft is a leading technology company focused on empowering people and organizations to achieve more through innovative solutions. They are seeking a Global Distribution Channel Sales Leader who will be responsible for driving revenue growth and managing relationships with key global distributors while executing the global distribution strategy in partnership with regional sales teams.
Agentic AIApplication Performance ManagementArtificial Intelligence (AI)Business DevelopmentDevOpsInformation ServicesInformation TechnologyManagement Information SystemsNetwork SecuritySoftware
Responsibilities
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 six‑month execution plans with clear segment and solution area focus
Apply deep market insights and competitive analysis to identify high‑value opportunities and position Microsoft as the leader in AI‑driven 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
Own global revenue performance across key distributors, ensuring forecasting rigor, pipeline discipline, and data‑driven insights
Identify performance risks across segments, markets, and solution areas and drive timely corrective actions
Co‑own 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
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 knowledge‑sharing, structured communications, and field‑ready guidance
Build and maintain executive relationships with global distributors, aligning on multi‑year 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, AI‑forward 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
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 co‑sell, demand generation, and channel marketing to accelerate partner success
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
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
Qualification
Required
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
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
Company
Microsoft
Microsoft is a software corporation that develops, manufactures, licenses, supports, and sells a range of software products and services.
10001+ employees
H1B Sponsorship
Microsoft has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (9192)
2024 (9343)
2023 (7677)
2022 (11403)
2021 (7210)
2020 (7852)
Funding
Current Stage
Public CompanyTotal Funding
$1MKey Investors
Technology Venture Investors
2022-12-09Post Ipo Equity
1986-03-13IPO
1981-09-01Series Unknown· $1M
Leadership Team
Satya Nadella
Chairman and CEO
Vukani Mngxati
Chief Executive Officer - Microsft South Africa
Recent News
2026-01-16
Morningstar.com
2026-01-16
Company data provided by crunchbase