GM Channel Sales Americas

Role Summary

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 partnerled motions.

As part of Global Channel Sales (GCS) within GCPS, the Americas Channel Leader plays a pivotal role in accelerating SME&C growth and market share across AI Business Solutions, Cloud & AI Platforms, and Security. This leader delivers impact through Cloud Solution Provider (CSP) acceleration, cosell precision, and rigorous performance accountability.

In this role, you will define and execute the Americas channel strategy across the partner ecosystem-spanning distributors, CSP partners, ISVs, SI partners, and resellers. You will lead managers and multiple teams to scale execution through our POD operating model, drive digital and AI transformation, and ensure Microsoft products, programs, and value propositions reach customers effectively and consistently across all markets. You will work closely with regional SMEs, segment leaders, and field teams to operationalize channel growth, remove execution blockers, and ensure a predictable rhythm of the business (ROB) across partners and internal stakeholders.

The successful leader will combine deep partner acumen, ecosystem orchestration, and a strong ability to influence across senior levels. You will engage directly with CSuite leaders, shape longrange strategy, and build organizational capability to meet the dynamic needs of customers and partners. This role requires a transformational leader who models Microsoft values, fosters inclusion through the Ten Inclusive Behaviors, and scales a culture grounded in growth mindset and shared success.

1. Regional Strategy Development & Execution

• Define and own the Americas channel strategy aligned to GCPS and SME&C priorities, including CSP acceleration, cloud consumption, and AI growth.
• Translate global frameworks for partner coverage, segmentation, incentives, and enablement into regionally actionable plans.
• Lead annual strategy planning and semiannual execution reviews with clear solution area alignment and measurable outcomes.
• Apply deep market insights and competitive analysis to identify growth opportunities and position Microsoft as the leader in AIdriven partner innovation
• Influence investment decisions by combining global strategy with local insights to drive segment, industry, and partner prioritization.
• Build strategic narratives that drive clarity, alignment, and execution across the Americas field and partner ecosystem.

2. Business Management & Revenue Performance

• Own revenue performance across the Americas partner ecosystem, ensuring forecasting rigor, pipeline management excellence, and actionable insights.
• Identify risks across markets, segments, and partner types and drive timely crossorganizational corrective actions.
• Coown transformational "Big Bets" that accelerate channel modernization and improve RFY and cloud adoption outcomes.
• Craft executive insights and narratives for monthly and quarterly business reviews with both partners and the internal organization (e.g. MBRs, QBRs, EBCs) in alignment with overall GCPS and SME&C rhythm of the business (ROB).

3. Ecosystem Orchestration & One Microsoft Leadership

• Lead orchestration across diverse partner types (CSPs, distributors, SIs, ISVs) ensuring clarity of roles, resource allocation, and optimal engagement.
• Drive alignment with crossfunctional teams across GCS, GCPS, and SME&C to optimize customer lifetime value through acquisition, retention, and growth strategies.
• Seek new opportunities for ecosystem collaboration, triage gaps, and create coherence across internal and external engagements.
• Represent the voice of customers and partners into product teams, influencing engineering, programs, and roadmaps.

4. Partner Leadership & Ecosystem Development

• Build and maintain executivelevel relationships with top partners, driving multiyear strategic alignment and accountability.
• Coach teams to apply strong stakeholder engagement strategies and elevate CSuite interactions across the region.
• Strengthen channel capability through adoption of the Microsoft AI Cloud Partner Program, Marketplace models, incentives, and skilling frameworks.
• Guide partners through digital and AI transformation to increase cloud consumption and solution area performance.
• Assess partner health, readiness, and capacity to ensure a balanced, highperformance ecosystem.

5. Program Management & Governance

• Ensure consistent execution of global partner programs, incentive structures, readiness programs, and performance management frameworks.
• Oversee annual planning and QBRs with key partners to ensure alignment, accountability, predictability, and measurable results.
• Embed best practices in cosell, demand generation, and channel marketing to accelerate partner success.

6. CrossFunctional Leadership & Enterprise Influence

• Drive crossorganizational clarity by engaging senior leaders across field, finance, operations, engineering, marketing, and product groups.
• Represent the Americas partner ecosystem in global planning forums, advocating for needs that shape SME&C, segment, and CSA priorities.
• Drive operational excellence across all execution motions and ensure resource alignment to highpriority opportunities.

7. People Leadership & Culture

• Lead and develop managers and teams across the region, building capability, succession planning, and leadership excellence.
• Foster an inclusive culture grounded in Microsoft's Ten Inclusive Behaviors, ModelCoachCare, and organizational health.
• Create clarity for teams, protect capacity, and ensure prioritization aligns with the highest business impact.
• Coach teams on strategic thinking, stakeholder engagement, orchestration excellence, and partnerled transformation.
• Champion compliance, Microsoft values, and a customerobsessed culture.

Required / Minimum Qualifications

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

Preferred Qualifications

• Master's Degree in Business Administration, Business Science, or STEM discipline AND 14+ years relevant experience OR equivalent.
• 12+ years of people leadership experience, including global or multiregion teams.
• SME in CSP incentive models and competitive partner economics.
• Demonstrated experience developing and executing multiregion or global channel sales strategy with direct revenue accountability.
• Deep expertise working with CSuite stakeholders internally and externally.
• Proven ability to build collaborative operating models, scale execution, and lead complex crossorganizational initiatives.
• Ability to influence senior executives, drive strategic alignment, and shape joint commitments.
• Ability to travel 20-40%

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.