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 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.

2. Business Management & Revenue Performance

• 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.

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 connectio