Senior Director, US Channels Leader

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.

As the Senior Director, US Channels Leader, you will drive the strategy for US led Channel Partners for Microsoft’s end-to-end solution stack. Your mission is to achieve SME&C’s US CSP revenue goals by steering business and GTM execution while leading field enablement and readiness. You will collaborate with WW, Sales, Marketing, Tech & Customer Success to accelerate partner engagement, skilling, and overall partner health. Additionally, you will ensure strong regional alignment and execution across the Americas, igniting partner technical and product passion to transform customers through the power of AI.

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.

• Co-Develop, execute and implement solution plays based that will drive sales engagement, orchestration and acceleration of the business aligned to the US SME&C Partner business objectives and growth priorities.
• Facilitate and lead internal communication and collaboration to identifying resources, removing barriers, and addressing program-related issues and risks, escalating as needed to ensure on-strategy tracking towards the business’ commitments and goals.
• Continually monitor program progress and areas for improvement for the US Market. Establish a rhythm of business to report on key metric performance, ensure partner success and incremental goals.
• Address program-related issues and risks, escalating as needed to ensure strategy is tracking toward commitments and goals.
• Engage with senior leadership, to ensure program alignment, joint success and opportunity targeting.
• Leverage proven CSP Partner success, best practices, targeting, engagement and tooling to build US sales execution that is repeatable, scalable and an investable growth engine.
• Foster continuous improvement and help propel the innovation flywheel within program execution to maximize cost efficiencies and increase ROI.
• Identify partner recruit and expansion of line of business opportunities within the partner population to drive targeted campaigns and deliver exceptional partner participation.
• Collaborate and partner closely with the Global Channels organization, Microsoft Business Planning, Marketing, SE&O, and GPS teams on go to market opportunities and execution to accelerate US opportunities and provide to leverage expertise to shape the future.

· Ability to interact with Business and Technical leadership across various partner types with varying conversations ranging from level 100 to 300 in Managed Services and Hosting.

· Partner closely with other PDM & PSS managers to foster knowledge of the US Market inspiring how to successfully build and scale agreements that exceed growth targets while attainable for the partner.

· Provide guidance to Telco, Hosting and other specialized partner type resources to continue to accelerate growth and transformation within those partner ecosystems.

· Experience with channel sales motions for Microsoft’s core Solution Areas: Business Solutions, Azure, & Security. Be able to identify partner AI opportunities and integration points that bridge their business goals/aspirations with Microsoft’s vision of AI as the next key enabler for innovation and growth. · Embody Microsoft Culture and Values, contributing to organizational health in the areas of trust, inclusion. diversity and delivering success through empowerment and accountability by:

• Modeling - Live our culture; Embody our values; Practice our leadership principles.
• Coaching - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
• Caring - Attract and retain great people; understand individual’s capabilities and aspirations; Invest in the growth of others.

Required/minimum qualifications

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

Additional or preferred qualifications 

• 12+ years of experience working across Solution Sales Provider (SSP), Distributor, Managed Service Provider (MSP), Hosting Provider, Telecommunications (Telco), and Systems Integrator partner channels, with deep expertise in the U.S. partner ecosystem
• Blend of business acumen and technical expertise with ability to be comfortable interacting with C-level business decision makers in parallel with Solution Architects and Technical Development Managers(TDMs) to advance Microsoft conversations.
• Microsoft Modern Work or Azure Certifications
• Experience influencing and supporting larger Partners, Distributors, Hosters, and/or Telcos across the US partner channel with C-level relationships.
• Extensive knowledge of Cloud Solution Provider (CSP) incentive programs and the broader partner ecosystem, with the ability to assess and benchmark competitive incentive structures across the industry

Partner Development Management M6 - The typical base pay range for this role across the U.S. is USD $158,400 - $243,000 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 $202,000 - $267,000 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.