Microsoft's mission is to empower every person and every organization on the planet to achieve more-and we have an unparalleled opportunity to bring this mission to life in the AI Business Solutions organization. Our culture is centered on embracing a growth mindset, inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
We are looking for a Director, Business Architect - Channel Strategy to lead our global go-to-market (GTM) strategy for the Cloud Solution Provider (CSP) Channel, driving growth across all customer segments. This role will require a mix of channel strategy, partner ecosystem development, GTM orchestration, and tight alignment with engineering, field sales, and marketing teams. You will beMI uniquely positioned to drive scalable change across the entire AI Business Solutions team, playing a leadership role in accelerating Microsoft's SME&C Growth priorities. The successful candidate will have high executive visibility, ownership of strategic initiatives, and the opportunity to define how the next generation of Microsoft Modern Work and Business Applications are delivered through CSP partners.
To be successful, you must be able to function at an executive level, building and orchestrating the GTM strategy across all relevant sales channels, growing new customer acquisition, expansion, and upsell motions through CSP. This will require the formulation of both long-term business strategies and month-to-month execution plans aligned with SME&C priorities, delivering revenue and customer growth through CSP partners. You will collaborate with a broad set of cross-functional teams within Microsoft Customer and Partner Solutions (MCAPS), Product Marketing, Business Planning, Finance, and Business Development.
As part of the Commercial Solutions Areas (CSA) GTM team for AI Business Solutions you will cover AI Workforce and AI Business Process solutions to drive our global CSP GTM strategy through partners and digital engines. This role will develop, land, and refine GTM models, innovating how we acquire, engage, and grow customers, enabling scale through CSP with strategies, sales methodology, integrated sales and marketing campaigns, and programs.
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.
Responsibilities
Develop and lead the CSP GTM strategy?for SME&C Corporate, aligning with Modern Work and Business Applications priorities.
Formulate execution models?that drive partner-led growth across managed services, AI-based GTM experiences, and new routes to market.
Collaborate with cross-functional teams?including Corporate GTM leads, Finance, Business Planning, and Field Sales to ensure strategic alignment and operational excellence.
Design and implement partner programs?that support new business acquisition, customer retention, and upsell motions through CSP.
Drive partner preference and enablement?for selling Microsoft MW & Business Applications via CSP, including training, incentives, and marketing support.
Innovate GTM experiences?using AI and digital engines to scale partner engagement and customer acquisition.
Monitor performance metrics and KPIs?to assess impact, identify gaps, and implement course corrections.
Represent CSP business needs?in leadership forums, influencing product roadmap and business model evolution.
Champion inclusive culture and values, fostering collaboration and growth mindset across internal and partner teams.
Define and develop the GTM strategy for CSP channel growth in SME&C:
Blueprint and capacity planning.
Sales model design, role orchestration, and sales motions
Incentives and compensation.
Engage and influence corporate and field stakeholders to drive alignment across GTM levers:
Business model.
Marketing strategy and collateral.
Product roadmap.
Partner strategy.
Innovate and design new sales motions and strategies to reach new and existing customers through CSP.
Represent business and technical needs/feedback in key leadership forums with engineering and business leaders.
Ensure the right metrics and Key Performance Indicators (KPIs) are in place to measure progress and implement course corrections.
Embody our culture and values.
Qualifications
Required/minimum qualifications
Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field OR equivalent experience.
6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
3+ years of experience in partner sales, partner development, or Cloud Solution Provider (CSP) go-to-market (GTM).
Additional or preferred qualifications
Master's Degree in Business Administration or related field AND 5+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience OR Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience OR equivalent experience.
Prior experience in working in small and medium enterprise segments, experience in crafting partner incentives and licensing terms for partners
5+ years of experience in partner sales, partner development, or Cloud Solution Provider (CSP) go-to-market (GTM).
Ability to understand strategic implications of change, train cross-functional teams, and lead efforts to overcome barriers and achieve results.
Sales Strategy Enablement IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 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 $165,600 - $272,300 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
Microsoft will accept applications for the role until September 27, 2025.
Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .
