Distribution Channel Leader

The Global Channel Partner Sales (GCPS) team is a sales organization accountable for the commercial partner business at Microsoft, and the mission is to build and sell Microsoft Cloud applications, services and devices with partners, empowering people, and organizations to achieve more.

This is one of several roles covering the Asia market area, you should already be located and authorized to work in the region and if successful, you would be offered the role in your current location.

As a Channel Disti Leader, you are at the leading front of partner performance in your area! You will bring your tenacious work ethic, your enthusiasm, optimism, and your passion to foster profound growth and change within our channel partner ecosystem. You will leverage your challenger mindset, deep technology industry knowledge, market insights, expert understanding of the competitive landscape, executive presence and best in class interpersonal abilities to grow our robust ecosystem of world class channel partners.

You will deliver the Disti Partner sales strategy and will sponsor executive connections, drive business performance, and maximize partner investments in your area. You will institute a predictable rhythm with partners and key stakeholders to drive sales execution. This opportunity will allow you to accelerate your career growth as you work deeply with highly complex partner organizations building strong relationships in the C-Suite.

• Demonstrated experience in Disti management, sales, business development, or partner channel development in the technology industry or related experience
• Experience supporting the overall strategy and execution of partner performance and sales results for the sales unit, with accountability for FRA, forecast integrity, and translating quantitative and qualitative insights into strategic priorities and plans.
• Leverage market insights and intelligence to continuously assess customer TAM opportunity, competitive dynamics, and risks, and to design targeted proposals to address emerging opportunities and challenges.
• Demonstrate strength engaging senior leaders in the partners’ organization to influence business outcomes, drive alignment on strategy, joint commitments, and priorities as captured in the partner business plan, ensuring mutual accountability for Metrics that Matter, KPIs, and growth execution.
• Proven capability supporting high performing sales teams, implementing a collaborative operating model with Regional OU leaders and their teams, fostering transparent, high-bandwidth engagement to maximize opportunities and insights and role modeling One Microsoft behaviors across the region.

• Accountable for the overall strategy and execution of the Disti performance and sales results for operating unit.
• Deliver sales unit FRA including forecast integrity throughout the FY; evaluate quantitative and qualitative metrics and translate those metrics/results into strategic priorities and plans.
• Continuously assess customer TAM opportunity, competitive dynamics, market insights and intelligence in the design of proposals to address opportunities, challenges and risks.
• Engage CxO leaders as well as partner country managers across the partner ecosystem to drive alignment on strategy, joint commitments and priorities (as documented in the Partner Business Plan) and overall rhythm of the business to ensure mutual commitment and delivery on the Metrics that Matter, KPIs and execution of priorities that deliver growth.
• Execute the Disti plan in the operating unit with consistency; align to overall Top CSP strategy and guidance. Execute the Top SSP plan for the globally and locally managed partners in the operating unit.
• Build a consistent strategy, execution and co-sell plan for all local partners, leveraging the Metrics that Matter, sharing best practices with peers in other sales units. Build a predictable engagement model with in-region partners based on alignment on the PBP, KPIs and strategic priorities, and shared business outcomes.
• Implement a collaborative operating model with the Regional OU leaders and their teams as well as shared services (Tech Team, Partner Marketing Manager, Partner Solution Sales). Create a transparent engagement model between the organizations to ensure the business is maximizing opportunity and insights across the region to deliver optimal results and role model One Microsoft behavior.