Director, Regional Channel Partner Marketing

Job description

**Overview** Oversees and leads partner-centered learning across multiple learning channels by driving a team in evaluating internal and external data and reports and through discussions and direct facing with senior-executive level partners, and by generating and leveraging insights and collaborating with the broader virtual team and the most critical stakeholders. Owns and influences solutions strategies/content roadmaps. Owns marketing strategic development to ensure market, channel, partner readiness for new solution/offering launch. Lands and leads the creation of new partner capabilities and opportunities through partner experiences to help provide an advantage and to land key product messages with partners. Advises and aligns partners on good practices as a recognized domain authority and industry expertise. Builds collaborative networks with cross-category and cross-discipline stakeholders to market products and enhance offerings. Uses domain expertise to provide feedback across diverse partners and customers on how products and processes may be improved to simplify product optimizations and workflow or better serve partners/customers or internal stakeholders. Guides team in mapping of accounts with partner solutions and sales plays. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance. **Responsibilities** With a vision to "Build and sell intelligent cloud and intelligent edge solutions 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. The **Global** **GTM, Programs, & Operations** team within GCPS brings together the Go-to-Market strategy, programs, and operations to accelerate growth and improve partner experience across all partner segments. As the **Senior Director, Regional Channel Partner Marketing for Scale Business,** your team will develop joint end-to-end go-to-market plans, aligned to the global Partner Business Plans (PBP) and Strategic Partner Framework (SPF) investment agreements to deliver against the strategy and drive execution with Distributor & Telco partners. These plans will deliver yield for Microsoft Cloud consumption, renewal and upsell revenue and will need to be executed at both the global and regional levels. Your team will be experts on the Microsoft AI Cloud partner program and evangelize the benefits and offerings to drive maximum impact across all Microsoft Cloud Solution Areas. ## Role Purpose Lead Asia’s Scale Partner Marketing strategy and execution across diverse markets, partner models, and levels of maturity. The leader will form a clear Asia point of view, shape global strategy as part of the GPO extended leadership team, and translate strategy into a consistent operating model that delivers relevant local execution at scale through Distributor and Telco partners. ## 5 Critical Differentiators and What Outstanding Looks Like **<1.Asia> market judgment** Understands differences in market maturity, partner economics, customer demand, shifts, and channel models. Forms an evidence-based point of view, distinguishes durable signals from short-term noise, and makes clear choices on what to standardize, localize, accelerate, or stop. **2. Scale-marketing leadership** Defines a global-core, local-edge model: repeatable engines, common milestones, clear ownership, standard assets, and consistent measures, with deliberate localization where it materially improves relevance and outcomes. **3. Distributed people leadership** Brings a small, culturally diverse Asia team together around one operating culture, shared priorities, decision rights, execution standards, and business rhythms. Adapts leadership style without lowering expectations or accountability. **4. Strategic stakeholder leadership** Aligns partner executives, sales, marketing, operations, investments, and global leaders around shared outcomes. Resolves misalignment early, protects the team from fragmented asks, and holds all parties accountable for commitments. **5. Asia-to-Global Influence** Represents Asia with conviction in GPO leadership forums, uses market and execution evidence to shape global engines and investment choices, and translates global direction into an actionable Asia plan. ## Accountabilities **Team Leadership** - Lead a high-performance, cross-functional, diverse, and inclusive team of marketing professionals dedicated to strategic partner marketing with global accountability to: - - Create global GTM plans for a portfolio of channel partners - Focus on driving Scale execution with partners with consistency and leveraging on Global engines to support the outreach - Deliver yield/ROI aligned to expectations for investments - - Execute global marketing campaigns that can be cascaded and leveraged by regional marketing teams - Foster people development with intentional talent retention - Effectively communicate at all levels, from Asia Executives to partner–demonstrating impact and influence across different roles and organizations - Deliver success through empowerment and accountability by modeling, coaching, and caring **Business Leadership** - Understand partner MS ecosystem, partner business models, marketplaces, landscape, customer, and partner opportunities to align strategies for FY27 - Understand MACIPP including capacity, benefits, resource allocation and appropriate resource allocation to Top MPL - Ensure team learns and executes appropriate Segment Conversations and Win Formulas (Level 200) - Assist PMM in leveraging Core investments including enablement, through partner marketing, partner incentives, propensity models, and global engines within the Regional plan to streamline execution and effective usage of partner investments to maximize Return on Investment. - Lead partner GTM execution, voice of partners and asks with insights in appropriate RoB meetings - Engage with top partner executives, understanding and supporting their needs and growth opportunities - Demonstrate operational and marketing excellence and rigor around financial management and business impact reporting - Be a partner advocate. Relentlessly champion the partner and the experiences they have with your team. Be the voice of partners and represent them accordingly when collaborating across the organization and the company. - Leverage marketing and channel expertise to become a thought leader and trusted advisor to your portfolio of partners; engage with CMO-suite of executives within the accounts - Ensure all content aligns with Microsoft brand, privacy, security and compliance requirements. ## Candidate Profile - **Asia leadership:** Demonstrated success leading strategy and execution across multiple Asia markets with different cultures, languages, levels of maturity, partner ecosystems, and business models. - **Scale marketing:** Proven record of operationalizing repeatable partner-led engines through distributors, telcos, resellers, or digital channels, with measurable improvement in business outcomes. - **People management:** Proven experience leading a geographically dispersed, culturally diverse team and creating consistent execution without imposing a one-size-fits-all approach. - **Strategic judgment:** Ability to anticipate market shifts, identify leading indicators, test assumptions, distinguish material signals from noise, and make timely choices under ambiguity. - **Executive influence:** Ability to align and challenge senior partner and internal stakeholders, resolve misalignment, and hold parties accountable in a complex matrix. - **Strategy-to-execution:** Ability to translate strategic intent into priorities, operating mechanisms, investment choices, scorecards, and measurable outcomes. **Qualifications** ## Qualifications : ### Required/minimum qualifications - Bachelor's Degree in Business, Marketing, Business Development, Business Management, Communications, or related field AND 9+ years sales, marketing, or business development experience OR equivalent experience. - 7+ years people management experience. ### Additional or preferred qualifications - Master's Degree in Business Administration, or related field AND 8+ years sales, marketing, technology-based, or business development experience OR Bachelor's Degree in Business, Marketing, Business Development, Business Management, Communications, or related field AND 10+ years sales, marketing, or business development experience OR equivalent experience. - 10+ years in a partner facing role, optimally dealing with a variety of audiences – customers, partners (SI, Advisory, Consulting, Services, ISV), sales or marketing - 10+ years in an operations role, demonstrated experience in managing RoB processes across matrix and worldwide teams - Demonstrated business acumen, knowledge of Microsoft and Partner operating models, and experience of working with Microsoft Partners and with Microsoft customer segment sales teams - Record of accomplishment of executing impactful go-to-market strategies and driving sales acceleration through effective partner engagement - Ability to prepare business and data analysis to understand business performance and identify business risks leveraging published BI - Skill in preparing business communications which enable recipients to easily understand significance, understand action needed, and motivate execution - Critical thinking to challenge existing business processes to identify and determine opportunities for improvement resulting in more efficient and effective operations - Able to work across functional teams and at varying levels from SME to leadership to leverage skills and perspectives to resolve issues and create successful collaboration - Proven ability to create bi-directionally valued relationships with colleagues across organizational and geographically dispersed teams - Organizational Savvy with deep understand of Microsoft and Partner business models, inclusive of current year business priorities, context on pass business models and future partner growth strategies - Familiarity with Microsoft customer and partner sales enablement tools and sales processes providing foundation to understand business blockers/challenges shared by field teams, and implement corrective actions - Able to think strategically, making choices on issues and opportunities to prioritize in both short and longer term ranges Limited travel will be required 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.**](https://careers.microsoft.com/v2/global/en/accessibility.html)