Director, Partnerships & Channel Programs

Monetization Strategy & Licensing (MSL) sits at the center of Microsoft's commercial strategy. MSL is looking to hire a Director, Partnerships & Channel Programs. The organization brings together the teams that shape how Microsoft prices, packages, and monetizes commercial products, alongside the programs, partner motions, and operational frameworks that bring those models to market. MSL's charter is to modernize the commercial engine for an AI- and cloud-led market. The Director, Partnerships & Channel Programs leads the partner engagement, launch readiness, commercial-program policy, and regulatory work required to bring Microsoft's modern commerce strategy to market. The role spans partner communications, readiness for major Cloud Solution Provider launches, program and offer design, and regulatory matters affecting Microsoft's global partner ecosystem. This candidate will lead an experienced team of business planners and translate complex business, policy, and regulatory changes into credible market narratives, partner-ready launches, durable programs, and disciplined execution. The role offers significant opportunity to work with senior leaders and influential external stakeholders.

Responsibilities

Lead engagement with partners on significant commerce changes and Microsoft's broader modernization roadmap; Develop clear communications, anticipate partner and market perspectives, and establish feedback channels; Build relationships with industry analysts and other key external audiences in collaboration with communications and business leaders; Prepare partners for major launches across Microsoft's cloud partner ecosystem, including updates to partner economics, Azure promotions, and other commercial initiatives; Translate complex decisions into clear value propositions and practical action plans; Coordinate communications, training, feedback, and issue resolution throughout launch and adoption; Shape the future of specialized partner offers and the end-to-end processes used to design and operationalize them; Prioritize improvements to partner commerce capabilities; Establish clear policies and governance that improve partner program simplicity, integrity, and speed; Partner with Microsoft's legal and regulatory teams to develop engagement strategies for industry organizations and regulators; Identify and address sources of regulatory friction and frame clear commercial options for senior decision-makers; Connect external engagement, partner readiness, program policy, and regulatory strategy into a single portfolio and operating rhythm; Surface dependencies and partner impacts early and move complex priorities from decision through successful market execution; Lead with manager capabilities to recruit, develop, and retain exceptional talent; Represent the organization's work with senior leaders and build alignment around clear choices, trade-offs, and execution priorities; Partner across product, engineering, finance, field, marketing, operations, Legal, and partner teams; Build an inclusive, high-performing team culture with clear accountability, analytical standards, and attention to talent development and succession

Requirements

Bachelor's Degree in Engineering/Computer Science, Economics, Business, or related field AND 6+ years partner strategy, channel programs, commercial policy, external engagement, business planning, go-to-market, or a related experience; OR equivalent experience

Nice to have

Bachelor's Degree in Engineering/Computer Science, Economics, Business, or related field AND 12+ years partner strategy, channel programs, commercial policy, external engagement, business planning, go-to-market, or a related experience; OR Master's Degree in Business Administration (MBA), or related field AND 8+ years partner strategy, channel programs, commercial policy, external engagement, business planning, go-to-market, or a related experience; OR equivalent experience; 3+ years people management and/or informal/indirect team leadership experience; Experience with indirect and partner-led business models, including distributors, resellers, marketplaces, cloud service providers, or similar ecosystems; Experience launching complex commercial programs, policies, pricing changes, promotions, or digital-commerce capabilities across a large partner ecosystem; Experience developing external narratives and engaging partners, industry analysts, communications stakeholders, or other influential audiences on consequential business changes; Experience working with legal, regulatory, compliance, or public-policy teams to manage external engagements and translate outcomes into practical business actions