OverviewMonetization 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 organization connects economic strategy, go-to-market design, field and partner adoption, licensing programs, and regulatory considerations so that Microsoft can create durable customer value while operating with commercial clarity and discipline.
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 role operates at the intersection of commercial policy, external engagement, partner experience, digital commerce, and market execution. 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.
ResponsibilitiesPartner and Industry EngagementLead 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 that inform strategy and execution. Build relationships with industry analysts and other key external audiences in collaboration with communications and business leaders.
Partner Launch and ReadinessPrepare 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.
Cloud Partner Programs and PoliciesShape the future of specialized partner offers and the end-to-end processes used to design and operationalize them. Prioritize improvements to partner commerce capabilities by balancing customer and partner needs, business impact, regulatory requirements, engineering capacity, and operational feasibility. Establish clear policies and governance that improve partner program simplicity, integrity, and speed.
Regulatory StrategyPartner with Microsoft's legal and regulatory teams to develop engagement strategies for industry organizations and regulators focused on cloud and partner-market practices. Identify and address sources of regulatory friction, frame clear commercial options for senior decision-makers, and translate regulatory outcomes into practical program, policy, and partner-readiness requirements.
Integrated Partnerships and Channel ExecutionConnect external engagement, partner readiness, program policy, and regulatory strategy into a single portfolio and operating rhythm. Ensure that market narratives, launch plans, commerce priorities, program updates, and regulatory commitments reinforce one another. Surface dependencies and partner impacts early, maintain clear accountability across stakeholders, and move complex priorities from decision through successful market execution.
Leadership Responsibilities- Model, Coach and Care. Lead with manager capabilities to recruit, develop, and retain exceptional talent in line with Microsoft leadership and manager principles.
- 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 to develop strategies that can be implemented at scale.
- Build an inclusive, high-performing team culture with clear accountability, analytical standards, and active attention to talent development and succession.
Other- Embody our Culture and Values
QualificationsRequired/minimum qualifications- 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.
Additional or preferred qualifications- 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.
Business Planning M5 - 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
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
