Director of Partner Activation & Sales Strategy Enablement for AI Business Solutions & Security
Microsoft
Global Channel Partner Sales (GCPS) vision is to build and sell intelligent cloud, AI and agentic solutions with partners, empowering people and organizations to achieve more.
The Global Partner GTM, Programs, & Operations (GGPO) organization within GPS brings together the go-to-market strategy, programs, and platforms to accelerate growth and improve partner experience across all partner segments.
As the Director of Partner Activation & Sales Strategy Enablement for AI Business Solutions & Security, you will lead the launch of all new and updated products/services in this solution area including Microsoft Defender, Microsoft Entra ID, Microsoft Purview, Microsoft Sentinel, and other security, compliance, and identity solutions. You own end-to-end accountability of the AI Business Solutions partner strategy including planning and executing each launch, orchestrating across senior leaders and teams—Product engineering (Office 365, Dynamics 365, Power Platform, etc.), AIBS product marketing, business planning, operations, SME&C solution area leaders and teams, and across GCPS—Planning & Investments, GGPO and Global Channel Sales—to ensure partners and internal roles are fully enabled, aligned, and activated for success.
You will manage the launch calendar for AI Business Solutions, ensuring each launch has clear objectives and readiness milestones. A critical part of this role is collaborating across leadership and your team to shape compelling partner value propositions and “win” formulas that clearly demonstrate how partners can build growing, profitable businesses while delivering customer success. By driving a seamless, well-coordinated partner go-to-market motion from initial planning through sales activation, you accelerate partner success and fuel Microsoft’s cloud growth.
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
Key Focus Areas & Responsibilities:
- Launch Planning & Management: Own the end-to-end launch program for the AI Business Solutions solution area, including managing the launch timeline/calendar and translating product launch plans into clear partner activation plans with defined milestones and outcomes. Ensure each new offering has a comprehensive partner readiness plan from pre-release through General Availability.
- Internal Orchestration: Coordinate across internal stakeholders (e.g. engineering, AIBS product marketing, business planning, operations, SME&C solution area teams) to align launch goals and deliverables. You are the AIBS Partner Strategy leader, driving cross-functional teams to execute their parts on time and resolving any roadblocks, so that all launch elements (training, bill of materials, tools, investments and programmatic capabilities) arrive together for partners.
- Internal Partner Sales Enablement: Ensure internal partner-facing teams are prepared for each launch. Provide programmatic enablement for all POD operating model roles including Partner Development Managers, Partner Marketing Managers, Partner Solution Specialist, Partner Solution Architects, etc. via training, guidance, and playbooks. By launch, these roles know how to identify target partners, coach them on the AI Business Solutions offerings, and support them in early customer engagements.
- Partner Readiness & Activation: Drive partner readiness for new Cloud & AI launches by delivering the necessary training and content. Lead creation of partner-facing launch materials (kits, decks, FAQs, demo scripts, etc.) with respective organizational leaders and promote awareness through webinars or community calls. Ensure the partner value proposition is clearly defined and that partners understand how to position, license, and sell the offering to customers.
- Licensing & Program Alignment: Ensure each new offer is aligned to the proper licensing vehicles and partner programs. Work with commercial licensing leaders so that the product can be transacted seamlessly via Enterprise Agreements, Microsoft Azure Consumption Commitment (MACC), Cloud Solution Provider (CSP) channel, etc., with any necessary pricing or SKU setup in place. In parallel, coordinate with the Planning & Investments and MAICPP program teams to adjust partner incentives, enablement or program requirements so that partners are motivated and rewarded for selling the new solution. This ensures partners have both the operational means and financial drivers to drive the launch.
- Solution Strategy Leader: Represent the end-to-end Partner AI Business Solutions strategy and execution in senior leader forums including rhythm of the business and fiscal year planning while influencing the commercial strategy to ensure it is representative of the partner business strategy and key metrics.
- Feedback & Continuous Improvement: Monitor partner engagement and performance during and after each launch and drive a feedback loop for improvement. Gather input from partners and internal teams on what’s working and what isn’t (e.g. readiness gaps, licensing friction, customer uptake). Track key success metrics (e.g. # of partners trained, partner-led deals, consumption growth) and report progress to senior leaders. Use insights and market research to recommend changes – whether updating training content, refining the value prop, or influencing the product roadmap – to improve partner outcomes and incorporate lessons learned into future launch plans.
Other
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.
Additional or preferred qualifications
- Partner Ecosystem Expertise: 5+ years of experience working with partners or customers in a services or enablement capacity. This could include managing security partners, delivering consulting services, or technical pre-sales in security. You understand the business models for security partners (such as managed security service providers, security consultancies) and what they need to sell and deliver security solutions (training, tools, support).
- Cross-Functional Leadership: Proven ability to lead cross-functional teams and drive complex initiatives in a matrixed environment. You can align leaders and stakeholders across different groups (engineering, marketing, sales) around a common plan and push projects to completion without formal authority. Strong project management skills to manage multiple workstreams and deadlines.
- Technical & Domain Knowledge: Understanding of cybersecurity concepts and enterprise security needs. Familiarity with key domains like identity & access management, threat protection (endpoint/security software), cloud security, SIEM/SOAR, compliance and data protection. Hands-on knowledge of Microsoft’s security portfolio (e.g. Azure AD/Entra ID, Microsoft Defender, Sentinel, Purview) or comparable products from major competitors is highly preferred. You should be able to credibly discuss security challenges (zero trust, threat landscape, compliance requirements) and how solutions address them.
- Licensing Acumen: Good knowledge of enterprise software licensing and channels – including Microsoft’s EA and CSP programs (and related models like MACC). Able to navigate how solutions are sold and billed, and conversant in how partners earn revenue (margins, incentives) so you can ensure launches align with these frameworks.
- Communication & Influence: Excellent executive communicator with effective presentation skills. Capable of producing clear, concise guidance for leaders of our partners and internal teams. Able to influence and negotiate with senior stakeholders (internal and external), and to inspire enthusiasm in partner communities.
- Experience in Microsoft Ecosystem: Prior experience working at Microsoft, or within Microsoft’s partner ecosystem (e.g. at a Microsoft partner company or on Microsoft partner programs) is advantageous. It will help you navigate internal processes and understand available partner resources (programs, incentives) more quickly.
- Change Leadership: Demonstrated ability to drive organizational change or roll out new initiatives across a broad audience including senior leaders to individual contributors. For example, experience leading the adoption of a new program or tool among sales or partner teams.
- Market Insight: Understanding of the competitive cloud and AI landscape (AWS, Google, etc.) and current industry trends. This helps in crafting differentiated partner strategies and value propositions.
- Growth Mindset: Entrepreneurial, innovative thinker who is always looking for creative ways to enable and accelerate partner growth. Embraces continuous learning and adaptation, given the rapid evolution of Microsoft’s products and programs.
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
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.