Cloud & AI (CAIP) Channel Strategy Lead- Agent Builders

Overview

The Global Partner GTM, Programs, & Operations (GPO) organization within GCPS (Global Channel Partner Sales) brings together the go-to-market strategy, programs, and platforms to activate the Partner Channel to accelerate customers transformation with Secure AI and Agents.

The Global GCPS CSA (Cloud Solution Area) strategy team, within GPO, is a team of CSA aligned leaders focused on design and deliver Cloud GTM execution strategy that accelerates CSP partners to deliver customer success while empowering the partner ecosystem. Within this team we are looking for a Cloud & AI (CAIP) Channel Strategy Lead-Agent Builders focused on transforming CSP (Cloud Solution Provider) partners into Agent Builders and Sellers.

The critical strategy for GCPS is to evolve the CSP channel into a partner ecosystem that builds, deploys, operates, and sells AI-powered agents that drive measurable business outcomes. This is a multi-year transformation to create a new generation of partners that can:

• Build custom and industry-specific agents.
• Drive agent adoption and consumption.
• Commercialize agent-based services and IP.
• Scale AI transformation through distributors and CSPs.
• Generate measurable customer business outcomes using Copilot Studio, Foundry, GitHub, and related AI platforms

This position will be responsible for working collaboratively across leaders and stakeholders across the company to build and execute the Partner Activation plan to drive this channel transformation. In addition, you will represent the Agent Builders & Sellers priority as a key stakeholder in MAICPP program planning (Designations, Specializations), partner capacity/training investments, incentive design and shaping the Agentic AI narrative for partners.

As the CAIP Channel strategy lead, you will engage with Product Marketing Groups (PMG), Solution Area GTM teams (CSA), Global Sales and Operations (GS&O) to align priorities, represent Channel Partner insights and lead the development on a global Channel Partner Activation Plan. Your role is to identify opportunities that strengthen partner outcomes, drive investment success, assess messaging, and develop engagement plan across the go-to-market journey to accelerate business outcomes.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

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

• Responsible for the end-to-end partner business planning and activation strategy for CSPs transformation to Agent Builders and Sellers, translating CAIP Business Group (BG) plans and goals into partner execution and growth plans.  
• Set Partner Activation strategy for how we build, nurture, and engage partner ecosystem aligned to Cloud & AI Platform goals. Perform partner planning, define scorecard metrics and key performance indicators (KPIs), and co-design the partner programs and investments, in partnership with Microsoft’s Product Marketing Group (PMG) and other stakeholders 
• Proactively surface and resolve blockers in execution and target achievement by leveraging partner and field feedback, diagnosing systemic gaps, and bringing prioritized asks to the Leadership Team to secure the decisions, resources, or cross-functional alignment required to accelerate outcomes.
• Partner with the GPO Scale team to develop a Digital strategy to engage and nurture partners
• Engage with global and local partners, PDM Managers (PDMM) and field leaders to gather feedback, share actionable insights and design/refine new strategies/programs to drive business growth through partners aligned to cloud strategy and programs 
• Lead partner targeting/recruitment strategy based on partner technical capabilities and sales capacity requirements and partner practice development approach to drive the highest Partner return on investment (ROI) for Microsoft. 
• Partner with finance and operations teams to track business progress and leverage monthly review cadence, KPI reporting and ongoing business improvement 
• Develop and land SME&C field guidance and execution strategy and practices across all partner sales and technical roles  
• Put in place partner listening mechanisms to capture voice of partner. Capture feedback, synthesize and prioritize as an input to Industry engineering and business group plans. 
• Embody our Culture and Value

Qualifications

Required/minimum qualifications

Additional or preferred qualifications

• Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 6+ years experience in Public Cloud product or channel marketing, partner channel development, Partner GTM, or business development, in the technology industry, or a related field OR equivalent experience.
• 5+ years working directly with partner ecosystem, the ability to provide valuable business and technical guidance to them and to secure their commitment to use business solutions
• Business understanding of client AI tools (like Copilot),  Microsoft CAIP technologies and the requirements of building a Agentic practice
• Ability to articulate both business and technical value of Microsoft AI services to senior business and technical decision makers
• Organizational leadership. Ability to influence and drive change management across large organizations, leadership and partners. Extensive experience of leading virtual teams across functions. 
• Passionate, results-driven, and organized approach; with an attention to detail: A self-starter who can create and deliver scalable plans from concept to delivery, including the ability to prioritize and manage multiple projects, effectively driving to measurable results.
• Engagement expertise: Storytelling skills and passion for delighting partners, advocating on their behalf, creating great partner experiences, and understanding the linkage between these experiences and business success
• Executive Relations: The ability to interact confidently with leaders in a highly matrixed organization to present/defend/clarify concerns or issues regarding an existing project, program, or solution. This includes the ability to confidently address difficult questions, handle pushback from a high-level audience, and maintain an executive demeanour while engaging in high-pressure situations
• Problem solving mentality leveraging internal and external resources, conflict resolution, and follow through with partners

Partner Marketing IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 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 $137,600 - $222,600 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.

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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.