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Security Channel Strategy Lead

Microsoft· Partner Marketing
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Redmond, WA$106.4k - $203.6kfull-timePosted 3w ago

About the role

Lead the GCPS Strategy and GTM Win Formula for Security GTM priorities, defining and mainstreaming partner incentives, programs, sales strategy and resources to support Microsoft’s Security offers. Collaborate across GCPS Sales, Partner Marketing, GS&O, SME&C and other stakeholders to translate strategy into actionable plans across markets.

Responsibilities

  • Responsible for the end-to-end partner business planning and strategy for Microsoft Security GTM priorities assigned to translate Business Group plans and goals into partner execution and growth plans.
  • Integrating high impact partner motions into CSA team’s go-to-market motions, in collaboration with field leaders in Sales and Sales Execution and Operations.
  • Set strategy for how we build, nurture, and engage partner ecosystem aligned to Solution Area. Perform partner planning, define scorecard metrics and KPIs, and co-design the partner programs and investments with manager, team, and in partnership with Microsoft’s Product Marketing Group (PMG) and other stakeholders.
  • Proactively surface and resolve blockers to strategy execution and target achievement by leveraging partner and field feedback, diagnosing systemic gaps, and bringing prioritized asks to the Senior Leadership Team to secure the decisions, resources, or cross-functional alignment required to accelerate outcomes.
  • Engage with global and local partners, partner development managers (PDM) and field sellers 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 ROI for Microsoft.
  • Define partner value propositions and lead the development of partner messaging and positioning frameworks
  • 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
  • Perform scorecard and KPI analysis as data driven approach to draw trending, learning and insight. Engage with SME&C Worldwide and field personnel to proactively identify data driven business insights from monthly performance and effectiveness of the strategy and execution, as well as action plans to drive ongoing improvement across all partner GTM levers (recruit, build, GTM, sell-with, etc.)
  • 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.

Qualifications

  • Bachelor's Degree in Business, Marketing, Business Development, Business Management, Communications, or related field AND 5+ years sales, marketing, or business development experience OR equivalent experience.
  • 5+ years experience in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
  • 3+ 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 Microsoft Security technologies and the work that partners do to develop, build-upon, and extend cloud solutions
  • Extensive experience in Product Management and/or audience marketing, including the creation of strategic marketing initiatives, differentiated value propositions, and impactful messaging that drives customer engagement and business outcomes.
  • Ability to articulate both business and technical value of Microsoft cloud services to senior business and technical decision makers
  • Demonstrated track record of creating repeatable best practices on demand generation and awareness campaigns, workshops, metrics, and sales readiness
  • Passionate, results-driven, and organized approach; self-starter who can create and deliver scalable plans from concept to delivery, including prioritization and multi-project management
  • Ability to work cross-team in ambiguous and changing environments, in a highly matrixed organization, and lead program v-teams or workstreams
  • Engagement expertise in storytelling and partner delight, advocating on their behalf and linking experiences to business success
  • Experience proposing, creating, and managing executive-level proposals and presentations
  • Executive Relations: ability to build credibility and engage with executives in a matrixed organization; strong presentation, influencing, and executive presence in high-pressure environments

Skills

Required:GTM strategyPartner program designStakeholder collaboration

Benefits

  • Benefits and other compensation are context-specific; see company pay information linked in the job description.
Last updated Oct 1, 2026. Interested? Apply on the company site.

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