Vice President, Channel Ecosystem & Sales Development

About This Opportunity

Our talent team is representing a confidential cloud infrastructure organization in a search for a Vice President, Channel Ecosystem & Sales Development. This is a remote role based in the United States, reporting to the Chief Revenue Officer.

Our client is a fast-growing SaaS platform deeply integrated with the Microsoft partner ecosystem. They are looking for a senior executive who can build and scale a world-class partner network that drives revenue growth, expands market reach, and strengthens strategic technology alliances.

Responsibilities

Within your first 12 months, you will be accountable for:

• Delivering measurable growth in Microsoft-sourced and Microsoft-influenced pipeline and annual recurring revenue
• Establishing repeatable partner-led sales motions across VARs, MSPs, GSIs, distributors, and cloud consultancies
• Growing marketplace revenue contribution and expanding presence in Microsoft commercial marketplace
• Building executive relationships across Microsoft's field sales, partner, Azure, marketplace, and executive organizations
• Recruiting and developing a high-performing ecosystem sales and alliances team

Ecosystem Sales Strategy:

• Own the Microsoft ecosystem sales strategy and the executive relationships that support it
• Expand influence within Microsoft field sales, partner, Azure, marketplace, and executive organizations
• Drive co-sell motions, marketplace growth, joint solutions, and field engagement programs

Partner-Led Growth:

• Develop and execute partner-led growth strategies that drive measurable ARR contribution
• Build strategic relationships with influential VARs, MSPs, GSIs, distributors, cloud consultancies, and technology partners
• Identify and operationalize alliance opportunities that increase market awareness and create scalable demand
• Create repeatable motions that allow partners to source, influence, and close revenue

Cross-Functional Leadership:

• Partner with Sales, Marketing, Product, Customer Success, and Executive Leadership to align ecosystem strategy to company priorities
• Establish ecosystem performance metrics and executive reporting that make impact visible and measurable

Team Leadership:

• Recruit, develop, and lead a high-performing ecosystem sales team and sales alliance organization
• Set clear goals, scorecards, and operating cadence that drive consistent execution and accountability

What We're Looking For

Required Experience:

• 15+ years of leadership experience in partner sales, channel development, partner ecosystems, and alliance management
• Deep Microsoft ecosystem experience, including co-sell, marketplace, Azure, and Microsoft partner programs
• Demonstrated success creating revenue through strategic partnerships
• Experience with enterprise software, SaaS, cloud infrastructure, virtualization, or adjacent technologies
• Data-driven operator capable of building scalable programs and measuring ecosystem impact
• Proven ability to align multiple partner types around a common growth strategy

Executive Skills:

• Strong executive presence with ability to influence C-level stakeholders internally and externally
• Track record of building consensus across complex internal and external stakeholder groups
• Builder mindset with understanding that growth is ecosystem-led

Preferred Background:

• Former Microsoft Global Sales or Microsoft Worldwide Partner Organization experience focused on co-sell, partner sales, Azure, or Windows Client
• Leadership experience at major cloud platforms, virtualization providers, or similar ecosystem-driven organizations
• Track record of transforming partner ecosystems into strategic growth engines

Success Metrics:

• Microsoft-sourced and Microsoft-influenced pipeline growth
• Partner-sourced ARR
• Marketplace revenue contribution
• Strategic alliance-generated opportunities
• Revenue growth in active ecosystem partners
• Executive relationship expansion across Microsoft and key alliance partners

Travel: This role requires significant travel across Microsoft offices, partner events, customer engagements, and industry forums.

How We Work With You

When you apply through Get A Job.ai, a member of our recruiting team will review your profile and contact you if there is a potential match. We will conduct an initial screening conversation to understand your background, career goals, and fit for this role.

If we move forward together, we will submit your candidacy directly to our client and coordinate all interviews and communications. Please do not contact the client organization directly, as all inquiries must come through our recruiting process to be considered.

Our team is here to guide you through every step—from application through offer negotiation.

Pay

Compensation details will be discussed during the screening process based on experience and qualifications. Our client offers a competitive base salary, incentive plan, stock options, comprehensive health and welfare benefits, life and disability coverage, retirement plan, and unlimited flexible paid time off.

Equal Opportunity

Get A Job.ai is committed to diverse and inclusive hiring practices. We do not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.