[Hiring] Sales Director @Microsoft

Role Description

Microsoft is seeking an experienced, mission-driven leader to lead our Department of the Navy Account Team Unit (ATU). This leader will be responsible for bringing the breadth of Microsoft together to help the Department accelerate technology adoption and translate innovation into measurable mission outcomes.

The ATU Leader will establish and execute the overall customer strategy across the Department of the Navy, build trusted relationships with senior customer leaders, and orchestrate Microsoft teams, partners, and resources around the Navy's highest-priority missions and transformation initiatives.

This role requires a leader who can operate at the intersection of mission, technology, business, and organizational transformation. The successful candidate will understand how technologies including cloud, AI, data, cybersecurity, collaboration, and edge capabilities can enable mission outcomes and will have the leadership ability to move large organizations from strategy through adoption and value realization.

Responsibilities

• Lead the Department of the Navy transformation strategy
• Develop and execute a multi-year strategy that connects Department of the Navy mission priorities with Microsoft's capabilities and technology portfolio.
• Help customers translate strategic priorities into actionable transformation roadmaps spanning cloud, AI, data, security, productivity, and emerging technologies.
• Look beyond individual opportunities to create an integrated vision for technology adoption, modernization, and enterprise transformation.
• Anticipate changes in mission requirements, technology, policy, acquisition, and the competitive environment, adapting the strategy and Microsoft's engagement accordingly.
• Establish clear priorities and investment areas that align customer mission outcomes with long-term technology adoption.
• Accelerate technology adoption and mission impact
• Drive adoption of Microsoft technology across the Department, helping customers move from experimentation and initial deployment to scaled operational use.
• Identify barriers to adoption and mobilize the appropriate Microsoft, partner, engineering, and services resources to address them.
• Connect technology investments to measurable mission, operational, and organizational outcomes.
• Create repeatable approaches that allow successful innovations to scale across organizations, commands, and missions.
• Build sustained momentum from strategy and technical evaluation through deployment, adoption, consumption, and value realization.
• Build trusted executive relationships
• Develop deep, trusted relationships with senior Department of the Navy mission, operational, technology, acquisition, and business leaders.
• Engage customers around their most important mission challenges, transformation priorities, and desired outcomes.
• Bring Microsoft's leadership, engineering expertise, innovation, and partner ecosystem into strategic customer conversations.
• Establish Microsoft as a trusted, long-term mission and technology partner.
• Navigate complex stakeholder environments and build alignment across operational, technical, acquisition, and executive communities.
• Orchestrate One Microsoft
• Lead a diverse account organization and create a unified strategy across sales, technology, solution, customer success, engineering, services, and partner teams.
• Establish clear priorities, accountability, and operating rhythms while empowering individuals and teams to execute.
• Mobilize resources from across Microsoft around the customer's most important transformation priorities.
• Create alignment across complex, multi-party engagements and ensure teams operate against a common customer strategy and set of outcomes.
• Build partnerships across Microsoft and the broader partner ecosystem to accelerate customer success.
• Lead a high-performing organization
• Create an inclusive, high-accountability culture centered on customer mission success, growth mindset, collaboration, and operational excellence.
• Coach and develop leaders and sellers while attracting, developing, and retaining exceptional talent.
• Create clarity in a complex environment and empower the organization to make decisions and execute with speed.
• Foster technical curiosity and ensure the team continuously develops its understanding of emerging technologies and Department of the Navy missions.
• Build a culture where teams connect their individual responsibilities to broader customer and business outcomes.
• Deliver sustainable business growth
• Own the overall health, growth, and performance of Microsoft's Department of the Navy business.
• Translate customer transformation priorities into long-term business opportunities and durable value for both the customer and Microsoft.
• Maintain disciplined account planning, pipeline management, forecasting, consumption planning, and execution.
• Balance near-term business commitments with the strategic investments required to create sustained customer and Microsoft value.
• Ensure operational rigor, governance, risk management, and accountability across the portfolio.
• Establish a long-term growth strategy that expands Microsoft's relevance across the Department's missions and technology priorities.

Qualifications

• Extensive experience leading complex enterprise, public-sector, technology, consulting, or transformation organizations.
• Demonstrated success building trusted relationships with senior executives and influencing organizations through periods of significant change.
• Experience leading, developing, and inspiring high-performing, cross-functional teams.
• Understanding of enterprise technology and its application to large-scale organizational transformation.
• Demonstrated ability to develop strategy and translate that strategy into execution and measurable outcomes.
• Experience operating across complex stakeholder environments where influence, collaboration, and orchestration are critical to success.
• Demonstrated ability to lead in environments requiring strategic thinking, operational discipline, and execution across multiple priorities.

Requirements

• Bachelor's Degree AND 10+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR Master's Degree AND 9+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR 13+ years experience in working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR equivalent experience.
• 8+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.
• 8+ years experience closing large, complex agreements/deals.

Benefits

• The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 per year.