Industry Partner Sales Lead - US Defense Industrial Base

Logistics, Sales & Operations · Sales & Business Development · Sales Management · Enterprise Sales

In short

Leads sales efforts within the US Defense Industrial Base for Microsoft's Enterprise Partner Solutions team, focusing on driving partner-led revenue and embedding partners into strategic plans. The role requires a deep understanding of the Microsoft Cloud, sales strategies, and the ability to collaborate effectively across teams and with partners to achieve business objectives.

Responsibilities

Drive high-value inbound pipeline (Stages 1–3) in partnership with Account Team Unit (ATU) and Specialist Team Unit (STU).
Reinforce activation and action on inbound pipeline from partners across ATU, STU, and Customer Success Unit (CSU) teams.
Craft sub-industry partners and partner solutions to expand outbound pipeline sharing and drive strategic Marketplace deals.
Identify business challenges or revenue shortfalls within the OU and work with EPS to surface the right partners or create partner motions to accelerate revenue.
Land Americas Co-Selling Microsoft Engine (ACME) co-selling motions with the OU and ensure follow-through on opportunities.
Serve as the OU’s point of contact for Co-Sell Days.
Revitalize partner as a first-class objective in OU planning and strategic account planning.
Align partner inputs and mapping to OU customer and territory planning.
Apply an OU relevance filter to EPS initiatives before they hit the field.
Inform OU considerations into EPS planning cycles.
Embed partner considerations into OU planning and execution as the “EPS conscience” inside the OU.
Serve as the primary EPS presence in the OU’s Rhythms of Business (MBRs, forecast calls, pipeline reviews).
Participate in 1–2 RevOps meetings per month for the OU.
Operate as a bidirectional translator (EPS ↔ OU), surfacing field feedback and blockers back to EPS leadership.

Requirements

Bachelor's Degree in Business Administration, Computer Science, Engineering, Business Management, or related field AND 6+ years related experience, including coaching solution sales and account development strategies, exceeding quotas by leading sales teams along complex sales cycles through a partner ecosystem and centralized marketing engine, Global, Area-level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, cloud/Infrastructure technologies, and/or subscription services, senior sales leadership, or managing high performance sales and technical-sales teams.
OR equivalent experience.
Must have an active U.S. Government Top Secret Security Clearance.
Must be able to meet Microsoft, customer and/or government security screening requirements.
Must pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.
Must have verification of U.S. citizenship due to citizenship-based legal restrictions.
Must provide clearance verification information prior to an offer of employment.

Desired Qualifications

8+ years in partner, sales, or business development roles in enterprise technology.
Working experience in US Defense Industrial Base industry.
Demonstrated success driving co-sell pipeline and partner-led opportunities at scale.
Deep fluency in Microsoft’s commercial sales motion, ATU/STU/CSU structure, and the partner ecosystem, including but not limited to: ACME, Partner Accelerated Cloud Engineering (PACE), Partner Delivery Orchestration Center (PDOC) and Marketplace.
Direct experience with Marketplace deal motion and complex deal orchestration.
Proven ability to orchestrate and influence across matrixed organizations, effectively driving outcomes without direct authority.
Effective communication and relationship-building skills, with the ability to engage and influence both sales leadership and partner executives.

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.
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

Skills

CloudSalesBusiness DevelopmentCRM

#sales#partner#enterprise#cloud#defense industrial base#microsoft cloud#co-sell

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Company

Microsoft

Job Posted

3 days ago

Employment Type

Full Time

Work mode

Remote

Salary

US$133,000–239,800 · Negotiable

Experience Level

Senior

Locations

United States

Qualification

Bachelor

Applicants

Be an early applicant

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Industry Partner Sales Lead - US Defense Industrial Base

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