Director, Digital Solutions Sales, Microsoft Elevate

Microsoft•Washington, DC

5d•$129,300 - $239,800

About The Position

At Microsoft Elevate, we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. Elevate is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how Microsoft Elevate can be the next step in your career. Together, we are shaping the future of business. Microsoft Elevate is seeking a Director, Digital Solutions Sales to lead a team focused on helping nonprofit, education, and mission-driven organizations accelerate their digital transformation through Microsoft's cloud, AI, and productivity solutions. As a people leader, you will coach and develop a team of Digital Solutions Specialists responsible for driving customer engagement, building pipeline, and delivering solution sales across Microsoft's portfolio. You will bring strategic leadership, sales excellence, and a customer-centric mindset to help organizations achieve their goals through technology while fostering a culture of accountability, growth, and inclusion.

Requirements

Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience.
Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience.
6+ years of solution or services sales experience.
3+ years of people management experience.

Responsibilities

Model, coach, and care for the team by living the culture, embodying values, and practicing leadership principles.
Define team objectives and outcomes, enable success across boundaries, and help the team adapt and learn.
Attract and retain great people, understand individual capabilities and aspirations, and invest in the growth of others.
Participate in strategic planning for assigned territory, review plans via rhythm-of-business (ROB) meetings, and align team plans across departments.
Guide team to align their approach with the sales excellence team and engage with external executives for strategic planning.
Build and transform new markets by leveraging technical and industry expertise, partners, and resources.
Lead a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
Complete required training and obtain relevant product and role certifications; mentor/coach the team on growing knowledge and ensuring training completion.
Oversee the end-to-end business across geographical regions, ensuring sales targets and operational standards are met.
Interact with Corporate leadership and senior-level stakeholders to get support for the team and geographical regions.
Guide the team in whitespace analysis and support identifying potential business in the assigned territory.
Align analysis approach across teams and act as a thought leader validating opinions and perspectives from business analysis.
Lay out customer satisfaction long-term strategies and proactively promote development of deep and influential relationships with client contacts.
Guide the team on ensuring customer/partner satisfaction and facilitate the resolution of sales/delivery issues for strategic accounts.
Establish standards for customer/partner experiences.
Coach the team to collaborate with partners and other internal teams to engage customers and drive consumption.
Lead with technical and industry insights on how to grow customer business and remove blockers to consumption.
Lead the team to develop strategies for driving and closing opportunities and drive implementation and collaboration with the account team.
Lead the team on ways to implement and share close plans to de-risk and drive predictable deal closure.
Guide and orchestrate the team on communicating with customers to understand their business needs or facilitate customer interactions to assess needs.
Provide direction/guidance on the development of solutions across solution areas and support areas.
Help the team create vision for customers and develop plans to drive sales.
Coach the team and/or other teams on identifying and engaging decision makers and stakeholders to expand customer/partner relationships.
Engage C-Suite decision makers to support teams on opportunity discovery and acceleration.
Represent the team internally at Microsoft when engaging other internal stakeholders.
Lead teams to identify and track new opportunities and leverage stakeholders to build pipeline within the territory.
Coach team members on interfacing with prospective customers to build network.
Apply Microsoft's sales process (MSP) to determine opportunity quality and educate customers on addressing their needs.
Bring impactful industry insights into customer engagements and close deals.
Act as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft.
Coach others internally on how to act as a thought leader.
Lead transformational shifts to drive deployment and create business value for customers.
Lead a virtual cross-organizational team on strategic projects and high-impact solution sales deployments.
May lead partner integration into account/territory planning and customer engagements.
Guide the team to build a network of partners to cross-sell, up-sell, and co-sell.
Lead the team to identify new partners, evaluate partner capabilities, and support onboarding new partners.
Facilitate the development of partner strategies and ensure execution.
Provide input and feedback to One Commercial Partner (OCP) on developing partner strategies and consumption plans, and building partner capabilities.
Coach the team to learn about and apply the orchestration model.
Facilitate and lead internal communication and collaboration by identifying resources and removing barriers.
Contribute to the development of the orchestration model.
Support the team on participating in Microsoft events and contribute to setting up events and promoting best practice sharing.
Coach the team on business and market knowledge.
Lead team's internal collaboration to position Microsoft products, solutions, and/or services against competitors.
Act as a thought leader to help the team connect Microsoft solutions to customer business impact.