Director of Cybersecurity Startups

Microsoft • ,

16h • $130,900 - $272,300

About The Position

The Director of Cybersecurity Startups leads the commercial development of a defined portfolio of startups in the cybersecurity industry within Microsoft for Startups. The role uses industry expertise and market research to develop an investment thesis that guides startup recruiting, and helps portfolio companies advance through enterprise customer access, account-team orchestration, co-selling, and marketplace execution. It coaches founders on go-to-market execution and Microsoft engagement models, and transitions startups to managed sales coverage when they are mature enough for field sellers to scale their Azure consumed revenue. The Director also represents Microsoft for Startups across the investor, partner, and industry ecosystem.

Microsoft Customer and Partner Solutions (MCAPS)-Core brings product, engineering, marketing, sales, customer success, and partners together to accelerate customer outcomes and business growth. Worldwide Enterprise Partner Sales co-builds and co-sells Microsoft solutions and services with global Enterprise partners. Microsoft for Startups works with venture capitalists, accelerators, and startup leaders to help promising startups use Microsoft's resources and global B2B market reach.

Microsoft's mission is to empower every person and every organization on the planet to achieve more. Employees are expected to bring a growth mindset, innovate, collaborate, and uphold respect, integrity, and accountability in an inclusive culture.

Requirements

• Bachelor's degree in Business, Liberal Arts, Sciences, or a related field and 10+ years of relevant work experience, or equivalent experience.
• Relevant work experience may include investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, or software development.

Nice To Haves

• Bachelor's degree in Business, Liberal Arts, Sciences, or a related field and 12+ years of relevant work experience, or equivalent experience.
• Master's or advanced degree in Business, Sciences, or a related field and 10+ years of relevant work experience, or equivalent experience.
• 8+ years of experience in the technology industry or in a technical role such as IT or Engineering.

Responsibilities

• Develop an industry investment thesis based on industry expertise and market research to guide Recruit team targeting toward startups most likely to scale.
• Orchestrate with Microsoft account teams and field leadership to generate qualified enterprise customer access and pipeline for portfolio startups.
• Drive co-sell and marketplace execution with founders and account teams, converting pipeline into transactable opportunities and marketplace billed sales.
• Coach portfolio startups on go-to-market execution and Microsoft engagement models to accelerate commercial maturity and readiness for managed coverage.
• Transition startups into managed sales coverage when they reach the maturity at which field sellers can scale their Azure consumed revenue.
• Build and sustain relationships across the venture capital, partner, and industry ecosystem to generate qualified referrals into the Recruit motion.
• Serve as the industry subject matter expert for Microsoft for Startups, advise account teams, customer executives, and founders, and represent the portfolio externally at industry and ecosystem events.

What This Job Offers

• Job Type: Full-time
• Career Level: Director