Director of Public Sector Startups
About The Position
The Director of Public Sector Startups is accountable for the commercial development of a defined industry portfolio of startups within Microsoft for Startups. Drawing on industry expertise and market research, the role develops the investment thesis that guides Recruit team targeting, generates qualified enterprise customer access through account team orchestration, and drives co-sell and marketplace execution with founders. The role advances startups to the maturity at which they transition into managed sales coverage and represents Microsoft for Startups across the investor, partner, and industry ecosystem. Microsoft Customer and Partner Solutions (MCAPS)-Core accelerates customer outcomes and business growth by uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission. 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 support promising startups and help them leverage Microsoft resources and global B2B market reach. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. Employees bring a growth mindset, innovate to empower others, and collaborate toward shared goals, building on values of respect, integrity, and accountability and fostering a culture of inclusion.
Requirements
- Bachelor’s degree in Business, Liberal Arts, Sciences, or a related field and 10+ years of relevant work experience, or equivalent experience.
- Relevant experience may include investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, or software development.
- 8+ years of experience in the technology industry or in a technical role, such as IT or Engineering.
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.
Responsibilities
- Develop the industry investment thesis, using industry expertise and market research to guide Recruit team targeting toward startups with the highest propensity 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, advising account teams, customer executives, and founders, and representing the portfolio externally at industry and ecosystem events.
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What This Job Offers
Job Type
Full-time
Career Level
Director
