Industry Partner Sales Lead - US Federal - CTJ - Top Secret
About The Position
The Industry Partner Sales Lead - US Federal is the dedicated Operating Unit-aligned voice of Americas Enterprise Partner Solutions (EPS) and its partners within an Enterprise Operating Unit, and represents the OU within EPS. The role embeds partners into OU strategy and execution to accelerate revenue, ensures EPS initiatives are effectively adopted, helps OU teams navigate EPS to achieve partner-led outcomes, and provides OU feedback to shape EPS programs and motions. The position focuses on three strategic pillars: pipeline and co-sell (60%), OU-partner strategy and planning (30%), and Rhythm of Business (RoB) and EPS navigation (10%). Success is assessed through partner-shared pipeline progression, partner contribution and Marketplace sales, partner-generated opportunities, inbound co-sell coverage and conversion, and feedback from OU leadership. The role also embodies Microsoft’s culture and values.
Requirements
- Bachelor’s degree in Business Administration, Computer Science, Engineering, Business Management, or a related field and 6+ years of related experience, or equivalent experience.
- Related experience must include coaching solution sales and account development strategies; exceeding quotas by leading sales teams through complex sales cycles using a partner ecosystem and centralized marketing engine; global or area-level business management as a leader of sales, customer, or partner teams selling technology solutions or developing practices, cloud or infrastructure technologies, and/or subscription services; senior sales leadership; or managing high-performance sales and technical-sales teams.
- Must have an active U.S. Government Top Secret Security Clearance and be able to meet Microsoft, customer, and/or government security screening requirements.
- Must successfully verify the stated security clearance before an offer of employment.
- Must pass the Microsoft Cloud background check upon hire or transfer and every two years thereafter.
- Must verify U.S. citizenship, as required for the role’s support of U.S. government agency customers and applicable citizenship-based restrictions.
- Ability to drive outcomes and influence across matrixed organizations without direct authority.
- Effective communication and relationship-building skills to engage and influence sales leadership and partner executives.
Nice To Haves
- 8+ years in partner, sales, or business development roles in enterprise technology.
- Working experience in FED.
- 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 partner ecosystem, including ACME, Partner Accelerated Cloud Engineering (PACE), Partner Delivery Orchestration Center (PDOC), and Marketplace.
- Direct experience with Marketplace deal motions and complex deal orchestration.
Responsibilities
- Drive high-value inbound Stage 1–3 pipeline opportunities in partnership with Account Team Unit (ATU) and Specialist Team Unit (STU).
- Reinforce activation and action on partner inbound pipeline across ATU, STU, and Customer Success Unit (CSU) teams, including opportunities for partner acceleration, renewals, or sub-industry motions.
- Identify appropriate sub-industry partners and partner solutions to expand outbound pipeline sharing beyond association, drive strategic Marketplace deals, and enable sellers to execute independently at scale.
- Identify OU business challenges or revenue shortfalls and work with EPS to surface suitable 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 by sellers and partners on discussed opportunities.
- Ensure appropriate partners and sellers are selected for ACME co-selling motions and follow-through occurs; the GTM team owns and runs ACME.
- Serve as the OU point of contact for Co-Sell Days.
- Make partner participation a first-class objective in OU planning and strategic account planning.
- Align partner inputs and mapping with OU customer and territory planning.
- Apply an OU relevance filter to EPS initiatives before they reach the field.
- Inform EPS planning cycles with OU considerations.
- Embed partner considerations into OU planning and execution as the EPS conscience within the OU.
- Represent EPS in OU Rhythms of Business, including leader-level MBRs, forecast calls, and pipeline reviews, and work with the OU leadership team to increase partner engagement.
- Participate in 1–2 OU RevOps meetings per month to represent partner contribution and share relevant EPS programs and levers.
- Translate between EPS and the OU by surfacing field feedback and blockers to EPS leadership to inform strategy and program design.
- Embody Microsoft’s culture and values.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
