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 the Enterprise Operating Unit, and the voice of the Operating Unit within EPS. The role embeds partners into the Operating Unit’s strategy and execution plans to accelerate partner revenue, helps EPS initiatives land effectively in the Operating Unit, enables the Operating Unit to navigate EPS and drive partner-led outcomes, and brings Operating Unit feedback into EPS programs and motions. The role focuses on pipeline and co-selling, Operating Unit partner strategy and planning, and participation in the Operating Unit’s Rhythm of Business. It works across account, specialist, customer success, partner, and sales leadership teams to develop partner-led opportunities and improve partner contribution. The position requires an active U.S. Government Top Secret security clearance, verification of U.S. citizenship, and passing the Microsoft Cloud background check upon hire or transfer and every two years thereafter.
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.
- Experience coaching solution sales and account development strategies and exceeding quotas by leading sales teams through complex sales cycles involving a partner ecosystem and centralized marketing engine.
- Experience in 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 management of high-performing 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 provide clearance verification information before an offer of employment and successfully verify the stated clearance for federal government customer requirements.
- Must pass the Microsoft Cloud background check upon hire or transfer and every two years thereafter.
- U.S. citizenship is required and will be verified through a valid passport, other approved documents, or verified U.S. government clearance.
- Ability to maintain or obtain the appropriate security clearance and customer screening requirements.
Nice To Haves
- 8+ years in partner, sales, or business development roles in enterprise technology.
- Working experience in the federal sector.
- 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 motion and complex deal orchestration.
- Proven ability to orchestrate and influence across matrixed organizations and drive outcomes without direct authority.
- Effective communication and relationship-building skills, with the ability to engage and influence sales leadership and partner executives.
Responsibilities
- Drive high-value inbound Stage 1–3 pipeline at the opportunity level 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 relevant 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 Operating Unit business challenges or revenue shortfalls and work with EPS to identify partners or create partner motions that accelerate revenue.
- Land Americas Co-Selling Microsoft Engine (ACME) co-selling motions with the Operating Unit 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 Operating Unit’s point of contact for Co-Sell Days.
- Make partner a first-class objective in Operating Unit planning and strategic account planning.
- Align partner inputs and mapping with Operating Unit customer and territory planning.
- Apply an Operating Unit relevance filter to EPS initiatives before they reach the field.
- Inform EPS planning cycles with Operating Unit considerations.
- Embed partner considerations into Operating Unit planning and execution as the EPS conscience within the Operating Unit.
- Represent EPS and partner contribution in Operating Unit Rhythms of Business, including leader-level MBRs, forecast calls, and pipeline reviews, and work with the Operating Unit leadership team to increase partner engagement.
- Participate in 1–2 Operating Unit RevOps meetings per month to represent partner contribution and share relevant EPS programs and levers.
- Translate between EPS and the Operating Unit by surfacing field feedback and blockers to EPS leadership to inform strategy and program design.
- Contribute to the company’s culture and values.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
