Industry Partner Sales Lead - US Defense Industrial Base - CTJ - Top Secret
About The Position
The Industry Partner Sales Lead for the U.S. Defense Industrial Base is the dedicated Operating Unit-aligned voice of Americas Enterprise Partner Solutions (EPS) and its partners within an Enterprise Operating Unit, and represents the Operating Unit back to EPS. The role embeds partners in the Operating Unit’s strategy and execution plans to accelerate partner-led revenue. It ensures EPS initiatives are implemented effectively, helps the Operating Unit navigate EPS, and brings Operating Unit feedback into EPS programs and motions. The position focuses on three strategic pillars: pipeline and co-selling (60%), Operating Unit partner strategy and planning (30%), and Rhythm of Business and EPS navigation (10%). It drives partner-shared pipeline and co-selling, incorporates partner priorities into account and territory planning, represents partner contributions in business reviews, and translates information and feedback between EPS and the Operating Unit. Success is measured through partner-shared pipeline velocity, partner contribution, Marketplace billed sales, partner-generated opportunities, co-sell pipeline coverage and conversion, and feedback from Operating Unit leadership.
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, 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 successfully verify the stated security clearance before an employment offer, as required for federal government customer requirements.
- Must pass the Microsoft Cloud background check upon hire or transfer and every two years thereafter.
- Must verify U.S. citizenship due to citizenship-based legal restrictions applicable to the government customers supported by the role.
Nice To Haves
- 8+ years of experience in partner, sales, or business development roles in enterprise technology.
- Working experience in the U.S. Defense Industrial Base industry.
- Demonstrated success driving co-sell pipeline and partner-led opportunities at scale.
- Deep familiarity with Microsoft’s commercial sales motion, ATU/STU/CSU structure, and partner ecosystem, including ACME, PACE, PDOC, and Marketplace.
- Direct experience with Marketplace deal motions and complex deal orchestration.
- Ability to orchestrate and influence across matrixed organizations and drive outcomes without direct authority.
- Effective communication and relationship-building skills, including the ability to engage and influence sales leadership and partner executives.
Responsibilities
- Drive high-value inbound Stage 1–3 pipeline at the opportunity level with Account Team Unit and Specialist Team Unit teams.
- Reinforce activation and action on partner inbound pipeline across Account Team Unit, Specialist Team Unit, and Customer Success Unit 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 Operating Unit business challenges or revenue shortfalls and work with EPS to surface suitable partners or create partner motions to accelerate revenue.
- Implement Americas Co-Selling Microsoft Engine co-selling motions with the Operating Unit, ensuring the right partners and sellers are selected and that both sides follow through on discussed opportunities.
- Serve as the Operating Unit point of contact for Co-Sell Days.
- Make partners a first-class objective in Operating Unit 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.
- Provide Operating Unit considerations to EPS planning cycles and embed partner considerations into Operating Unit planning and execution as the EPS conscience.
- Represent EPS and partner contributions in the Operating Unit’s Rhythms of Business, including leader-level monthly business reviews, forecast calls, and pipeline reviews, and work with Operating Unit leadership to increase partner engagement.
- Participate in one to two 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.
- Embody Microsoft’s culture and values.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
