Industry Partner Sales Lead - US State, Local & Education Industry
About The Position
The Industry Partner Sales Lead for the US State, Local & Education (SLED) industry is the dedicated Operating Unit-aligned voice of Americas Enterprise Partner Solutions (EPS) and partners inside an 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-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 role focuses on three strategic pillars: Pipeline & Co-Sell (60%), OU-Partner Strategy & Planning (30%), and Rhythm of Business & EPS Navigation (10%). Success is measured through partner-shared Stage 2-to-Stage 3 pipeline velocity, partner contribution, Marketplace Billed Sales, partner-generated net-new revenue opportunities, inbound co-sell pipeline coverage and conversion, and feedback from Operating Unit leadership. Microsoft describes its mission as empowering every person and organization to achieve more, with a culture centered on a growth mindset and teams and leaders bringing their best each day.
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 involving 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 management of high-performance sales and technical-sales teams.
Nice To Haves
- 8+ years in partner, sales, or business development roles in enterprise technology.
- Working experience in SLED.
- 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, including the ability to engage and influence sales leadership and partner executives.
Responsibilities
- Drive high-value inbound pipeline (Stages 1–3) 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, identifying opportunities for partner acceleration, renewals, or sub-industry motions.
- Select 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 surface suitable partners or create partner motions to 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.
- Serve as the Operating Unit’s 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.
- Inform EPS planning cycles with Operating Unit considerations.
- Embed partner considerations into Operating Unit planning and execution as the “EPS conscience” inside the Operating Unit.
- Represent EPS and partner contributions in Operating Unit rhythms of business, including leader-level MBRs, forecast calls, and pipeline reviews, and partner with the Operating Unit leadership team to increase partner engagement.
- Participate in 1–2 Operating Unit RevOps meetings per month to represent partner contributions 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
