Sales Director - CTJ - Top Secret

Microsoft•Reston, VA

8d•$133,000 - $222,700

About The Position

Microsoft is seeking an experienced, mission-driven leader to lead its Department of the Navy Account Team Unit (ATU). The leader will set and execute the overall customer strategy across the Department of the Navy, build trusted relationships with senior customer leaders, and coordinate Microsoft teams, partners, and resources around Navy and Marine Corps mission priorities and transformation initiatives. The role connects mission, technology, business, and organizational transformation, using capabilities such as cloud, AI, data, cybersecurity, collaboration, and edge technology to help the Department advance its missions and achieve measurable outcomes. The leader will develop a multi-year transformation strategy and actionable roadmaps; drive technology adoption from experimentation through scaled operational use and value realization; and align technology investments with mission, operational, and organizational results. They will lead a diverse account organization, create alignment across Microsoft and partner teams, and cultivate a high-performing, inclusive, accountable culture. The role also owns the health, growth, and performance of Microsoft's Department of the Navy business, including account planning, pipeline management, forecasting, consumption planning, governance, risk management, and execution. Candidates must hold an active U.S. Government Top Secret security clearance and meet applicable Microsoft, customer, and government screening requirements. The role requires verification of U.S. citizenship and successful completion of the Microsoft Cloud background check upon hire or transfer and every two years thereafter. The position is open for at least five days, with applications accepted until it is filled. The typical annual base pay range is $133,000–$222,700 across the U.S.; the range for the San Francisco Bay Area and New York City metropolitan area is $170,300–$239,800. Certain roles may be eligible for benefits and other compensation.

Requirements

Bachelor's degree and 10+ years of experience working in an industry and/or driving digital transformation; or master's degree and 9+ years of such experience; or 13+ years of such experience; or equivalent experience.
8+ years of experience making recommendations to and/or collaborating with mid-to-senior-level executives.
8+ years of experience closing large, complex agreements or deals.
Active U.S. Government Top Secret Security Clearance.
Ability to meet Microsoft, customer, and/or government security screening requirements, including the Microsoft Cloud background check upon hire or transfer and every two years thereafter.
U.S. citizenship, subject to verification due to citizenship-based legal restrictions.
Extensive experience leading complex enterprise, public-sector, technology, consulting, or transformation organizations.
Demonstrated success building trusted senior-executive relationships and influencing organizations through significant change.
Experience leading, developing, and inspiring high-performing cross-functional teams.
Understanding of enterprise technology and its application to large-scale organizational transformation.
Demonstrated ability to develop strategy and translate it into execution and measurable outcomes.
Experience operating across complex stakeholder environments where influence, collaboration, and orchestration are critical.
Ability to lead in environments requiring strategic thinking, operational discipline, and execution across multiple priorities.

Nice To Haves

Bachelor's degree and 13+ years of experience working in an industry and/or driving digital transformation; or master's degree and 11+ years of such experience; or equivalent experience.
1+ year of people management experience.
Experience working with the Department of the Navy, Department of Defense, U.S. Federal Government, or similarly complex regulated organizations.
Understanding of Navy and Marine Corps missions, organizational structures, acquisition processes, and technology priorities.
Experience leading cloud, AI, cybersecurity, data, digital transformation, or enterprise modernization initiatives.
Experience managing large, complex customer portfolios and multi-year strategic relationships.
Ability to operate effectively across technical, operational, acquisition, business, and executive audiences.
Experience translating emerging technologies into practical mission and organizational outcomes.

Responsibilities

Develop and execute a multi-year strategy connecting Department of the Navy mission priorities with Microsoft's capabilities and technology portfolio.
Translate customer priorities into transformation roadmaps spanning cloud, AI, data, security, productivity, and emerging technologies.
Anticipate changes in mission requirements, technology, policy, acquisition, and competition, and adapt Microsoft's strategy and engagement accordingly.
Drive adoption of Microsoft technology from experimentation and initial deployment to scaled operational use.
Identify adoption barriers and mobilize Microsoft, partner, engineering, and services resources to address them.
Connect technology investments to measurable mission, operational, and organizational outcomes, and scale successful innovations across organizations, commands, and missions.
Build trusted relationships with senior Department of the Navy mission, operational, technology, acquisition, and business leaders.
Bring Microsoft's leadership, engineering expertise, innovation, and partner ecosystem into strategic customer conversations.
Lead a diverse account organization and unify sales, technology, solution, customer success, engineering, services, and partner teams around common priorities and outcomes.
Establish team priorities, accountability, and operating rhythms while empowering teams to execute.
Build an inclusive, high-accountability culture centered on customer mission success, growth mindset, collaboration, and operational excellence.
Coach and develop leaders and sellers, and attract, develop, and retain talent.
Own the health, growth, and performance of Microsoft's Department of the Navy business.
Maintain disciplined account planning, pipeline management, forecasting, consumption planning, and execution.
Balance near-term commitments with strategic investments; ensure operational rigor, governance, risk management, and accountability across the portfolio.
Establish a long-term growth strategy that expands Microsoft's relevance across Department of the Navy missions and technology priorities.