Security Sales Mgr, Defense Industrial Base

Microsoft

About The Position

Join Microsoft’s US Public Sector Industries DIB Team – where mission meets innovation. The Defense Industrial Base (DIB) Operating Unit (OU) has a mission: to consolidate, simplify, and accelerate Microsoft’s presence across the DIB landscape. This expansive network includes over 100,000 organizations specializing in manufacturing, aviation, cybersecurity, and more – all united in their support of all Federal Agencies, including the U.S. Department of Defense and other mission‑based intelligence and civilian organizations. Our team is dedicated to empowering these commercial contractors throughout their digital transformation journey from envisioning new possibilities to delivering secure, scalable solutions that drive mission outcomes, elevate customer experience, and fuel Microsoft’s growth. The DIB OU directly manages and accelerates strategic and major DIB accounts across MCAPS Americas, while also enabling growth across other OUs and SME&C. We’re building new relationships, transforming legacy operations, and helping our customers modernize with confidence. The DIB OU is currently looking for a passionate Security Sales Manager with deep industry and Microsoft solution understanding to lead a team, driving and orchestrating security‑led deals across multiple stakeholder groups, including partners. In this role, you will be a senior sales leader working with strategic DIB customers to advance Microsoft Security adoption. You will lead a virtual team of technical, partner, marketing, and engineering resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for Security workloads across your accounts.

Requirements

Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management OR equivalent experience.
Citizenship & Citizenship Verification: This position requires verification of U.S. citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States governments agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet these legal requirements, citizenship will be verified via a valid passport.
Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.

Nice To Haves

Ability to obtain and maintain a United States Security Clearance.
9+ years technology‑related sales or account management experience.
3+ years people management experience.
6+ years solution or services sales experience.
Experience with Microsoft Security solutions such as M365 Defender, Defender for Cloud, or Sentinel.
Industry certifications such as CISSP, CCSP, or equivalent.
Experience with cloud security architectures such as Zero Trust, cloud security posture management, or cloud workload protection.

Responsibilities

People Management
Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
Model – Live our culture; embody our values; practice our leadership principles.
Coach – Define team objectives and outcomes; enable success across boundaries; help the team adapt and learn.
Care – Attract and retain great people; understand each individual’s capabilities and aspirations; invest in the growth of others.
Sales Execution
Bring impactful industry insights into customer engagements and function as a thought leader in digital transformation across Security solution areas.
Lead transformational shifts to drive deployment of Microsoft Security solutions and create measurable business and mission value for customers.
Lead virtual cross‑organizational teams on strategic projects and high‑impact solution sales deployments.
Guide teams in identifying and tracking new opportunities and building pipeline within the territory.
Engage C‑Suite decision makers to support opportunity discovery and acceleration.
Lead development and execution of strategies to drive and close prioritized opportunities.
Scaling and Collaboration
Guide teams to build and manage a network of partners to cross‑sell and up-sell Security solutions.
Facilitate partner strategy development and execution.
Lead internal communication and collaboration through the orchestration model to remove barriers to deal execution.
Technical Expertise
Function as Microsoft’s spokesperson at external events and provide subject matter expertise on Security workloads.
Lead team collaboration to position Microsoft Security solutions against competitors.
Coach teams on business and market knowledge relevant to security modernization initiatives across DIB customers.
Sales Excellence
Build and transform new markets by leveraging technical and industry expertise, partners, and internal resources.
Guide teams in whitespace analysis to identify high‑potential opportunities within the assigned territory.
Participate in strategic planning through Rhythm of Business (ROB).
Oversee end‑to‑end business ensuring teams meet sales targets and operational standards.