Senior Director, Operating Unit Partner Sales, Americas

Microsoft•,

4d•$158,400 - $267,000•Remote

About The Position

The Americas Enterprise Partner Solutions (EPS) team is a sales organization accountable for the commercial partner business at Microsoft. The mission is to build and sell Microsoft Cloud applications and services with partners, empowering people and organizations to achieve more. This role leads and manages the team and strategy of OU Partner Sales Leads to embed partners into the growth strategy of every Americas Enterprise OU. The individual will drive strategic growth through partner adoption, create new revenue opportunities, accelerate cloud consumption, and help customers realize greater value through Microsoft and partner innovation. This role ensures partner adoption becomes a growth accelerator, unlocks net-new revenue opportunities, drives faster Azure Cloud Revenue (ACR), and orchestrates Microsoft at the center of each customer’s landscape through integrated Microsoft and third-party solutions. The Senior Director will lead and manage a team of Partner Sales leaders, serving as the strategic bridge between Enterprise Partner Solutions (EPS) and Operating Unit leadership, aligning priorities, executing key initiatives, and translating field insights into impactful partner strategies, programs, and motions. The role will land key EPS initiatives through an OU-relevant lens and enable OUs to navigate EPS seamlessly to drive partner-led business outcomes. Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees, we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Requirements

Bachelor's Degree in Business Administration, Computer Science, Engineering, Business Management, or related field AND 8+ years related experience, including senior sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, exceeding quotas by leading sales teams along complex sales cycles through a partner ecosystem and centralized marketing engine, Global, Area-level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, cloud/infrastructure technologies, and/or subscription services OR equivalent experience.
Authorization to work in the United States that does not now or in the future require employer sponsorship.
10+ years in partner, sales, or business development in enterprise technology.
3+ years managing teams.
5+ years managing people and performance.
BA/BS degree in business, science or technology fields.
Track record building and scaling partner-facing or sales orchestration teams in a matrixed environment.
Deep fluency in Microsoft’s commercial sales motion, OU operating model, ATU/STU/CSU structure, and partner ecosystem (including ACME, Marketplace, PACE, PDOC).
Direct experience governing Marketplace deal motion and complex deal orchestration.
Proven ability to influence senior OU and EPS leadership and to operate as a credible peer to OU GMs.
Experience in strategic planning and operational rigor, and effective executive communication skills.

Responsibilities

Lead and manage a team of Partner Sales leaders, serving as the strategic bridge between Enterprise Partner Solutions (EPS) and Operating Unit leadership.
Align the team to the OU’s highest-priority growth ambitions, with clear mutual accountability for scope agreement and expectation-setting.
Establish the team as a strategic asset that helps unlock partner-led growth.
Deliver success through empowerment and accountability by modeling, coaching, and caring; create clarity for the organization through Connect conversations, documented development plans, skilling assessments, and career discussions.
Build and sustain a high-performing, thriving team culture using Signals results, CPE insights, team performance to targets, and career progression indicators.
Attract, retain, and develop diverse talent; fill open roles within target hiring timelines, maintain a documented succession plan for direct reports, and refresh succession readiness quarterly.
Create time and space for personal and team skilling, Learning Days, onboarding engagement, and high-quality bi-weekly minimum 1:1 coaching conversations.
Actively advance diversity and inclusion by mentoring diverse employees, leading external panels with partners, practicing allyship, seeking diverse perspectives, and incorporating feedback into team and partner engagement practices.
Coach and develop the team to create strategies that accelerate high-value inbound pipeline opportunities in partnership with Account Team Unit (ATU) and Specialist Team Unit (STU) leadership.
Govern outbound pipeline sharing, partner matching, net-new revenue generation, and Microsoft commercial marketplace deal execution across Operating Units (OUs).
Integrate the partner ecosystem into strategic customer planning and Rhythm of Business (ROB) processes.
Drive partner-led solutions that accelerate opportunity creation, increase Azure Consumed Revenue (ACR), expand marketplace adoption, and support future Microsoft Azure Consumption Commitment (MACC) renewals and growth opportunities.
Co-own strategy and execution for Co-Sell Days across the Americas, ensuring ACME co-selling motions are implemented consistently across OUs.
Partner with Go-to-Market (GTM) teams while ensuring effective partner and seller selection, coordination, and follow-through.
Govern team engagement with Industry Solutions Delivery (ISD) Account Executives (AEs) to drive effective partner selection and execution through established governance processes.
Establish performance metrics, dashboards, and ROB reviews to monitor partner-shared pipeline progression, partner contribution rates, and Microsoft commercial marketplace billed sales performance.
Embed partner as a first-class element of OU planning across the Americas.
Ensure partner inputs and mapping inform OU customer and territory planning consistently across all covered OUs.
Apply and enforce an OU relevance filter on EPS initiatives before they reach the field.
Represent OU considerations into EPS strategy and planning cycles at a leadership level.
Serve as a senior EPS presence in OU leadership ROBs (MBRs, forecast calls, pipeline reviews) where team-level engagement needs to be escalated.
Operate as the escalation point and senior bidirectional translator (EPS ↔ OU).
Set and manage expectations between OU leadership and EPS counterparts.