SLED ISV Sales Director

Microsoft•Washington, DC

2d•$133,000 - $239,800

About The Position

Microsoft’s SLED (State, Local and Education) ISV Account Team Unit partners with strategic software companies whose solutions extend Microsoft’s platform and help public sector and education customers achieve mission-critical outcomes. The SLED ISV Sales Director leads Microsoft’s strategic engagement with software companies serving state and local government, education, and academic medical center customers across the United States. The role leads account executives and technical strategists to accelerate cloud and AI transformation, grow revenue and consumption, deepen executive relationships, and expand joint market impact through integrated account planning, marketplace, co-sell, and partner-led solutions. The director engages senior ISV executives and aligns their product, go-to-market, and growth strategies to Microsoft Azure, Data and AI, Security, Copilot, agents, and the broader cloud platform. The role establishes a vision for the business, translates it into disciplined execution, and holds teams accountable for measurable customer, partner, and Microsoft outcomes. It also leads the execution of strategic account plans and develops repeatable growth across the ISV ecosystem. Microsoft describes its mission as empowering every person and every organization on the planet to achieve more. Its culture emphasizes growth mindset, innovation, collaboration, respect, integrity, accountability, and inclusion.

Requirements

Master’s degree in Business Administration, Sales, Marketing, Computer Science, Engineering, Business Management, Economics, or a related field and 5+ years of experience in sales, marketing/advertising, managing high-performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations; OR bachelor’s degree in one of these fields and 6+ years of that experience; OR equivalent experience.
2+ years of direct/formal, indirect/informal, and/or project-team people management experience.

Nice To Haves

Master’s degree in Business Administration, Sales, Marketing, or a related field and 8+ years of experience in sales, customer digital transformation, sales management, or leadership; OR bachelor’s degree in Sales, Marketing, or a technology-related field and 12+ years of relevant experience; OR equivalent experience.
4+ years of experience in a global technology company and demonstrated success leading complex, cross-functional sales motions.
4+ years of experience driving sales through partners, including ISV, marketplace, co-sell, cloud consumption, or partner-led go-to-market motions.
Experience leading strategic accounts in the software industry or SLED market, with strong business acumen and executive relationships across product, engineering, sales, and customer organizations.

Responsibilities

Lead and empower the ISV account team to execute a go-to-market strategy across the partner lifecycle, including solution development, marketplace, co-sell, customer adoption, consumption, and renewal.
Help strategic ISVs build differentiated solutions on Microsoft Azure, Data and AI, Security, Copilot, and agentic platforms, with measurable outcomes for the ISV and its SLED customers.
Model executive engagement and build trusted-advisor relationships with C-level, product, engineering, sales, and business leaders.
Connect ISV strategies to Microsoft priorities and create joint plans that expand market reach and customer impact.
Win against competition and achieve targets for billed revenue, Azure consumption, marketplace, solution adoption, and qualified pipeline.
Establish an operating rhythm for forecast accuracy, pipeline creation and progression, deal execution, and account-plan quality.
Coordinate Microsoft sales, technical, engineering, partner, marketing, customer success, and industry teams to remove barriers, accelerate strategic opportunities, and deliver a consistent experience for ISVs and shared customers.
Set a compelling vision, coach for excellence, address performance directly, and develop an inclusive, AI-first team that shares best practices and acts with speed, integrity, and customer focus.
Use ISV, partner, and SLED market expertise to identify growth opportunities, influence product and go-to-market strategy, and scale successful partner solutions across state and local government, education, and academic medical center customers nationwide.