Industry Partner Sales Lead - US Federal - CTJ - Top Secret

[[JD_HEADING:Overview The Americas Enterprise]]

Partner Solutions (EPS) team is a sales organization accountable for the commercial partner business at Microsoft, and the mission is to build and sell Microsoft Cloud applications, and services with partners, empowering people, and organizations to achieve more.

The Industry Partner Sales

Lead - US Federal (FED) is the dedicated Operating Unit (OU) aligned voice of EPS and partners inside an Enterprise Operating Unit (OU), and the voice of the OU back inside EPS. The primary focus of the role is to ensure that partner is embedded into the strategy, and execution plans of the OU to accelerate revenue with partners.

The role ensures key EPS initiatives land effectively in the OU, that the OU can seamlessly navigate EPS to drive partner-led business outcomes, and that EPS programs and motions are shaped by real OU feedback.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more, and we’re dedicated to this mission across every aspect of our company. Our culture is centered on embracing a growth mindset and encouraging teams and leaders to bring their best each day. Join us and help shape the future of the world.

Responsibilities

Scope & Key Responsibilities

Scope is organized around the three strategic pillars that define the Industry Partner Sales Lead role:

Pillar 1 — Pipeline & Co-Sell (60%)

• 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 inbound pipeline from partners across ATU, STU, and Customer Success Unit (CSU) teams and opportunity for partner acceleration, renewals, or sub-industry motions.
• Craft the right sub-industry partners and partner solutions to expand outbound pipeline sharing beyond association, while driving strategic Marketplace deals and enabling sellers to execute independently at scale.
• Identify business challenges or revenue shortfalls within the OU and work with EPS to surface the right partners or create partner motions to accelerate revenue.
• Land Americas Co-Selling Microsoft Engine (ACME) co-selling motions with the OU and ensure follow-through on opportunities discussed from both seller and partner sides (ACME is owned/run by the GTM team; the Sales Lead ensures the right partners and sellers are chosen and that follow-through happens).
• Serve as the OU’s point of contact for Co-Sell Days.

Pillar 2 — OU-Partner Strategy & Planning (30%)

• Revitalize partner as a first-class objective in OU planning and strategic account planning (not a bolt-on).
• Align partner inputs and mapping to OU customer and territory planning.
• Apply an OU relevance filter to EPS initiatives before they hit the field.
• Inform OU considerations into EPS planning cycles.
• Embed partner considerations into OU planning and execution as the “EPS conscience” inside the OU.

Pillar 3 — Rhythm of Business (RoB) & EPS Navigation (10%)

• Serve as the primary EPS presence in the OU’s Rhythms of Business — take part at the leader level in MBRs, forecast calls, and pipeline reviews to represent partner contribution and partner with the OU LT to increase partner engagement.
• Participate in 1–2 RevOps meetings per month for the OU to represent partner contribution and share relevant EPS programs and levers.
• Operate as a bidirectional translator (EPS ↔ OU): surface field feedback and blockers back to EPS leadership to inform strategy and program design.

Critical Indicators of Success

• Partner-shared Stage 2 → Stage 3 pipeline velocity in the assigned OU.
• Partner contribution % and trending within the OU.
• Marketplace Billed Sales and trending within the OU.
• Net new revenue opportunities generated with partners within the OU.
• Inbound co-sell pipeline coverage and conversion (Stages 1–3).
• Feedback from OU LT on the Sales Lead’s contribution to the OU business.

Other:

• Embody our company's Culture https://careers.microsoft.com/v2/global/en/culture and Values https://www.microsoft.com/en-us/about .

Qualifications

Required/minimum qualifications

• Bachelor's Degree in Business Administration, Computer Science, Engineering, Business Management, or related field AND 6+ years related experience, including 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, senior sales leadership, or managing high performance sales and technical-sales teams
• OR equivalent experience.

Other Requirements

Security Clearance Requirements: Candidates must be able to meet Microsoft, customer and/or government security screening requirements as required for this role. These requirements include, but are not limited to the following specialized security screenings:

• The successful candidate must have an active U.S. Government Top Secret Security Clearance. Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. Failure to maintain or obtain the appropriate clearance and/or customer screening requirements may result in employment action up to and including termination.
• Clearance Verification: This position requires successful verification of the stated security clearance to meet federal government customer requirements. You will be asked to provide clearance verification information prior to an offer of employment.
• Microsoft Cloud Background Check : This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.
• 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 government agency customer and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government Clearance.

Additional or preferred qualifications

• 8+ years in partner, sales, or business development roles in enterprise technology.
• Working experience in FED.
• 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 the partner ecosystem, including but not limited to: 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, effectively driving outcomes without direct authority.
• Effective communication and relationship-building skills, with the ability to engage and influence both sales leadership and partner executives.

Segment Management IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consi