Sales Management Director

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Join Microsoft’s US Public Sector Industries DIB Team—where mission meets innovation.

The Defense Industrial Base (DIB) Operating Unit (OU) is a newly formed team with a bold 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 will directly manage and accelerate strategic and major DIB accounts across MCAPS Americas, while also enabling growth across other OUs. We’re building new relationships, transforming legacy operations, and helping our customers modernize with confidence.

We are seeking an innovative Sales Management Director to join our team.

As a Sales Management Director you will be the Account Team Support (ATS) Manager and experienced Technical Sales Leader, you will lead a team of Account technology strategists to design and drive advanced technology initiatives for DIB customers, enhancing National Security through the Defense Industrial Base. In this role, you will cultivate a community of DIB Account Technology Strategists acting as account 'CTOs' who orchestrate technical strategy across Microsoft’s three clouds, enabling scalable deployment and support. You’ll also foster cross-functional collaboration with defense, intelligence, and Federal technical sales teams to maximize Microsoft revenue and customer satisfaction. This position offers career growth as part of a high-performing team that develops, owns, and closes complex opportunities in partnership with account teams—while also serving as the voice of the customer to Microsoft engineering, ensuring delivery on key commitments such as compliance, service availability and parity enabling customer innovation and IT optimization.

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.

Required Qualifications:

• Bachelor's Degree in Business Administration, Sales, Marketing, or related field AND 8+ years experience in sales, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations

  • OR Master's Degree in Business Administration, Sales, Marketing, or related field AND 7+ years experience in sales, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations

  • OR equivalent experience.

• 3+ years direct/formal people management experience with demonstrated performance leading cross-functional teams and managing organizational resources.
• Minimum of 7+ years of business development or sales experience

Other Requirements

• Cloud Screening: Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis.
• 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 customers 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.

Preferred Qualifications:

• Willing to obtain a United States Security Clearance

• Understanding of and experience navigating the Defense Acquisition Process.
• Bachelor's Degree in Business Administration, Sales, Marketing, or related field AND 10+ years experience in sales, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations

  • OR Master's Degree in Business Administration, Sales, Marketing, or related field AND 6+ years experience in sales, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations

  • OR equivalent experience.

• 5+ years experience leading teams and/or managers in a Sales organization.

• 5+ years direct/formal people management experience.

Sales Management M5 - 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

Microsoft will accept applications for the role until June 24, 2025.

• Strategic Vision & Alignment: Define long-term goals and expectations for ATSs to ensure consistent execution of Account Strategy Envisioning sessions. These sessions must yield validated customer objectives, a deep understanding of the Customer Technology Landscape, and technology portfolio transformation via Business AI, Cloud & AI Infrastructure, and Security Plan.
• Customer Enterprise Architecture & Portfolio Alignment: Ensure ATSs align customer technology portfolios with Microsoft’s platform roadmaps and deliver scalable enterprise architecture patterns using both Microsoft and partner solutions.
• Customer-Centric Planning: Lead business planning beyond fiscal boundaries, ensuring clarity in execution strategies that meet both Microsoft and customer objectives.
• Model, Coach, Care: Embody Microsoft’s values and leadership principles. Clearly define team outcomes, enable cross-boundary success, and foster adaptability and Invest in individual growth, understand aspirations, and retain top talent.
• Drive Cross-Functional Collaboration: Empower collaboration across ATU, STU, CSU, and Federal technical sales teams to drive strategic initiatives and maximize Microsoft opportunity across Federal and DIB teams.
• Culture & Inclusion: Foster a culture of inclusion, mentorship, and bold goal achievement, inspiring teams to stay engaged and customer-focused.
• Execution & Accountability: Ensure customer value realization and satisfaction through successful ATS creation and execution of execution of Business AI, transformation plans through Enterprise Architecture and PMO engagements.
• Customer Engagement & Innovation: Ensure the ATS role is leading customer engagements that drive successful platform modernization for internal DIB workloads as well as co-development and mission capture motions and ensure the voice of the customer to Microsoft product marketing and engineering to ensure delivery on commitments like service availability, parity and compliance enabling customer innovation and IT optimization.
• Market Leadership: Represent Microsoft as a thought leader in the DIB space, leveraging industry expertise to identify new opportunities and influence customer strategies.
• Other
  • Embody our culture and values