Senior Director, Operating Unit Partner Sales, Americas

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.

Transform the future of partner-led growth at Microsoft. We are looking to hire a Senior Director, Operating Unit (OU) Partner Sales, Americas to lead and manage the team and strategy of  our OU Partner Sales Leads to embed partners into the growth strategy of every Americas Enterprise OU. In this highly visible leadership role, you 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. You will ensure 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.

Pillar 1 — Lead & Develop the Team

• Partners with OU leadership to align this team to the OU’s highest-priority growth ambitions, with clear mutual accountability for scope agreement and expectation-setting on where the team will drive strategic leverage versus where execution must be scaled within the OU. Establishes the team as a strategic asset that helps unlock partner-led growth—not an extension of OU execution capacity.
• Delivers success through empowerment and accountability by modeling, coaching, and caring; creates clarity for the organization through twice-yearly Connect conversations, documented development plans, skilling assessments, and career discussion.
• Builds and sustains a high-performing, thriving team culture using Signals results, CPE insights, team performance to targets, and career progression indicators to identify actions, remove blockers, and provide feedback to core teams.
• Attracts, retains, and develops diverse talent; fills open roles within target hiring timelines based on geography, maintains a documented succession plan for direct reports, and refreshes succession readiness quarterly.
• Creates time and space for personal and team skilling, Learning Days, onboarding engagement, and high-quality bi-weekly minimum 1:1 coaching conversations.
• Actively advances diversity and inclusion by mentoring diverse employees inside and outside Americas EPS, 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 (Stages 1–3) 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 to position Microsoft at the center of the customer landscape. 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 from Stage 2 to Stage 3, partner contribution rates, and Microsoft commercial marketplace billed sales performance.

• Work with the OU Leader to embed partner as a first-class element of OU planning across the Americas — not a bolt-on.
• 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.

• 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.

Other Requirements

This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.​

Additional or Preferred Qualifications

• 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.

Segment Management M6 - The typical base pay range for this role across the U.S. is USD $158,400 - $243,000 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 $202,000 - $267,000 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 consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.