Overview
Microsofts mission is to empower every person and every organization on the planet to achieve more - and the AI era is rewriting what "more" can mean. As enterprises evolve into Frontier Firms where people and AI agents work side by side, our partner ecosystem is the engine that turns that ambition into deployed, revenue-generating reality at scale.
We are looking for a Partner Solution Sales (PSS) Director to lead our Security business in the Corporate segment. The Security solution area spans the workloads that protect customers end to end - Microsoft Defender (XDR) threat protection, Microsoft Sentinel (SIEM/SOAR) and modern security operations, Microsoft Entra identity and access management, Microsoft Purview data security and compliance, Microsoft Intune endpoint management, and Security Copilot, which brings AI to the defenders side.
In this role you will lead, coach, and develop a team of Partner Solution Sales specialists (PSS), setting the strategy and execution rhythm that drives Security cloud revenue and consumption, a healthy and accelerating pipeline, and consistent execution excellence through a successful Co-Sell execution with PIN partners. Your team will orchestrate across MCEM stages 2-3, ensuring partners leverage Microsoft programs, incentives, and solution plays to deliver customer outcomes.
This is a sales leadership role: your impact is measured by how you multiply the performance of your team and your partner ecosystem to deliver customer outcomes at scale across the US market.
This role operates in a flexible work environment and may require travel to engage your team and partners.
Responsibilities
Sales Leadership & Team Management
Lead, inspire, and manage a team of Partner Solution Sales specialists, owning team quota, the Security revenue and consumption forecast, and accountability for security revenue growth across your portfolio of partners.
Set a clear Cecurity go-to-market strategy and co-sell execution, translating Microsofts AI and solutions priorities into an executable plan your team and partners can run.
Drive a disciplined sales execution cadence - pipeline reviews and forecasting - and remove partner commercial and compete blockers so top deals close.
Build and sustain a high-performance, inclusive team culture grounded in a growth mindset, customer obsession, and One Microsoft collaboration.
Coaching & Talent Development
Coach specialists on solution-area expertise, partner engagement, and value-based selling, raising the capability and consistency of the team.
Own hiring, onboarding, performance management, and career development; build a deep bench and a pipeline of future leaders.
Model and reinforce a culture of continuous skilling as Security rapidly evolve.
Partner Ecosystem Engagement
Set the PIN partner strategy for the Security solution area - prioritizing the partners, and co-sell motions that drive the greatest customer impact and consumption at scale.
Guide the team to deepen partner practices, accelerate partner-led and co-sell pipeline, and grow Microsofts share of wallet within strategic partners.
Champion partner-to-partner collaboration to extend reach and bring complete solutions to customers.
Revenue Accountability & Execution (ACR, pipeline, execution excellence)
Own Security Cloud Revenue, influence pipeline health, and own pipeline velocity across the Corporate segment, ensuring coverage that sustainably exceeds revenue and targets.
Drive the utilization of partner led investments / programs and incentives to move opportunities through the funnel and close pipeline.
Use data and business insight to identify gaps, reallocate effort, and deliver predictable month-over-month and quarter-over-quarter results.
Cross-Team Orchestration
Orchestrate across account teams, solution specialists, marketing, and partner teams to create demand, align on top opportunities, and execute as One Microsoft.
Represent the voice of partners and the field, providing feedback that shapes Security plays, offers, and go-to-market campaigns.
Qualifications
Required/minimum qualifications
Additional or preferred qualifications
Doctorate AND 5+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Masters Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Bachelors Degree AND 12+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.
5+ years informal and/or formal people management experience.
Direct people-management or sales-leadership experience, including coaching and developing quota-carrying sellers and managing team forecasts.
Solution-area depth in Security - threat protection (XDR), SIEM/SOAR, identity and access management, data security and compliance, endpoint management, and Zero Trust - with the ability to connect security capability to measurable risk reduction and business outcomes.
Experience selling with and through a partner ecosystem - co-sell motions and partner-led growth.
Cross-group orchestration skills and executive presence with both internal stakeholders and partner/customer leaders.
A growth mindset and genuine enthusiasm for leading teams through the change and opportunity of the AI era.
Partner Solution Sales 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
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.