Account Team Unit Sales Manager for Public Sector, Corporate Accounts

Overview

At Small, Medium Enterprises and Channel (SME&C), we run a high growth, AI powered global sales organization built around our customers and our partners. We bring together our Small and Medium Business, Corporate, Strategy and Partner teams to go after the largest customer opportunity at Microsoft, backed by the industry's most significant investments. We use AI and a broad partner ecosystem to help businesses of every size adopt technology that drives real growth.

SME&C is a sales organization and a culture. We are diverse, high performing and genuinely customer obsessed, and we learn constantly from each other. If you want a fast paced, digital first environment where your work has visible impact, SME&C is a strong next step in your career.

We are hiring an Account Team Unit (ATU) Sales Manager for Public Sector to lead a team of sellers focused on our Corporate accounts.

You will build, coach and lead a multi disciplinary team, for example Account Executives, Digital Account Executives and Specialists, who together own the customer relationship, the account plan and the technical sale across Microsoft's platform, including Copilot, Azure, data and security.

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.

Responsibilities

Leadership

• Lead a Frontier organization with the customer at the center of strategy, execution, and decision-making.
• Elevate the customer voice and drive strategic Frontier conversations that create business value and growth opportunities.
• Champion Copilot and intelligent agent opportunities to accelerate customer transformation and adoption.
• Leverage partner cloud licensing programs and Microsoft marketing engines to expand reach, build pipeline, and accelerate growth.

Industry

Participate in the Public Sector industry cohort to align industry-specific solutions, priorities, and Frontier Firm strategies.

Bring industry perspective into account and sales strategies to strengthen customer engagement and identify opportunities for growth.

Business

• Own revenue accountability across licensing, partner-sold, and other routes to market across solution areas within the industry.
• Deliver a predictable and consistent monthly and quarterly forecast while maintaining healthy pipeline coverage one and two quarters ahead.
• Drive pipeline conversion into billed revenue and net-new growth.
• Drive healthy, on-time renewals while expanding upsell and attach opportunities across the Microsoft portfolio.
• Grow renewal and upsell value across partner-sold agreements.
• Accelerate paid seat growth and solution attach across Copilot, Security, and Azure renewal opportunities.

Customer

• Lead account team quality and customer satisfaction while activating Frontier Firm conversations and building net-new pipeline.
• Lead executive-level Frontier Firm engagements through the Frontier at the Top program.
• Serve as executive sponsor for strategic Frontier transformation opportunities.
• Influence senior customer executives and build sponsorship for co-sell opportunities and transformation initiatives.
• Represent the breadth of the Microsoft technology portfolio in strategic conversations with customer executives.

Partner

• Collaborate with partners on territory planning, co-planning, and co-selling, leveraging shared programs and marketing signals to create engagement and drive wins.
• Develop customer and go-to-market strategies with key partners to accelerate net-new growth and upsell opportunities.
• Lead a proactive, staged approach to renewals and expirations in partnership with licensing partners.

People

• Build a strong, positive, and inclusive team culture that values diverse perspectives, develops others, generates energy, and creates clarity.
• Lead cross-functional collaboration and promote the sharing of best practices across teams and the broader organization.
• Develop and empower team members to deliver customer impact, business results, and sustained growth.
• Contribute to the continued evolution of the sales organization across SME&C Americas.

Other

Embody our culture and values

Required/Minimum Qualifications

• Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years sales and negotiation experience or related work experience
• OR 8+ years sales and negotiation experience
• OR equivalent experience.
• 2+ years people management experience.

Additional or Preferred Qualifications

3+ years experience leading, coaching, and developing high-performing, multidisciplinary sales teams, with a focus on accountability, continuous learning, and achievement of business outcomes.

5+ years of public sector experience selling and/or supporting transformational technology solutions in regulated, mission‑driven, or complex enterprise environments, including but not limited to state or local government or similarly governed industries.

7+ years experience developing and executing strategic account plans that drive customer adoption, retention, expansion, and revenue growth across complex enterprise or corporate accounts.

7+ years experience managing complex sales pipelines and forecasting, applying disciplined sales methodologies to qualify opportunities, advance deals, and improve pipeline accuracy and predictability.

5+ years experience building and influencing executive-level customer relationships, understanding customer business priorities, and translating those priorities into technology strategies and measurable business outcomes.

4+ years experience orchestrating cross-functional teams, partners, and internal stakeholders to execute customer strategies, resolve complex issues, and identify cross-sell and upsell opportunities.

Demonstrated knowledge of cloud, AI, digital transformation, and relevant industry trends, with the ability to guide teams in connecting technology solutions and partner capabilities to evolving customer needs.

Digital Account Management M5 - The typical base pay range for this role across the U.S. is USD $129,300 - $220,400 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 $167,800 - $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.

Insights from previous hires

Top skills: Business Development

Common previous titles: Manager Customer Success, Senior Manager Sales, Account Executive, Vice President Strategy, Lead, Strategic Account Executive, Senior Specialist, Senior Sales Operations Manager, Senior Partner Manager