Sales Director - CTJ - Top Secret

Overview

Microsoft is seeking an experienced, mission-driven leader to lead our Department of the Navy Account Team Unit (ATU). This leader will be responsible for bringing the breadth of Microsoft together to help the Department accelerate technology adoption and translate innovation into measurable mission outcomes.

The ATU Leader will establish and execute the overall customer strategy across the Department of the Navy, build trusted relationships with senior customer leaders, and orchestrate Microsoft teams, partners, and resources around the Navy's highest-priority missions and transformation initiatives.

This role requires a leader who can operate at the intersection of mission, technology, business, and organizational transformation. The successful candidate will understand how technologies including cloud, AI, data, cybersecurity, collaboration, and edge capabilities can enable mission outcomes and will have the leadership ability to move large organizations from strategy through adoption and value realization.

Responsibilities

Lead the Department of the Navy transformation strategy

Develop and execute a multi-year strategy that connects Department of the Navy mission priorities with Microsoft's technology and capabilities.

Help customers translate strategic priorities into actionable transformation roadmaps spanning cloud, AI, data, security, productivity, and emerging technologies.

Look beyond individual opportunities to create an integrated vision for technology adoption and enterprise transformation.

Anticipate changes in mission requirements, technology, policy, acquisition, and the competitive environment and adapt the strategy accordingly.

Microsoft's ATU framework emphasizes using customer priorities and industry trends to develop integrated, multi-year strategies and technology roadmaps that drive innovation, investment, adoption, and consumption.

Accelerate technology adoption and mission impact

Drive adoption of Microsoft technology across the Department, moving customers from experimentation and initial deployment to scaled operational use.

Identify barriers to adoption and mobilize the right Microsoft, partner, engineering, and services resources to address them.

Connect technology investments to measurable mission and organizational outcomes.

Create repeatable approaches that allow successful innovations to scale across organizations and missions.

This emphasis is particularly relevant to the Navy business. A recent Jason_Starks_Resume_ATU_Director_DoN describes the role in terms of multi-horizon customer and technology planning, cloud consumption and adoption, executive governance, and orchestrating account, technology, specialist, engineering, customer success, services, commercial, and partner resources.

Build trusted executive relationships

Develop deep, trusted relationships with senior Department of the Navy mission, operational, technology, acquisition, and business leaders.

Engage customers around their most important mission challenges rather than individual products or transactions.

Bring Microsoft's leadership, engineering expertise, innovation, and partner ecosystem into strategic customer conversations.

Represent Microsoft as a long-term mission and technology partner.

Orchestrate One Microsoft

Lead a diverse account organization and create a common strategy across account executives, technology strategists, solution specialists, customer success, engineering, services, and partners.

Establish clear priorities, accountability, and operating rhythms while empowering individuals and teams to execute.

Mobilize resources across Microsoft around the customer's most important transformation priorities.

Build strong partnerships across Microsoft's ATU, specialist, customer success, engineering, services, and partner organizations.

Microsoft's current ATU capability model describes advanced account leadership as shaping complex multi-party engagements and driving unified strategy across ATU, specialist, customer-success and partner organizations.

Lead a high-performing organization

Create an inclusive, high-accountability culture centered on customer mission success, growth mindset, collaboration, and operational excellence.

Coach and develop leaders and sellers while attracting and retaining exceptional talent.

Create clarity in a complex environment and empower the organization to make decisions and execute.

Foster technical curiosity and ensure the team continuously develops its understanding of emerging technology and the Department of the Navy mission.

Deliver sustainable business growth

Own the overall health and performance of Microsoft's Department of the Navy business.

Translate customer transformation priorities into long-term business opportunities for Microsoft.

Maintain disciplined account planning, pipeline management, forecasting, consumption planning, and execution.

Balance near-term business commitments with strategic investments required to create durable customer and Microsoft value.

Ensure strong operational rigor, governance, risk management, and accountability across the portfolio.

Required/minimum qualifications

Bachelor's Degree AND 10+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR Master's Degree AND 9+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR 13+ years experience in working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR equivalent experience.

8+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.

8+ years experience closing large, complex agreements/deals.

Other Requirements

Security Clearance Requirements: Candidates must be able to meet Microsoft, customer and/or government security screening requirements are 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

Bachelor's Degree AND 13+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR Master's Degree AND 11+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR equivalent experience.

1+ year(s) people management experience.

Extensive experience leading complex enterprise, public-sector, technology, consulting, or transformation organizations.

Demonstrated success building trusted relationships with senior executives and influencing organizations through periods of significant change.

Experience leading and developing high-performing, cross-functional teams.

Strong understanding of enterprise technology and its application to large-scale organizational transformation.

Demonstrated ability to develop strategy and translate that strategy into execution and measurable outcomes.

Experience operating across complex stakeholder environments where influence and orchestration are critical to success.

Preferred Qualifications

Experience working with the Department of the Navy, Department of Defense, U.S. Federal Government, or similarly complex regulated organizations.

Understanding of Navy and Marine Corps missions, organizational structures, acquisition processes, and technology priorities.

Experience leading cloud, AI, cybersecurity, data, digital transformation, or enterprise modernization initiatives.

Experience managing large, complex customer portfolios and multi-year strategic relationships.

Ability to operate effectively across technical, operational, acquisition, business, and executive audience

Strategic Account 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

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, Business Growth, Account Management, Sales Pipeline Management, Sales, Management

Common previous titles: Senior Manager Customer Success, Digital Specialist, Senior Account Executive, Sales Manager, Account Manager, Account Executive, Commercial Executive, Specialist