Director, US Partner Solution Sales - Security
MicrosoftAbout the role
Microsoft's 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 defender's 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 Microsoft's 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 Microsoft's 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.
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