Senior Director, Digital Security and Channel Sales

Location: Campbell
Posted on: June 23, 2025

Job Description:

Do you enjoy managing a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you! At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Enterprise sellers and Channel sales teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a high-performing and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business. As a Senior Director of Digital Security and Channel Sales, you will take the lead in harnessing the power of AI to achieve customer leadership. Your efforts will be instrumental in executing sales strategies by managing a team of Digital Specialist Managers and Partner Solution Sales managers. You will be responsible for selling cloud services and platforms tailored for our managed customers, and you will play a significant role in enabling AI and Digital transformation momentum for our customers, partners, and Microsoft. This opportunity will allow you to: Use the model | coach | care leadership approach to develop and execute a winning team sales strategy for the Security Solution Area. Lead transformational shifts to drive deployment and create business value for customers and partners. Contribute to the vision and seamless execution of solution and technical sales across various customer scenarios, fostering the growth of the Security business across US markets, and further accelerating our customers’ digital transformation. Accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise You’ll also benefit from a flexible work environment where you can work partially from home (25-50% in-office participation) with up to 25% travel. You will interact with various time zone and worldwide leaders to get support for their team and the geographical regions. 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. Qualifications Required/Minimum Qualifications 11 years of technology-related sales or account management experience OR Bachelors Degree in Computer Science, Information Technology, Business Administration, or related field AND 8 years of technology-related sales or account management experience 5 years of people-management experience leading a team responsible for multi-million dollar revenue targets. 5 years’ experience selling complex cloud-based solutions to c-level executives within small and medium enterprise customers. 4 years’ experience managing channel and partner sales relationships 2 years cybersecurity solution knowledge Additional or Preferred Qualifications 15 years of technology-related sales or account management experience OR Bachelors Degree in Information Technology, or related field AND 12 years of technology-related sales or account management experience OR Masters Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 10 years of technology-related sales or account management experience 10 years of services sales or account management experience. 7 year(s) of people management experience. 2 years of experience managing other people-managers. Strategic thinking & execution- Ability to develop sales and business strategy options, while also being able to successfully execute plans and build customer relationships. Efficient Communicator- Effective negotiation, organizational, presentation, financial acumen, written, and verbal communication skills with significant experience delivering persuasive presentations to decision makers. High Performer- Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition. Collaborative- Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results. Growth Mindset- Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development. Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met. Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning. Sales Leadership- Experience driving new sales and customers using innovative approaches, leveraging partnership events, social selling (Linkedln) and networking. Technical breadth- Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards. Technical Skills- SC-900 Security & Compliance Fundaments Certified or prepared to attain MS-900 certification within 3 months. Experience in M365 platform and Modern Work (remote work security, compliance). Sales Leader- Demonstrated sales and partner management experience with executive communications, engagement and influence High Performer- Exceeds sales goals in an assigned sales territory and competes to win new market share. Continuous Learner- Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies Digital Solution Area Specialists 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 $203,900 - $265,100 per year. Microsoft will accept applications and processes offers for these roles on an ongoing basis. Responsibilities People Leadership Build and grow highly successful teams through talent management, inclusion, coaching, and career development. Position yourself as a respected technology leader with the ability to attract, retain, and develop technical resources in the field. Inspire and foster a culture of customer-centricity and consumption, adoption and use through collaboration with peers and extended teams. Model - Live our culture; Embody our values; Practice our leadership principles. Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn. Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others. Sales Execution Bring impactful industry insights into customer engagements and help close deals and coaches and influences others internally on how to do this. Influence Microsofts strategic direction across various markets and act as a thought leader in digital transformation across solution areas to advise customers. Lead a virtual cross-organizational team of managers to drive strategic projects and high impact solution sales Coach the team to collaborate with partners and other internal teams (e.g., Engineering). Lead with technical and industry insights on how to grow the strategic customer business. Help the team track new opportunities, identify and engage decision makers, expand relationships with customers/partners, and lead deployments that enable digital transformation that deliver business value. Develop strategies through orchestration for driving and closing opportunities and guide teams on communicating with customers to understand business needs or facilitate customer interactions to assess needs. Engage C-Suite decision makers for strategic customers to support teams on opportunity discovery and acceleration. Represent the team internally at Microsoft as they engage other internal stakeholders. Business Value Selling Model and coach team to identify prospective new Security opportunities by the demonstration of Microsoft’s business value selling approach. Scaling and Collaboration Coach the team to learn and apply the orchestration model and guide them to build a network of partners to cross-sell and up-sell. Technical Expertise Drive technical depth engagements with customers and partners, and supports the team on participating in Microsoft technical events. Contribute to setting up the events and promoting best practice sharing across subsidiaries. Act as the spokesperson for Microsoft at external events, providing expertise to customers/partners and shares knowledge on a specific platform or market. Develop strategies to position Microsoft products, solutions, and/or services against competitors. Initiate discussions to share industry trends and insights across the organization. Coach the team on business and market knowledge and act as a thought leader to help the team connect Microsoft’s solution to customer business outcomes. Showcase a Growth Mindset Demonstrate a willingness to invest in your personal learning in the Cybersecurity arena with team members. Sales Excellence Build and transform new markets by leveraging technical and industry expertise, partners, and resources. Lead a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation. Participate in regular strategic planning for an assigned territory. Review plans via Rhythm of Business (ROB) meetings and align the plans of the team across departments. Guide the team to align their approach with sales excellence team. Engage with external executives to bring a more strategic perspective into the planning portion of account planning. Oversee the end-to-end business across geographical regions. Ensure the team meets sales targets and operational standards and maintains the health of metrics within the assigned territory. Interacts with Corporate leadership and executive-level stakeholders to get support for the team and the geographical regions Complete required training and obtains relevant product and role certifications aligned to the role and workload/industry. Mentor/coach the team on growing knowledge on sales or products and ensure the team complete training and obtain certifications as required. Seek additional learning opportunities and prioritize to enhance effectiveness. Other Embody our Culture and Values

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