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About the Role

Microsoft Elevate is seeking a Director, Digital Solutions Sales to lead a team focused on helping nonprofit, education, and mission-driven organizations accelerate their digital transformation through Microsoft's cloud, AI, and productivity solutions. As a people leader, you will coach and develop a team of Digital Solutions Specialists responsible for driving customer engagement, building pipeline, and delivering solution sales across Microsoft's portfolio. You will bring strategic leadership, sales excellence, and a customer-centric mindset to help organizations achieve their goals through technology while fostering a culture of accountability, growth, and inclusion.

Responsibilities

Model, coach, and care for team members to drive success through empowerment and accountability.
Define team objectives and outcomes, enable success across boundaries, and help the team adapt and learn.
Attract and retain great people, invest in their growth, and understand their capabilities and aspirations.
Participate in strategic planning for assigned territory and align team's plans across departments.
Engage with external executives to bring a strategic perspective into account planning.
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.
Ensure team completes required training and obtains relevant product and role certifications.
Mentor and coach the team on growing knowledge of sales or products.
Oversee the end-to-end business across geographical regions, ensuring sales targets and operational standards are met.
Maintain the health of metrics within the assigned territory and interact with Corporate leadership to get support.
Guide the team in whitespace analysis and support the identification of potential business in the assigned territory.
Act as a thought leader and validate opinions and perspectives from business analysis.
Promote development of deep and influential relationships with client contacts.
Guide the team on ensuring customer/partner satisfaction and facilitate the resolution of sales/delivery issues for strategic accounts.
Establish standards for customer/partner experiences.
Coach the team to collaborate with partners and internal teams to engage customers and drive consumption.
Lead with technical and industry insights on how to grow customer business and remove blockers to consumption.
Lead the team to develop strategies for driving and closing opportunities and ensure alignment with the account team.
Lead the team on implementing and sharing close plans to de-risk and drive predictable deal closure.
Guide and orchestrate the team on communicating with customers to understand their business needs.
Facilitate customer interactions to assess customer needs and provide direction on solution development.
Help the team create vision for customers and develop plans to drive sales.
Coach the team and/or other teams on identifying and engaging decision makers and stakeholders to expand customer/partner relationships.
Engage C-Suite decision makers to support teams on opportunity discovery and acceleration.
Represent the team internally at Microsoft when engaging other internal stakeholders.
Lead teams to identify and track new opportunities and build pipeline within the territory.
Coach team members on interfacing with prospective customers to build network.
Apply Microsoft's sales process (MSP) to determine opportunity quality and educate customers on addressing their needs.
Bring impactful industry insights into customer engagements and close deals.
Act as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft.
Lead transformational shifts to drive deployment and create business value for customers.
Lead a virtual cross-organizational team on strategic projects and high-impact solution sales deployments.
May lead partner integration into account/territory planning and customer engagements.
Guide the team to build a network of partners to cross-sell, up-sell, and co-sell.
Lead the team to identify new partners, evaluate partner capabilities, and support onboarding new partners.
Facilitate the development of partner strategies and ensure execution.
Provide input and feedback to One Commercial Partner (OCP) on developing partner strategies and consumption plans.
Coach the team to learn about and apply the orchestration model.
Facilitate and lead internal communication and collaboration by identifying resources and removing barriers.
Contribute to the development of the orchestration model.
Support the team on participating in Microsoft events and contribute to setting up events.
Promote best practice sharing across subsidiaries.
Coach the team on business and market knowledge.
Lead team's internal collaboration to position Microsoft products, solutions, and/or services against competitors.
Act as a thought leader to help the team connect Microsoft solutions to customer business impact.

Requirements

Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience.
Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience.
6+ years of solution or services sales experience.
3+ years of people management experience.

Skills

Cloud solutions
AI solutions
Productivity solutions
Digital transformation
Sales excellence
Customer-centric mindset
Strategic leadership
Partner ecosystem
Technical expertise
Industry expertise
Solution sales
Account management
People management
Coaching
Pipeline building
Customer engagement
Market development
Whitespace analysis
Customer satisfaction strategies
Relationship building
Problem resolution
Cross-selling
Up-selling
Co-selling
Orchestration model
Business and market knowledge
Competitive positioning
Digital transformation thought leadership

Location

U.S.

Work Type

Full-time

Experience Level

Director
7+ years
9+ years
8+ years
10+ years
11+ years
6+ years
3+ years

Education Level

Bachelor's Degree
Master's Degree

Salary/Compensations

USD $129,300 - $220,400 per year (U.S. typical base pay range)
USD $167,800 - $239,800 per year (San Francisco Bay area and New York City metropolitan area)

Benefits

Certain roles may be eligible for benefits and other compensation.

About the Company

At Microsoft Elevate, we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success.
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.
Elevate is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity.
Here, you’ll be part of a diverse, 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 Microsoft Elevate can be the next step in your career.
Together, we are shaping the future of business.

Equal Opportunity

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.