ATU Director

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Within Microsoft Federal, the Health & Science Mission (HSM) organization partners with some of the nation's most important scientific, research, healthcare, and mission-focused agencies to accelerate innovation through cloud computing, AI, security, data, and productivity solutions.

We are seeking a Senior Director, Health & Science Mission to lead a high-performing sales organization focused on driving customer success, business growth, and digital transformation across a portfolio of strategic Federal Civilian customers. This leader will be responsible for developing and executing business strategy, building senior customer relationships, leading a team of sales professionals, and driving adoption of Microsoft's AI and cloud platform across the Federal landscape. The role serves as a key member of the Federal Civilian Area Team Unit (ATU) Leadership Team and partners closely with senior leaders across Sales, Customer Success, Engineering, Marketing, Partners, and Operations.

Business Leadership

• Lead a portfolio of strategic Federal Civilian accounts to achieve revenue, consumption, market share, and customer success goals.
• Develop and execute business plans aligned to organizational priorities and growth objectives.
• Drive strategic opportunities and accelerate execution across Azure, AI, Security, Business Applications, Data, and Modern Work solutions.
• Own forecasting, pipeline health, territory planning, and business rhythm excellence.

Customer Engagement

• Build trusted relationships with customer executives, mission leaders, and technology decision makers.
• Establish executive sponsorship strategies that strengthen customer partnerships and accelerate transformation outcomes.
• Lead customer planning, executive engagement, and strategic account reviews.
• Serve as a senior representative of Microsoft in engagements with customer, industry, and government leaders.

AI and Cloud Transformation

• Accelerate customer adoption of Microsoft AI, Copilot, Cloud, Data, and Security solutions.
• Partner with technical, customer success, and engineering organizations to deliver measurable customer outcomes.
• Drive transformational business initiatives that help customers modernize operations and achieve mission objectives.

People Leadership

• Lead, coach, and develop a diverse and inclusive team.
• Foster a culture of accountability, collaboration, customer obsession, and growth mindset.
• Build leadership pipelines and succession plans while supporting talent development across the organization.
• Attract, retain, and develop top talent.

Cross-Functional Leadership

• Partner effectively across Microsoft sales, customer success, specialist, engineering, operations, and partner organizations.
• Influence decisions and drive execution in highly matrixed environments.
• Lead strategic initiatives and organizational priorities that support long-term business growth.

Operational Excellence

• Use data and insights to drive business decisions and improve organizational performance.
• Ensure disciplined execution of sales processes, forecasting, opportunity management, and customer planning.
• Drive continuous improvement in business management practices and operational rigor.

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.

Preferred/Additional 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.
• Experience serving Federal Government customers.
• Experience leading strategic cloud, AI, security, or digital transformation sales organizations.
• Deep understanding of enterprise technology buying cycles and executive engagement.
• Experience managing significant revenue accountability and forecasting responsibilities.
• Experience developing leaders and building high-performing teams.

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.