Microsoft’s SLED (State, Local and Education) ISV (Independent Software Vendor) Account Team Unit (ATU) partners with a nationwide portfolio of strategic software companies whose solutions extend Microsoft’s platform and help public sector and education customers achieve mission-critical outcomes. You will lead a high-impact organization at the intersection of customer transformation, partner innovation, and Microsoft’s AI platform, helping ISVs build, scale, and sell differentiated solutions across the SLED market.
As the SLED ISV Sales Director, you will lead Microsoft’s strategic engagement with software companies serving state and local government, education, and academic medical center customers across the United States. You will lead a team of account executives and technical strategists to accelerate cloud and AI transformation, grow revenue and consumption, deepen executive relationships, and expand joint market impact through integrated account planning, marketplace, co-sell, and partner-led solutions.
Leveraging a broad, multi-functional team across Microsoft, you will engage senior executives within ISV organizations and align their product, go-to-market, and growth strategies to Microsoft Azure, Data and AI, Security, Copilot, agents, and the broader cloud platform. You will establish a clear vision for the business, translate that vision into disciplined execution, and hold teams accountable for measurable customer, partner, and Microsoft outcomes.
With a proven history of leading high-performing sales teams, driving market share and revenue growth, building executive relationships, and collaborating across organizational boundaries, you will lead the team to execute against strategic account plans and create repeatable growth across the ISV ecosystem. This opportunity will allow you to deepen your industry and partner business acumen, expand your executive leadership impact, and shape how strategic ISVs bring trusted AI solutions to the SLED market.
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.
Responsibilities
Deliver business growth by leading and empowering the ISV account team to execute a clear go-to-market strategy across the partner lifecycle, including solution development, marketplace, co-sell, customer adoption, consumption, and renewal.
Accelerate AI and cloud transformation by helping strategic ISVs build differentiated solutions on Microsoft Azure, Data and AI, Security, Copilot, and agentic platforms, with measurable outcomes for both the ISV and its SLED customers.
Model executive engagement and establish trusted-advisor relationships with C-level, product, engineering, sales, and business leaders. Connect ISV strategies to Microsoft priorities and create joint plans that expand market reach and customer impact.
Win against competition and achieve business targets across billed revenue, Azure consumption, marketplace, solution adoption, and qualified pipeline. Establish a disciplined operating rhythm for forecast accuracy, pipeline creation and progression, deal execution, and account-plan quality.
Orchestrate across Microsoft sales, technical, engineering, partner, marketing, customer success, and industry teams to remove barriers, accelerate strategic opportunities, and deliver a consistent end-to-end experience for ISVs and shared customers.
Lead with empowerment and accountability by setting a compelling vision, coaching for excellence, addressing performance directly, and developing an inclusive, AI-first team that shares best practices and acts with speed, integrity, and customer focus.
Apply deep ISV, partner, and SLED market expertise to identify new growth opportunities, influence product and go-to-market strategy, and scale successful partner solutions across state and local government, education, and academic medical center customers nationwide.
Qualifications
Required/Minimum Qualifications
- Master's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 5+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations OR Bachelor's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 6+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations OR equivalent experience.
- 2+ years direct/formal, indirect/informal, and/or project team people management experience.
Additional or Preferred Qualifications
Master’s Degree in Business Administration, Sales, Marketing, or related field AND 8+ years of experience in sales, customer digital transformation, sales management, or leadership; OR Bachelor’s Degree in Sales, Marketing, or a technology-related field AND 12+ years of relevant experience; OR equivalent experience.
4+ years of experience in a global technology company and demonstrated success leading complex, cross-functional sales motions.
4+ years of experience driving sales through partners, including ISV, marketplace, co-sell, cloud consumption, or partner-led go-to-market motions.
Experience leading strategic accounts in the software industry or SLED market, with strong business acumen and executive relationships across product, engineering, sales, and customer organizations.
Sales 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.
Skills Required
- Master's degree in business administration, sales, marketing, computer science, engineering, business management, economics, or a related field and 5+ years of relevant experience; or bachelor's degree in a related field and 6+ years of relevant experience; or equivalent experience.
- 2+ years of direct, indirect, informal, or project-team people management experience.
- Master's degree and 8+ years of experience in sales, customer digital transformation, sales management, or leadership; or bachelor's degree in sales, marketing, or a technology-related field and 12+ years of relevant experience; or equivalent experience.
- 4+ years of experience in a global technology company and demonstrated success leading complex, cross-functional sales motions.
- 4+ years of experience driving sales through partners, including ISV, marketplace, co-sell, cloud consumption, or partner-led go-to-market motions.
- Experience leading strategic accounts in the software industry or SLED market, with business acumen and executive relationships across product, engineering, sales, and customer organizations.
Microsoft Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Microsoft and has not been reviewed or approved by Microsoft.
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Healthcare Strength — Health coverage is described as comprehensive, with preventive care coverage, vision options, and annual out-of-pocket limits. Feedback suggests medical, mental-health, and disability support are a major strength of the package.
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Parental & Family Support — Family support is expansive, including parental leave, family caregiver leave, child-care assistance, family concierge services, fertility options, and college-advising support for eligible employees. Feedback suggests these benefits meaningfully ease caregiving and family planning demands.
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Wellbeing & Lifestyle Benefits — Wellbeing resources include counseling and employee-assistance services, wellness reimbursements, product discounts, and charitable-matching programs. Feedback suggests these extras complement core benefits and support day-to-day quality of life.
Microsoft Insights
What We Do
At Microsoft, our mission is to empower every person and every organization on the planet to achieve more. Our mission is grounded in both the world in which we live and the future we strive to create. Today, we live in a mobile-first, cloud-first world, and the transformation we are driving across our businesses is designed to enable Microsoft and our customers to thrive in this world.
