Industry GTM Director - Account Teams


Location: United States

Job Type: Full time


The most difficult thing is the decision to act, the rest is merely tenacity.
- Amelia Earhart

In Microsoft US, our mission is to drive growth that is sustainable, long-term, and market winning by delivering outcomes for our customers. We are positioned to capture share with focus and alignment – by leading with industry, accelerating our selling capabilities, and investing in our people and partners to seize opportunities that span our One Microsoft solution areas.

In this role, you will engage and activate our Account Team Unit (ATU) organizations across the US by developing Go-To-Market growth strategies for our accounts, evaluating current customer trends and market insights to drive ATU priorities and account planning strategies, and engaging leadership to create clarity, generate energy, and deliver success for our sellers, our business, and our customers.

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.


The Director of Community GTM for the US ATU will be responsible for:

  • Leadership Engagement: partner across teams to engage US leaders – our MSUS President, Segment Presidents, OU leaders, and ATU GMs – to develop and land ATU and account planning priorities and strategies; ensure a sales culture focused on continuous account planning and delivering outcomes for our customers
  • Continuous Account Planning: lead the rhythm of account planning across teams in MSUS, ensuring account team activation across roles and alignment with the Microsoft Customer Engagement Methodology (MCEM); lead orchestration and partner with worldwide teams on processes and tools that are simplified and optimized for our account teams and enable deep focus on our customers; focus on deal acceleration & expansion by engaging to accelerate, grow and protect key deals and multi-horizon opportunities
  • Customer Engagement: deepen executive customer relationships across “rooms of the house” to expand and capture opportunity, and extend the impact our teams can have on helping our customers achieve their targeted business outcomes; extend our executive engagement approach across the MSUS Extended Leadership Team (ELT)
  • Community Connection: support, inspire, and coach ATU GMs and Sales Managers through engaged, connected communities and listening strategies


Required/Minimum Qualifications:

  • 8+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.

Additional or Preferred Qualifications:

  • 8+ years in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
  • 5+ year sales experience, working as an account executive and / or sales manager, and / or in sales enablement or sales excellence
  • Strong listening and executive communication skills, with ability to distill feedback into insights and actions
  • Familiarity with multi-faceted, long-term account planning, and customer relationship-building and expansion

The salary for this role in the state of Colorado is between $148,000 and $222,000.

At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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