Microsoft

ATU Director

Microsoft • $133K — $222K *
Reston, VA 20191In-Person
Education, Government & Non-Profit
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's Degree with 10+ years of relevant experience, or
  • Master's Degree with 9+ years of relevant experience, or
  • 13+ years of relevant experience without a degree equivalent.
  • 8+ years engaging with mid-to-senior level executives.
  • 8+ years closing large, complex agreements.

Responsibilities

  • Lead strategic Federal Civilian accounts to meet revenue and customer success targets.
  • Develop business plans aligned with growth objectives.
  • Drive adoption of Azure, AI, and other Microsoft solutions.
  • Build trusted relationships with customer executives.
  • Establish strategies for executive sponsorship to boost partnerships.
  • Lead customer planning and account reviews.
  • Use data to enhance business decisions and performance.

Benefits

  • Access to comprehensive health and wellness benefits.
  • Flexible work arrangements to support work-life balance.
  • Opportunities for professional development and employee growth.
  • Inclusive and diverse workplace culture.
  • Attractive retirement savings plans.
Full Job Description
Overview

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.

Responsibilities

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.


Qualifications

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.

Citizenship & Citizenship Verification

This position requires verification of U.S. citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customer and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government Clearance.

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.

About Microsoft

Microsoft is an American multinational corporation that develops, manufactures, licenses, supports, and sells a range of software products and services. Microsoft’s devices and consumer (D&C) licensing segment licenses the Windows operating system and related software, Microsoft Office for consumers, and the Windows Phone operating system. The company’s computing and gaming hardware segment provides Xbox gaming and entertainment consoles and accessories, second-party and third-party video games, and Xbox Live subscriptions; surface devices and accessories; and Microsoft PC accessories. Its phone hardware segment offers Lumia smartphones and other non-Lumia phones. Its D&C segment provides Windows Store, Xbox Live transactions, and Windows phone store; search advertising; display advertising; Office 365 Home and Office 365 Personal; first-party video games; and other consumer products and services as well as operating retail stores. Microsoft’s commercial licensing segments license server products, including Windows Server, Microsoft SQL Server, Visual Studio, System Center, and related Client Access Licenses (CALs); Windows Embedded; Windows operating system; Microsoft Office for business, including Office, Exchange, SharePoint, Lync, and related CALs; Microsoft Dynamics business solutions; and Skype. Its commercial segment offers enterprise services, including premier support services and Microsoft consulting services; commercial cloud comprising Office 365 Commercial, other Microsoft Office online offerings, Dynamics CRM Online, and Microsoft Azure; and other commercial products and online services. The company markets and distributes its products through original equipment manufacturers, distributors, and resellers, as well as online.

Microsoft Careers

Join Microsoft today and be part of a company that values innovation, leadership, and diversity in its workforce. As a global leader in technology and digital transformation, Microsoft offers unparalleled job opportunities that propel your career to new heights.

Explore Career Opportunities at Microsoft

Whether you're a seasoned professional looking for your next challenge or a recent graduate eager to start your career, Microsoft has a position that suits your skills and ambitions. We are committed to fostering a culture of growth and learning, where every team member is supported in expanding their horizons.

Internship Programs

Kickstart your career with a Microsoft internship. Our internships provide invaluable workplace experience and networking opportunities in a supportive and dynamic environment. You'll work on real projects, learn from industry leaders, and gain the skills necessary for a successful career in technology.

Employment Benefits

Choosing a career at Microsoft means more than just a job. Our employees enjoy a range of benefits designed to empower them both professionally and personally. These include comprehensive health benefits, flexible working conditions, and opportunities for career advancement through professional development and diversity training.

Inclusive Culture and Diversity

At Microsoft, we believe that innovation comes from diversity of thought and inclusion. We are committed to a workplace where everyone feels valued and inspired. Our leadership is dedicated to fostering an environment where diverse perspectives lead to breakthrough innovations and a competitive edge.

Grow with Us

Career growth at Microsoft is about more than climbing the corporate ladder; it's about continuous learning, expanding your skills, and improving your capabilities. With access to various leadership and training programs, you can evolve as a professional and make a significant impact within the company and on the global stage.

Hiring Process

Our hiring process is designed to identify true potential. Starting with a review of your resume, followed by interviews that assess your problem-solving abilities and cultural fit, we ensure that all candidates have a fair chance to demonstrate their strengths and potential to contribute to our team.

Networking and Professional Development

Microsoft is a place where you can build a professional network that spans the globe. Our employees benefit from connections with top-tier professionals and industry leaders, which opens doors to innovative projects and collaborative opportunities that are second to none.

Join Our Team

If you're ready to take on exciting challenges and make a difference in the world of technology, explore the job opportunities at Microsoft. Search for open positions that match your skills and interests, and prepare to embark on a rewarding career path filled with innovation and opportunities for personal and professional growth.

Stay Connected

Keep up to date with the latest at Microsoft Careers by subscribing to our job alert emails. Get tailored content that aligns with your career preferences and discover the exciting and rewarding opportunities that await at Microsoft.

SEARCH MICROSOFT JOBS

At Microsoft, your future is limitless. Join us in our mission to empower every person and every organization on the planet to achieve more. Your journey with Microsoft starts here.
Learn more about Microsoft
Size
181,000 employees
Market Cap
$1,762.4 billion
Industry
Enterprise Technology
Net Income
$51.3 billion
Founded
1975
5 Year Trend
+15.5%
Revenue
$153.2 billion
NASDAQ
MSFT
* Ladders Estimates

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