Director Digital Sales

Join our team as an Account Team Unit (ATU) Leader in India, where you will lead at the forefront of technology and business transformation across one of Microsoft's fastest-growing and most dynamic markets. In this pivotal role, you will be responsible for building and executing a strategic vision for your vertical segment, developing a high-performing Account Executive team that reflect India's diverse talent landscape, and driving operational excellence in a complex, matrixed organization.

India represents a strategic growth market for Microsoft, with tremendous opportunity across enterprise digital transformation, cloud adoption, AI innovation, and partner ecosystem development. As the ATU Leader, you will oversee the growth of our business across your designated segment with unique responsibilities for accelerated revenue growth, customer success, and market expansion.

You will direct the execution of strategies for your assigned accounts to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and our extensive partner ecosystem in India. You will coach your team on leveraging Microsoft sales strategies, expanding strategic networks of key internal and external partners and decision makers, and providing comprehensive account management experience. You will ensure alignment with senior leadership across Microsoft India and lead by example to bring strategic industry-focused business insights.

This role has people management responsibilities including driving employee growth and development, executing projects, managing performance, and building a culture of excellence, continuous learning, and inclusion that celebrates diversity.

People Management & Team Development

• Build and Lead High-Performing Teams: Recruit, develop, and retain top talent. Create an inclusive environment where diverse perspectives—across gender, region, language, background, and experience—are valued and team members can bring their whole selves to work. Foster a growth mindset culture that encourages innovation, learning, and continuous improvement.
• Drive Capability Development: Identify opportunities for vertical-specific skill-building and professional growth. Coach team members on strategic and technical expertise, business acumen, industry knowledge, AI capabilities, and customer engagement excellence. Oversee the upskilling and leadership evolution of Account Executives and other roles within the ATU community, with focus on developing next-generation sales leaders.
• Performance Management: Set clear expectations, provide ongoing feedback, conduct performance evaluations, and recognize exceptional contributions. Address performance issues promptly and constructively.

Strategic Vision & Execution

• Develop Multi-Year Strategic Plans: Lead the development of mature, dynamic multi-year customer plans detailing critical insights and new business opportunities aligned to customer priorities, India's digital transformation agenda, and market trends. Prepare for future needs and provide long-term strategic insight to customers as a trusted partner.
• Drive Vertical Segment Growth: Own the strategic vision and execution for your designated vertical segment within India. Leverage deep industry expertise to anticipate industry direction, competitive dynamics, regulatory landscape (including data residency and localization requirements), and ecosystem evolution. Translate market insights—including India-specific opportunities in digital public infrastructure, UPI integration, AI innovation, and cloud-first initiatives—into actionable strategies that drive revenue growth and market share gains.
• Influence Operating Model and Strategy: Help shape operating model strategy, planning, operations, and implementation for the ATU community in India in partnership with India leadership. Provide thought leadership on sales transformation, AI-powered sales motions, customer engagement innovation, and India market-specific go-to-market approaches.

Operational Excellence & Process Simplification

• Simplify Complex Processes: Navigate and optimize operations within Microsoft's global matrix organization while addressing India-specific operational challenges. Streamline processes, reduce friction, eliminate bureaucracy, and manage the flow of wins using tools and programs. Drive consistency and quality of engagements by evolving best practices and aligning cross-functional initiatives across geographies and time zones.
• Drive Execution Rigor: Establish and maintain a consistent Rhythm of Business (ROB) cadence that works effectively across India's multiple time zones and regional hubs. Drive renewal performance excellence by leading execution rigor across teams to drive healthy pipeline, Field Revenue Accountability (FRA) revenue, and partner performance. Own joint responsibility for Area Correction of Error plans with ATU leaders.
• Enable Cross-Functional Collaboration: Establish standards for communications with internal partners on high-value customer opportunities. Pre-align technical resources based on account planning and priorities. Collaborate effectively with India leadership, Area teams, Worldwide (WW) teams, Solution Area Leads (SALs), Sales Excellence Leads (SELs), and Strategy Enablement and Operations (SE&O) to enable sellers with excellence in execution.

Customer & Partner Engagement

• Build Strategic Networks: Coach team on expanding strategic networks of key internal and external partners and decision makers, including vertical industry partners, India's robust system integrator ecosystem, ISVs, and born-in-cloud partners, to ensure execution of core tasks and account transactions. Lead regular meetings for strategic accounts with relevant partners. Drive strategy for transforming partners to build solutions with an ecosystem-wide perspective.
• Enable Partner Co-Sell at Scale: Collaborate with Global Partner Solutions (GPS) and India Partner teams to execute a co-sell motion at scale with top partners.
• Executive Engagement: Use deep business, technical, and market knowledge to build credibility with customers up to C-level executives and business owners. Lead strategic discussions by articulating ideas to transform customer business models, increase profitability and market position, drive digital transformation outcomes, and leverage India's unique strengths (such as talent, innovation hubs, and cost optimization).
• Customer Success Advocacy: Champion customer success by ensuring customers derive maximum value from Microsoft solutions. Drive adoption, consumption, and expansion aligned to business outcomes.

Business Impact & Accountability

• Own Revenue and Growth Targets: Take ownership of revenue targets, pipeline health, and growth metrics for your vertical segment or territory within India. Drive accountability across the team to deliver on account plans, revenue forecasts, and strategic initiatives that contribute to Microsoft India's growth ambitions.
• Thought Leadership: Represent Microsoft externally through industry forums, customer events, partner summits, and thought leadership platforms. Build Microsoft's brand as an employer of choice and trusted transformation partner in India.

Required/Minimum Qualifications

• 10+ years of sales and negotiation experience with demonstrated year-over-year growth in enterprise or B2B technology sales. Experience making recommendations to and/or collaborating with C-suite leaders in Indian enterprises or ISVs and Startups.
• 5+ years of account executive or strategic account management experience, in the India market. Proven expertise in complex sales methodologies, executive communication, stakeholder management, influence, and navigating multi-layered decision-making processes common in Indian enterprises.
• 3+ years of people management experience, including leading teams in a sales or customer-facing environment in India. Demonstrated ability to drive new sales through innovative methods, digital selling, partnership events, social selling, networking, and leveraging India's business culture and relationship-driven selling approaches.

Additional or Preferred Qualifications

• Demonstrated ability to build and execute multi-year strategic plans that drive business transformation, cloud adoption, AI innovation, and revenue growth in the India context.
• Proven track record of simplifying complex processes, driving operational excellence, and leading change in matrixed organizations with global and local reporting structures.
• Deep understanding of cloud technologies (Azure, Microsoft 365, Dynamics 365, Power Platform), digital transformation, AI capabilities, modern workplace solutions, and technology trends (such as digital payments, data localization, AI/ML adoption).
• Experience in partner ecosystem development, co-sell execution, and working with India's SI/ISV ecosystem.
• Understanding of India's regulatory environment, data privacy requirements, and government initiatives such as Digital India, Make in India, Startup India, and Atmanirbhar Bharat.

Leadership Competencies

• Strategic Thinking: Ability to develop long-term vision for India market, anticipate market trends, and translate insights into actionable strategies that drive competitive advantage.
• Team Building & Development: Proven ability to attract, develop, and retain top talent from India's diverse talent pool. Foster inclusive environments where diverse perspectives—across gender, region, language, and background—drive innovation and high performance.
• Operational Excellence: Demonstrated expertise in simplifying processes, driving efficiency, eliminating bureaucracy, and executing with rigor in complex, matrixed, multi-geography environments.
• Executive Presence: Confidence and credibility when engaging with C-level executives, business owners, and senior government officials, both internally and externally.
• Growth Mindset: Embodies continuous learning, embraces challenges, learns from failures, and inspires teams to do the same—reflecting Microsoft's learn-it-all culture.

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.