Overview

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.

At SME&C, our Regional Account Team Unit (ATU) Lead is the chief sales orchestrator for our corporate segment accounts. You will set the long-term vision and strategy for a portfolio of managed accounts, engage C-suite and senior decision makers as a trusted advisor, and ensure your account teams deliver comprehensive, value-driven solutions.

You’ll partner across Microsoft’s Specialist, Customer Success, Support, and Partner organizations to break down silos and drive a unified approach (One Microsoft) to customer engagement. In this principal role, you will influence without direct authority, guiding virtual teams to achieve operational excellence and customer satisfaction. This position offers a mix of strategic planning, deal coaching, and direct customer engagement, providing opportunities to accelerate your leadership journey.

As the Regional ATU Lead, you will champion the customer across the account team unit. You’re accountable for revenue growth and quality of deals for all corporate-managed accounts in your region. You’ll orchestrate all roles in the account pod – sales, technical, customer success, support, and partners – ensuring unified account plans and execution.

This role enables you to deepen executive relationships with customers, refine your strategic sales leadership skills, and have a direct hand in closing significant, complex deals. You will learn to leverage Microsoft’s breadth of products and partners to solve customers’ business challenges, all while operating with a high degree of autonomy and impact

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:

Customer Obsession & Executive Engagement:

• You will serve as the champion of the customer across the ATU. Engage frequently with C-suite and senior business decision makers to understand their strategy and build trust at executive levels.
• You will set a customer-obsessed vision for account teams and personally sponsor relationships with top accounts (“open new rooms of the house”).

Account Team Orchestration:

• You will unify all roles in the account pod under one plan.
• Lead joint account planning sessions and regular deal reviews with Account Executives and Specialists to align on strategy. Break down silos between sales, technical, customer success, support, and partners – ensuring everyone delivers the full One Microsoft value to customers in a coordinated way.

Territory Planning & Pipeline Health:

• You will ensure rigorous territory and account planning is in place. Insist that each account/territory has “green” pipeline coverage for current and next quarter. Lead weekly forecast calls and pipeline scrums with sales managers, scrutinizing pipeline hygiene and driving demand-gen actions if coverage is lacking.
• You enforce discipline in Microsoft’s sales process (MCEM), leveraging insights (win/loss analysis, competitive intel) to continuously refine forecast accuracy.

**Deal Coaching & Commercial Governance: **

• You will lead deal strategy and commercial excellence for the region’s accounts. Guide teams through internal deal reviews on large or complex opportunities – advising on deal structuring, pricing, licensing, and contract terms to meet customer needs while adhering to compliance and profitability guardrails.
• You work closely with Commercial Executives and finance on investment decisions, ensuring optimal discounting and terms. By streamlining decision-making and championing best practices, improve deal quality and win rates.

Partner Co-Sell Emphasis:

• You will promote a leverage-first mindset by integrating partners into account strategies. Work with the PSS Lead to attach the right partners on as many deals as possible, scaling our sales reach and augmenting solutions through co-sell. Use partner programs (assessments, pilots) to accelerate opportunities.
• You track partner influence on key deals and recognize co-sell wins to reinforce partner integration in every account.

Business Rhythm & Sales Coaching:

• You will establish a strong sales operating rhythm for account teams. Run the ATU’s Rhythm of Business – leading forecast meetings, pipeline inspections, and “deal clinics” where tough deals are jointly problem-solved. Ensure each major opportunity has a clear action plan and that best practices are shared across teams.

Qualifications:

Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 8+ years sales and negotiation experience or related work experience OR 10+ years sales and negotiation experience OR equivalent experience.

Additional/Preferred:

• High Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.

• Collaborative. Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.

• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.

• Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.

#SMECCareers

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.