Director of Cybersecurity Startups

Microsoft Customer and Partner Solutions (MCAPS)-Core accelerates customer outcomes and business growth. By uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission, we help customers realize value faster and turn innovation into measurable business impact. Through deep technical expertise and differentiated go-to-market execution, we win competitively, capture market share, and scale repeatable growth motions. We differentiate through value creation - delivering world-class, AI-powered customer experiences that accelerate adoption, strengthen loyalty, and create sustainable competitive advantage, driving growth that outpaces the market.

Worldwide (WW) Enterprise Partner Sales, part of MCAPS-Core, is accountable for co-building and co-selling  Microsoft solutions and services, with our global Enterprise partners. Our Enterprise Partner portfolio comprises Microsoft for Startups, Digital Natives, Model & Hardware, Advisory & Consulting, Global SIs and ISVs working together to empower people and organizations to achieve more. 

Microsoft for Startups adopts a comprehensive approach to fostering success, partnering with venture capitalists and accelerators to identify and support the most promising startups. By working closely with startup leaders, we empower them to leverage Microsoft’s extensive resources and global B2B market reach. The Industry Lead team is accountable for the commercial development of high-potential startups within a defined industry. Leveraging deep industry expertise and market research, the team develops the investment thesis that guides Recruit team targeting, then advances the resulting portfolio through enterprise customer access, account team orchestration, and co-sell execution. The team transitions those startups into managed sales coverage at the maturity where field sellers can scale their Azure consumed revenue.

The Director of Cybersecurity Startups is accountable for the commercial development of a defined industry portfolio of startups. Leveraging deep industry expertise and market research, the role develops the investment thesis that guides Recruit team targeting, generates qualified enterprise customer access through account team orchestration, and drives co-sell and marketplace execution with founders. The role advances startups to the maturity where they transition into managed sales coverage, and represents Microsoft for Startups across the investor, partner, and industry ecosystem.

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.

• Develop the industry investment thesis, leveraging deep industry expertise and market research, to guide Recruit team targeting toward startups with the highest propensity to scale.
• Orchestrate with Microsoft account teams and field leadership to generate qualified enterprise customer access and pipeline for portfolio startups.
• Drive co-sell and marketplace execution with founders and account teams, converting pipeline into transactable opportunities and marketplace billed sales.
• Coach portfolio startups on GTM execution and Microsoft engagement models to accelerate commercial maturity and readiness for managed coverage.
• Transition startups into managed sales coverage at the maturity where field sellers can scale their Azure consumed revenue.
• Build and sustain relationships across the VC, partner, and industry ecosystem to generate qualified referrals into the Recruit motion.
• Serve as the industry subject matter expert for Microsoft for Startups, advising account teams, customer executives, and founders, and representing the portfolio externally at industry and ecosystem events.

Required/minimum qualifications

Business Development IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 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 $165,600 - $272,300 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.