Microsoft

Builds workplace software, PCs and cloud services

Director Sales - Public Sector

Account ManagementConfirmed live in the last 24 hours

Full-timeKuala Lumpur, Federal Territory of Kuala Lumpur, MalaysiaNo salary listedIn-person

About the Job

Requirements

12+ years of experience in enterprise technology sales, business development, account leadership, or public sector sales leadership.
A proven track record of leading and growing large-scale customer businesses within a technology, cloud, software, or digital transformation environment in Malaysia, including experience serving Public Sector customers.
Demonstrated success managing and developing high-performing sales teams with accountability for revenue, pipeline, business outcomes, and talent development.
Experience engaging and influencing C-level executives, including CIOs, CTOs, CEOs, government leaders, and other business decision-makers.
Strong strategic account management experience across complex enterprise organizations and/or public sector institutions.
Ability to drive business growth through executive relationship building, consultative selling, and long-term customer strategy development.
Experience leading large, complex sales motions involving multiple stakeholders across sales, technical, services, partner, and customer organizations.
Demonstrated ability to effectively orchestrate resources and influence stakeholders across a highly matrixed organization to achieve strategic business objectives.
Strong business acumen with demonstrated ability to manage forecasting, pipeline health, operational rigor, and business performance.
Proven growth mindset with strong learning agility, adaptability, and resilience, including the ability to innovate under constraints, embrace ambiguity, and lead teams through business and technology transformation.
Strong people leadership and a track record of fostering an inclusive, high-performance culture, developing talent, and leading teams with integrity, accountability, and empathy.
Excellent communication, leadership, negotiation, stakeholder management, and executive influencing skills.
Ability to develop and maintain positive working relationships with supervisors, staff, managers, customers, and vendors, including expressing empathy and compassion, being approachable, addressing coworkers' concerns, and treating others with respect and dignity.
Knowledge of Customer Advocacy, including ongoing focus on customer requirements, anticipating needs, responsiveness to customer requests, and acting on customers' behalf.
Ability to interact confidently with organizational leaders to present, defend, or clarify concerns or issues regarding projects, programs, or solutions; address difficult questions and pushback from high-level audiences; and maintain an executive demeanor under pressure.
Ability to build trusted-advisor status and deep relationships across stakeholders, including technical and business decision-makers, through understanding customer needs and technologies.

Responsibilities

Develop and drive go-to-market sales strategy and execution to ensure success within the market based on Microsoft and customer/partner needs.
Lead and align business within the segment, driving strategic direction across teams to enable revenue growth and proactively address business needs.
Define ongoing and long-term customer value realization and satisfaction strategies that contribute to net-new revenue and business growth.
Lead and coach teams on developing and implementing scalable go-to-market approaches to maximize revenue, consumption, and growth across solution areas.
Set strategies and expectations for teams to leverage digital and artificial-intelligence transformation drivers relevant to customers and partners across business units.
Foster a culture of inclusion, learning, mentorship, coaching, customer-centricity, accountability, collaboration, and achievement of goals.
Lead business planning and alignment across segments, partners, and teams beyond fiscal-year boundaries to drive growth and transformation, define sales-execution expectations, and hold teams accountable for results.
Build and maintain a broad executive network, including partners.
Proactively lead teams to identify solutions, new opportunities, and strategies aligned with customer needs.
Establish a technology-driven professional presence in the market and represent Microsoft as a thought leader to industry and market leaders, including through external speaking engagements and board participation.
Pursue an industry of choice to create strategic relevance and value with customers.
Coach teams to consider global perspectives in local trade, regulatory, and policy environments across geographic areas.
Coach managers and teams to tailor customer engagement to specific industries using relevant customer references and to share practices across the organization.
Identify and create customer references for landmark successes in strategic industries to demonstrate customer value and outcomes.
Leverage customer experience and expertise to influence programs that scale and accelerate successful engagements.
Share practices and hold managers and teams accountable for using market-specific insights and highlighting solutions to business and technology challenges.
Coach teams to identify and engage influencers, use available programs to expand customer budgets, and develop relationships with new and existing customers.
Enable teams to use digital assets and data insights and pursue opportunities for customer engagement.
Promote artificial intelligence within the Microsoft ecosystem and communicate the importance of security, governance, and responsible AI use in enterprise transformation.
Act as a thought leader in leveraging transformation across solution areas and consult with customers and internal and external partners to ensure secure value realization in solution delivery.
Orchestrate across business units and partners to leverage and accelerate transformation opportunities; coach managers to educate internal partners on industry trends and solutions.
Develop and share strategies that expand customer lines-of-business relationships, deliver business value, and create market growth.
Coach and support teams in using Microsoft industry experts to identify and execute transformation opportunities.
Inspire managers and teams across the organization, and lead a diverse and inclusive workforce by creating and hiring diverse teams and fostering an inclusive working environment.
Develop and reward high-performing individuals and teams, prioritize development, lead by example, and prepare people for roles in other parts of the organization.
Cultivate customer and external partner ecosystems and define where partners should act in Microsoft's market to accelerate consumption and growth.
Influence partner and executive engagements on long-term business planning, scalable strategic partnerships, and customer needs and outcomes across industries.
Ensure teams maintain long-term customer and partner relationships beyond quarterly and annual targets.
Establish a rhythm of business with customers and partners for ongoing engagement and future strategic planning.
Define where orchestration is needed, create points of entry for integration and collaboration, and establish an inclusive organizational culture.
Share practices and global perspectives for managing competing priorities, reducing customer complexity, and mitigating execution challenges while maintaining accountability.
Clarify mutual priorities across lines of business and coach teams on engagements with stakeholders to develop short- and long-term execution strategies aligned with customer and Microsoft objectives.
Define practices for developing go-to-market strategies based on mutual business needs and scaling them across markets and globally.
Orchestrate internal teams, hold stakeholders accountable, and incorporate security adherence into accountabilities.
Influence across segments, partners, and internal leaders to drive growth and transformation across accounts.
Align leaders and organizational functions to ensure mutual plans and objectives succeed.
Influence adoption of change based on breakthrough discoveries, such as new operating models and improved collaboration.
Drive business accountabilities while maintaining secure operations and complying with data-security standards through opportunity development.
Lead teams to use customer, partner, and market insights to pursue opportunities that drive consumption, new solutions, and annuity business.
Coach teams and managers to maintain a growth and customer/partner mindset as the business environment changes.
Direct teams to use established systems, programs, and tools for customer planning and business rhythms, aligning end-to-end solutions with go-to-market priorities across customer portfolios and Microsoft solution lifecycles.
Hold teams accountable for customer value realization and satisfaction, and coach them on practices and semi-annual survey results.
Ensure teams safeguard sensitive customer information by embedding Secure Future Initiative principles into sales execution, including least-privilege access, secure collaboration, disciplined data sharing, and proactive risk reduction.
Align internal and external executives on improvement areas to increase customer value realization and satisfaction.
Manage and leverage executive relationships across customer business and IT stakeholders to understand business value, satisfaction, and sentiment.
Maintain a strategic perspective on customer and partner business models and support their evolution to achieve growth and alignment with Microsoft's business models and needs.
Understand the strategic partner portfolio, including Global Systems Integrators and Independent Software Vendors, and drive engagement across teams.
Develop strategies and coach managers to align teams with customer, competitive, and market strategies that drive sales, consumption, and AI transformation solutions.
Lead and empower managers to execute strategic initiatives, achieve targets, and build and manage pipelines that drive growth and accelerate customer/partner value realization.
Develop internal talent and attract needed talent to Microsoft.
Lead by example in high-value customer and partner engagements and build trusted relationships.
Coach teams and drive go-to-market execution based on customer, partner, and Microsoft needs, scaling business across markets.
Balance business, financial, and people outcomes.
Manage customer planning across accounts to ensure organizational teams coordinate end-to-end customer value realization and outcomes.
Define long-term expectations and goals for teams to leverage opportunities and execute market sales strategies.
Drive employee growth and development, execute projects, and manage performance.
Define team objectives and outcomes, enable success across boundaries, and help the team adapt and learn.
Attract and retain people, understand individual capabilities and aspirations, and invest in employee growth.

Desired Qualifications

Experience within cloud, software as a service, enterprise software, consulting, or digital transformation industries.
Experience managing country-level or regional sales businesses.
Knowledge of cloud transformation, artificial-intelligence adoption, and enterprise modernization trends.
Experience selling to large enterprise customers in industries such as Financial Services, Telecommunications, Manufacturing, Public Sector, or Retail.

Overview

Develops and drives go-to-market sales strategy and execution to ensure success within their market based on Microsoft's and customer/partner needs. Leads the and aligns business within the segment, driving strategic direction across teams. Defines ongoing and long-term customer value realization and satisfaction strategies contributing to net-new revenue and business growth. Leverages industry and market expertise, proactively leading teams to identify solutions to drive new opportunities and strategies in alignment with customer needs. Leads and coaches teams on the development and implementation of scalable go-to-market for maximizing revenue, consumption, and growth across solution areas. Defines expectations and sets strategies for teams to leverage drivers of Digital & Artificial Intelligence transformation relevant to their customers and partners across business units. Fosters and defines a culture of inclusion, learning, mentorship, coaching, customer-centricity, accountability, collaboration, and achievement of bold goals. Leads business planning and alignment beyond fiscal year boundaries across segments, partners, and teams to drive growth and transformation, define expectations for sale execution, and holds teams accountable for results. Builds and maintains a broad executive network inclusive of partners. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance.

Responsibilities

Accelerating Growth

Leverages industry and market expertise, proactively leading teams to identify solutions to drive new opportunities and strategies in alignment with customer needs. Establishes a technology-driven professional presence in the market and represents Microsoft as a thought leader who can articulate connections between Microsoft solutions to relevant business contexts with industry and market leaders (e.g., speaking at external events, sitting on boards). Pursues industry of choice to create more strategic relevance and value with customers. Coaches teams to consider global perspectives in practices in local trade, regulatory, and policy environments across geographic areas. Coaches managers and teams to tailor customer engagement for specific industries with relevant customer references and socializes practices across their organization. Identifies and creates customer references for landmark successes in one or more strategic industries to develop a advantage and to articulate ability to deliver customer value to achieve outcomes. Leverages experiences and expertise with customers across industry to influence the development of programs that help scale and accelerate successful engagements.

Leads and coaches teams on the development and implementation of scalable go-to-market for maximizing revenue, consumption, and growth across solution areas. Shares practices and holds managers and teams accountable for leveraging market-specific insights and highlighting solutions that solve business and technology challenges. Coaches teams to identify and proactively engage influencers to drive Microsoft's perspective across accounts and to utilizing available programs to drive customers to expand budget. Sets the expectations for and enables teams to be self-sufficient in leveraging digital assets and data insights, and exhausting all opportunities to develop relationships with new and existing customers.

Defines expectations and sets strategies for teams to leverage drivers of Digital & Artificial Intelligence (AI) transformation relevant to their customers and partners across business units, promoting the power of the AI within the Microsoft ecosystem, promoting the power of the AI within the Microsoft ecosystem. Drives communicating the importance of security, governance, and responsible use of AI as part of enterprise transformation. Acts as a thought leader in optimally leveraging transformation across solution areas. Consults with customers and internal/external Partners to ensure successful and secure value realization in delivery of solutions to customers. Drives and coaches teams to orchestrate across units and Partners to leverage and accelerate innovative transformation opportunities. Coaches managers to ensure internal partners are educated on industry trends and solutions. Develops and shares strategies for expanding relationships across customers' lines of business that enable innovative solutions, deliver business value, and create market growth. Coaches and supports teams to leverage industry experts within Microsoft to identify and execute on transformation opportunities.

Driving Success with and Through Others

Fosters and defines a culture of inclusion, learning, mentorship, coaching, customer-centricity, accountability, collaboration, and achievement of bold goals. Influences and inspires managers and teams across the organization to motivate, engage, and bring teams together. Leads a diverse and inclusive workforce, creates and hires diverse teams, and fosters an inclusive working environment via well-established inclusive behaviors. Develops and rewards high-performing individuals and teams, hires diverse talent, prioritizes development, leads by example, and prepares people for more positions in other parts of the organization.

Builds and maintains a broad executive network inclusive of partners. Cultivates an ecosystem of customer and external partners and defines where there is a need for partners to act in Microsoft's market to accelerate consumption and/or growth. Inspires and influences engagements between partners and executives on long-term business planning, development of scalable strategic partnerships, and influencing customer needs and outcomes across one or more industries. Ensures teams across their organization maintain relationships with an ongoing long-term focus that looks past quarterly and annual targets. Models and creates a rhythm of business (RoB) with customers and partners that enables continuous engagement and future strategic planning.

Leads business planning and alignment beyond fiscal year boundaries across segments, partners, and teams to drive growth and transformation, define expectations for sale execution, and holds teams accountable for results. Defines where orchestration is needed for success, creates new points of entry for integration and collaboration, sets the tone for an organizational culture of inclusion. Shares practices and a global perspective across the organization for managing competing priorities, reducing complexity for customers, and mitigating execution challenges, while maintaining a high level of accountability. Drives clarity when leading engagements across the organization by defining mutual and shared priorities across lines of business to drive impactful outcomes. Leads and coaches teams on engagements with key stakeholders to develop clear short- and long-term, execution strategies that meet customers' and Microsoft's objectives. Defines practices across teams for developing go-to-market strategies based on mutual business needs and scaling across markets and globally.

Leading and Transforming the Business

Leads the and aligns business within the segment, driving strategic direction across teams to enable revenue growth by proactively addressing business and needs. Drives orchestration amongst internal teams and holds others accountable, incorporating security adherence into accountabilities. Leads and influences across segments, partners, and internal leaders to drive growth and transformation across accounts. Aligns and gains buy-in from leaders and functions across the organization to ensure success of mutual plans and objectives. Influences the adoption of change based on breakthrough discoveries to drive impact (e.g., new operating model, improving collaboration). Drives teams to deliver success for business accountabilities while maintaining secure operations, adhering to compliance and data security standards through opportunity development. Leads teams across an organization to consistently leverage customer/partner insights and market strategies to act on opportunities to drive consumption, new solutions, and annuity business. Leads and coaches team and/or managers to maintain a growth and customer/partner mindset in response to the business environment. Empowers teams to enable Digital & Artificial Intelligence (AI) transformation for our customers and realize value from solutions that drive impactful market share growth. Directs teams to strategies and expectations for leveraging established systems, programs, and tools that enable consistent customer planning and a rhythm of business (RoB) to align end-to end solutions with go-to-market priorities across the customer portfolio and Microsoft solutions lifecycles.

Defines ongoing and long-term customer value realization and satisfaction strategies contributing to net-new revenue and business growth. Holds teams accountable for customer value realization satisfaction, and coaches them on practices and semi-annual survey results. Ensures teams safeguard sensitive customer information by embedding Secure Future Initiative principles into daily sales execution (e.g., least?privilege access, secure collaboration, disciplined data sharing, and proactive risk reduction to protect customer trust). Ensures internal and external executives are aligned on key areas of improvement to further impact increasing customer value realization and satisfaction. Manages and leverages key executive relationships across customer stakeholders (business and IT) to understand drivers of business value, satisfaction, and sentiments. Maintains a strategic perspective on customers and partners to business models and helps them evolve to achieve growth and realize greater alignment between the partner and Microsoft's business models and needs. Understands portfolio of strategic partners (Global Systems Integrator (GSI), Independent Software Vendor (ISV) and drives engagement across teams.

Develops and drives go-to-market sales strategy and execution to ensure success within their market based on Microsoft's and customer/partner needs. Develops strategies and coaches managers to align teams with customer, compete, and market strategies that drive sales, consumption, and Digital & Artificial Intelligence (AI) transformation solutions. Leads, collaborates with, and empowers managers to execute on strategic initiatives, achieve targets and build and manage pipelines that achieve growth and accelerate customer/partner value realization. Develops talent internally and attracts needed talent to Microsoft. Leads teams by example, driving high-value engagements and creating trusting relationships with customers and partners. Coaches teams on, and drives the execution of go-to-market based on customer, partner, and Microsoft needs, and scaling business across markets. Oversees and directs actions to drive balance in business, financial, and people outcomes. Manages customer planning across accounts to ensure that teams across organizations drive end-to-end orchestration for customer value realization and outcomes. Defines long-term expectations and goals across teams to consistently leverage opportunities and effectively develop, align, and execute on market sales strategies.

People Management

Managers deliver success through empowerment and accountability by modeling, coaching, and caring. Model: Live our culture. Embody our values. Practice our leadership principles. Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. Care: Attract and retain people. Know each individual’s capabilities and aspirations. Invest in the growth of others.

Business Relationship Management

The ability to develop and maintain positive working relationships with supervisors, staff, managers, customers, and vendors. This includes expressing empathy and compassion when dealing with the needs and problems of others, being approachable, taking time to address the concerns of coworkers, and treating others with respect and dignity.

Customer Advocacy

Knowledge of Customer Advocacy, a continuing focus on the requirements of the company’s customers, anticipating their needs, remaining sensitive to customers while performing services for them, being responsive to customer requests, generally working on their behalf.

Executive Relationships
The ability to interact confidently with leaders of the organization in order to present/defend/clarify concerns or issues regarding an existing project, program, or solution. This includes the ability to confidently address difficult questions, handle push back from a high-level audience, and maintain an executive demeanor while engaging in difficult or sometimes high-pressure situations.

Trusted Advisor
The ability to build trusted advisor status and deep relationships across stakeholders (e.g., technical decision makers, business decision makers) through an understanding of customer needs and technologies.

Qualifications

Required Qualifications

12+ years of experience in enterprise technology sales, business development, account leadership, or public sector sales leadership.
Proven track record of leading and growing large-scale customer businesses within a technology, cloud, software, or digital transformation environment in Malaysia. Experience serving Public Sector customers.
Demonstrated success managing and developing high-performing sales teams with accountability for revenue, pipeline, business outcomes, and talent development.
Experience engaging and influencing C-level executives, including CIOs, CTOs, CEOs, government leaders, and other business decision-makers.
Strong strategic account management experience across complex enterprise organizations and/or public sector institutions.
Ability to drive business growth through executive relationship building, consultative selling, and long-term customer strategy development.
Experience leading large, complex sales motions involving multiple stakeholders across sales, technical, services, partner, and customer organizations.
Demonstrated ability to effectively orchestrate resources and influence stakeholders across a highly matrixed organization to achieve strategic business objectives.
Strong business acumen with demonstrated ability to manage forecasting, pipeline health, operational rigor, and business performance.
Proven growth mindset with strong learning agility, adaptability, and resilience. Ability to innovate under constraints, embrace ambiguity, and lead teams through business and technology transformation.
Strong people leader and culture role model with a track record of fostering an inclusive, high-performance culture, developing talent, and leading teams with integrity, accountability, and empathy.
Excellent communication, leadership, negotiation, stakeholder management, and executive influencing skills.

Preferred Qualifications

Experience within cloud, SaaS, enterprise software, consulting, or digital transformation industries.
Experience managing country-level or regional sales businesses.
Knowledge of cloud transformation, AI adoption, and enterprise modernization trends.
Experience selling into large enterprise customers across industries such as Financial Services, Telecommunications, Manufacturing, Public Sector, or Retail.

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.

About the Company

Microsoft

Builds workplace software, PCs and cloud services

Microsoft builds workplace software, operating systems and cloud infrastructure for consumers, businesses and government agencies, from small organizations to global enterprises. Microsoft 365 combines Word and Excel with Teams communication and Copilot AI features, while Windows runs PCs and Surface supplies the company's own computers. Azure rents computing capacity, storage and databases to build and run web applications. Microsoft also sells Xbox consoles and games, collecting revenue through software licenses, subscriptions, usage charges and product sales. Founded in 1975 by Bill Gates and Paul Allen, Microsoft is headquartered in Redmond, Washington.

Company size: 10,001+
Company stage: IPO
Headquarters: Redmond, WA
Founded: 1975

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