Director, Healthcare Security Sales

Overview

Join the Health and Life Sciences (HLS), Specialist Team Unit (STU) leadership team as a Director, Healthcare Security Sales. We are high‑impact sales organization focused on solution selling and deep technical expertise. Our team partners closely with enterprise customers to drive adoption of Microsoft’s most strategic solutions, combining consultative sales leadership with a strong understanding of the platform’s capabilities.

The STU plays a critical role in accelerating customer outcomes and revenue growth across Microsoft’s priority solution areas.

The Director, Healthcare Security Sales leads the security specialist sales motion, responsible for driving enterprise‑scale security engagements across Microsoft’s comprehensive security portfolio.  You will help customers modernize their security posture across identity, compliance, threat protection, and security operations while bringing together the full breadth of Microsoft’s security, AI, and cloud capabilities to enable secure transformation.

As a strategic sales and people leader, you will engage with C-suite executives and key decision makers to deepen customer relationships, understand complex business and security priorities, and identify and accelerate new opportunities. You will set the strategy for HLS Security, leveraging customer insights, market intelligence, and AI-powered analytics to anticipate emerging needs, strengthen pipeline and forecasting, and drive growth across the business. You will also lead and develop a high-performing team, empowering them to

translate complex security solutions into meaningful business outcomes and build trusted, long-term customer partnerships. Success in this role requires enterprise security expertise, sales and people leadership, executive presence, and the ability to connect Microsoft’s security and AI capabilities to customers’ most critical business priorities.

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 Engagement
• Champions adhering to sales frameworks and guidelines to assess and qualify sales opportunities, ensuring alignment with AI-enhanced sales methodologies and best practices. Serves as an escalation point and advisor for teams in securing highly complex, high-value strategic deals. Fosters a culture of collaboration across organizations, ensuring a comprehensive approach to deal orchestration and seamless transitions throughout the deal lifecycle. Drives advocating for and institutionalizing best practices that secure customer engagement and deal closure, and proactively mitigate risks that impact overall sales effectiveness and growth across the territory.
• Oversees team on directing and implementing sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Champions partner team interaction, expertly navigates resources and fosters lasting relationships that activate co-selling strategies that drive partner attach to each opportunity through every stage in the sales lifecycle. Champions partner organization connections that foster enduring relationships, share gains, partner health and alignment with execution plans to accelerate customer value realization at scale.
• 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 great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.
• Sales & Pipeline Management
• Provides expertise and vision across the territory on integrating propensity, renewal, consumption, and usage data to prioritize sales strategy. Steers teams in optimizing partner collaboration for each account and/or opportunity, ensuring seamless handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.
• Empowers team to drive comprehensive sales pipeline reviews across the territory with internal executive stakeholders to drive forecasting accuracy and exceed sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Holds team accountable for maintaining sales and/or consumption pipeline hygiene on all opportunities and milestones using all available tools and processes. Hold teams accountable for maintaining usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.
• Sales Strategy
• Provides strategic oversight for regional territory analysis and guides sales initiatives that address complex customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Steers teams toward developing and advocating for innovative solutions and strategies that advance customer business objectives. Champions the identification and strategic resolution of gaps, enhancing market engagement and maximizing overall sales performance.

Qualifications

• Required/minimum qualifications
• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.
• Other Requirements
• This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.
• Additional or preferred qualifications
• Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 10+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 10+ years experience in technology-related sales or account management OR equivalent experience.
• 3+ years people management experience.
• Experience selling enterprise security solutions.

Solution Area Specialists 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.

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.