Overview
Lead and scale Microsoft’s partner-driven security business across Japan and emerging markets in Asia by shaping executive partnerships, driving disciplined execution, and unlocking growth. In achieving this, we unlock our mission at Microsoft which is to empower every person and organization to achieve more .
Welcome to the SME&C village. We lead a high‑growth, AI‑powered, partner‑led sales engine focused on customer success. By uniting SMB, Corporate, Strategy, and Partner teams, we unlock the largest market opportunity with industry‑leading investment. We’re more than a sales organization—we’re a culture of innovation, inclusivity, and high performance, where collaboration and continuous learning drive real impact.
As a Director of Security Partner Solution Sales, you will lead and scale a partner-driven security business across Asia, shaping strategy with top partners, building executive relationships, and driving disciplined, end-to-end sales execution to exceed growth targets.
You will optimize partner profitability, build scalable security practices, and drive consistent execution and forecasting across Japan, ASEAN, India, and GCR while unlocking new growth opportunities. This opportunity will allow you to lead a diverse, cross-market team, balancing local market nuances with scalable best practices. Drive partner growth and sales leveraging Microsoft’s differentiated Security platform. You will lead the Secure People and Agents motion in the Secure AI era, align to evolving cyber frameworks, and partner with global teams to shape investments that accelerate programmatic, at-scale growth.
In this strategic role, you will ensure that opportunities emerging from our joint planning and co-sell efforts convert into wins and deployed solutions for our customers through partners. By leveraging our MCEM sales methodology, you will ensure consistency and excellence in how your portfolio of partners engage customers from envisioning solutions to closing deals, thus accelerating time-to-value.
This is a significant leadership opportunity: You will oversee the execution and delivery of high quality Solution Area sales plan for your team’s portfolio of partners, aligning with Microsoft’s business goals. In doing so, you’ll play a pivotal role in Microsoft’s success in the Corporate market, delivering on ambitious cloud growth targets and expanding our customer base via partners. Importantly, you will also be responsible for the professional growth of your team – developing their business acumen, sales skills, and career trajectories while fostering deep relationships with partner executives as a trusted business advisor.
Responsibilities
As a Partner Solution Sales Director, you will assume broad responsibilities that blend people leadership, partner management, and strategic execution. Your key responsibilities include:
Team Leadership & Coaching: Build and nurture a high-performing, diverse sales team across multiple Asian markets. Provide clear vision, set ambitious goals, and coach with consistency to drive accountability and growth. You will establish a strong Rhythm of Business (RoB) with disciplined inspection, enabling early course correction, continuous improvement, and a culture of high performance and innovation. Leadership alignment across our key stakeholder including Partner Solution Architects, ABS Partner Solution Sales, VendorTele, Partner Marketing etc.
Strategic Sales Planning: Drive security-led partner strategies aligned to key solution plays such as Secure People & Agents, Defender, Data Security, and AI Security. Ensure Partner Sales Plans and Territory Plans translate into scalable, high-impact growth plays that unlock whitespace opportunities and build a strong, forward-looking pipeline.
Pipeline Management & Deal Execution: Own the pipeline from “commit” to “close” with strong deal rigor and execution discipline. Drive competitive win strategies, executive alignment, and pipeline acceleration, ensuring consistent progression, higher close rates, and predictable outcomes across complex security deals. Owns the course correction plan.
Revenue Accountability & Growth: Be accountable for exceeding CSP revenue targets by driving partners to outperform market growth benchmarks. Lead execution that delivers strong pipeline conversion, deal velocity, and sustained above-target performance through focused prioritization of high-value security opportunities.
Partner Performance Management: Lead partner businesses as a strategic operator—using data, insights, and structured reviews to drive performance. Shape partner profitability models, increase services attach, and enable partners to build repeatable, scalable security practices that deliver long-term value.
Co-Sell Strategy & Execution: Champion partner-led co-sell execution, ensuring strong alignment between Microsoft field teams and partners. Act as a connector to drive the right partner engagement on the right opportunities, improving win rates and delivering differentiated customer outcomes.
Program & Investment Utilization: Maximize the impact of Microsoft investments by leveraging WW programs, funding, and engineering support. Guide partners to effectively utilize these resources to accelerate pipeline, improve win rates, and scale underpenetrated security scenarios.
Trusted Advisor & Stakeholder Management: Act as a trusted advisor to partner executives and internal stakeholders, influencing C-suite leaders to prioritize security as a core business. Drive alignment on joint growth strategies, investments, and go-to-market execution.
Customer Success & Impact: Champion sustainable customer outcomes by ensuring partners deliver high-quality, value-based security solutions. Reinforce a consultative approach that drives customer success, long-term retention, and expansion opportunities.
In fulfilling these responsibilities, you will balance strategic planning with tactical execution. One day you might be formulating a new sales initiative to push AI-based solutions via partners, and the next day you’re deep in a partner’s sales funnel data figuring out how to help them accelerate deal closures. This dynamic scope is what makes the role challenging and rewarding
Qualifications
Fluent in English (written and verbal), with the ability to engage effectively across global and regional stakeholders
Fluent in Japanese (written and verbal)
Proven cross-cultural leadership experience across Asia (Japan, ASEAN, India, GCR)
Strong executive presence, with the ability to influence and align C-suite stakeholders
Demonstrated success in partner-led sales, consistently driving revenue overperformance
Deep understanding of partner economics, profitability drivers, and business models
Proven ability to drive disciplined execution, course-correct performance, and consistently deliver against targets
Strategic mindset, with the ability to translate whitespace into scalable growth opportunities
Bachelor’s degree in Marketing, Business, Computer Science, or related field and 10+ years of experience in partner management, sales, or business development (or equivalent experience)
5+ years of people management or Team Lead experience, building and leading high-performing teams
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.**