Director of Services Sales

Microsoft · Sydney

Apply on the company website

This is a senior leadership role leading Microsoft's Services sales business across Australia. You'll help customers turn their investment in cloud and AI into lasting business outcomes. 

As Director of Services Sales, you will set and deliver the growth strategy for Microsoft's Services portfolio. That portfolio covers Unified support, Industry Solutions delivery and consulting, and enhanced, outcome-based engagements. You will lead a team of Services sellers who work alongside account teams, solution specialists, delivery leaders and partners. Together they shape and close multi-year services agreements that speed up AI adoption, modernise platforms, strengthen security and resilience, and help customers realise value. 

You will be a commercially sharp, customer-first leader with strong technical and delivery fluency. You'll be able to engage credibly with CIOs, CTOs, CISOs and C-suite business leaders. You'll also be able to connect what Microsoft sells with how Microsoft delivers. 

You will be a key member of the [ANZ Services / Australia] leadership team, reporting to [the Services Lead]. You'll work closely with the Enterprise Commercial, Public Sector and Solution Area leadership teams. 

This role is about more than delivering results. You'll build long-term customer partnerships, make Services central to every major customer pursuit, and create an inclusive environment where your team does its best work and grows their careers. 

This role can be based in [Sydney / Melbourne / Canberra]. 

What You Bring 

• Senior enterprise sales leadership in professional services, managed services, support services or consulting, ideally in cloud, AI or enterprise technology. 

• A strong track record of sustained growth in services bookings, revenue and renewals across large, complex Australian customers. 

• Proven success leading Services sellers or specialist teams and building shared accountability with account teams, delivery and partners. 

• Experience selling outcome-based, multi-year services engagements that combine advisory, delivery, support and adoption. 

• Commercial judgement in shaping deals, including pricing, risk, contract structure, resourcing and deliverability. 

• Executive presence and the ability to act as a trusted adviser to customers, partners and internal stakeholders at the highest levels. 

• Understanding of the security, sovereignty, privacy, responsible AI and procurement considerations that apply to Australian enterprise and public-sector customers.

People Management 

• Leads, coaches and develops a high-performing Services sales team with clear outcomes, role clarity and shared standards. 

• Models Microsoft's culture and leadership principles with authenticity, sound judgement and accountability. 

• Attracts, develops and retains exceptional talent through career conversations, succession planning and actionable growth plans. 

• Builds an inclusive culture grounded in respect, empathy, trust, diverse perspectives and thoughtful risk-taking. 

• Coaches across boundaries and adapts leadership to the situation, ambiguity and individual needs. 

Sales Strategy and Execution 

• Sets and delivers a multi-year Services growth strategy for Australia, aligning local priorities with Microsoft's global Services ambition. 

• Owns and delivers Services bookings, revenue, renewal and retention targets, with disciplined execution and accountability across the team. 

• Positions Services in every major customer pursuit so that AI, cloud, security and business application commitments come with a clear path to deployment, adoption and value. 

• Leads complex, multi-year deals that bring together support, consulting, delivery and partner capability. 

• Builds trusted relationships with senior executives and positions Microsoft as a long-term partner in transformation and operational resilience. 

• Drives renewal and expansion of Unified support agreements and moves customers towards proactive, outcome-based and AI-enabled services. 

• Anticipates competitive threats, procurement dynamics, regulation and technology trends to shape differentiated services offers. 

Sales Operations and Pipeline Management 

• Runs a well-managed business with accurate forecasting, quality pipeline, sound deal governance and consistent operating rhythms. 

• Works closely with delivery and engagement leaders so that what is sold can be delivered well, with appropriate risk management, resourcing and margin. 

• Uses AI-powered insights, automation and analytics to sharpen sales decisions, raise seller productivity and find growth opportunities. 

• Partners with account teams, Solution Areas, Customer Success and partners through effective co-sell to remove blockers and improve execution.

  Contributes to the broader leadership team by sharing insights and best practice across the business. 

Minimum experience 

• 10+ years of experience in enterprise sales, with significant experience selling professional services, consulting, managed services or support services. 

• Extensive experience leading enterprise sales teams, including direct people leadership. 

• Proven track record of delivering against services bookings and revenue targets in complex, multi-stakeholder account environments. 

• Experience shaping and closing large, multi-year services engagements, including commercial structuring, risk management and alignment with delivery. 

• Demonstrated executive engagement at C-suite level, including acting as a trusted strategic adviser. 

• Strong stakeholder leadership, influencing and cross-functional collaboration across sales, technical, delivery and partner teams in a matrix organisation. 

Preferred experience 

• Bachelor's degree in business, technology or a related field, or equivalent practical experience. 

• 5+ years leading high-performing sales or specialist teams in a complex organisation. 

• Experience with cloud, AI, security or business application services and the delivery models behind them. 

• Established executive relationships across Australian enterprise and public-sector customers. 

• Working knowledge of responsible AI, cybersecurity, privacy, data sovereignty and compliance expectations relevant to Australian customers. 

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.

More jobs at Microsoft · Sales & Business Development jobs in New South Wales