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Microsoft Corporation Subsidiary PMM in Cambridge, Massachusetts

The Segment Lead HSPI at Microsoft is at the leading edge of our transformation. Our segments are tremendous cloud growth engine for the company, driven by deep industry domain expertise, product truth, and innovative partnerships with our customers. Dedicated to empowering every customer in enterprise commercial industries to achieve more, this high-performing team has been delivering compelling Business Applications to US customers and growing revenue & share while enabling transformative customer outcomes – and insanely great customer and partner experiences.

Dynamics 365 is an exciting area of growth and innovation in Microsoft’s business. Our business applications allow us to drive customer outcomes through an industry lens. With our industry leading technology paired with customer centricity and a growing sales force, we are able to flank the competition to take share and win market making deals.

The Segment Lead is at the center of our transformation, where the focus is on innovating our go-to-market capacity and capability to serve customers better - and at scale. This requires continued innovation and evolution of our sales models and channel strategy, while remaining centered on the enterprise customer. To be successful, you need to have deep understanding of strategy, sales, customer acquisition engines and upsell/renewal motions, partner enablement, and respective routes to market. You will engage the sales leads representing our Health, Education and State and Local Government Organizational Units, the key stakeholders from the sales, partner, product, marketing, and operations teams. As the Segment Lead, you will drive the development of a holistic business plan and ensure always-on execution with the right level of investments to address customer needs and accelerate their digital transformation.


  • Business Application Segment and Field Sales Strategy

  • Strategy Leadership: As the leader of the HPSI segment, you are responsible for identifying growth opportunities, defining strategies, go-to-market plan, channel capacity, landing these motions with the field, inside sales, and partners, and any necessary investments to ensure Microsoft realizes its full growth potential. Consequently, you should have deep business insights and show strategy leadership to formulate a sound business plan with the stakeholders for short term results and long term sustained success.

  • Cross Team Collaboration: The segment business model requires cross group collaboration across many key teams and functions. Key stakeholders include: Partner, Product Marketing, Inside Sales, Sales Excellence, Sellers, National Sales Organization, etc. The successful Segment Leader must be an effective and efficient collaborator and v-team leader to drive One Microsoft alignment and results through stakeholders and the extended v-teams.

  • Customer/Partner engagements and new business incubation: The Segment Leader needs to develop strong insights into customer preferences and competitive options and have the ability to act on such insights.


The successful candidate will be an experienced leader with deep industry and customer + partner insights, a track record of business strategy, sales and marketing leadership and hands-on execution excellence. Specifically, this highly visible and strategic role requires a candidate, who possesses the following characteristics:

  • Ability to set and drive customer strategy, thus translating strategy into concrete actions and marketing/sales motions

  • Excellent business judgment and results across a range of disciplines including multi-channel sales, marketing, finance, and strategy

  • Ability to contribute consistently and positively in a high-paced, fast-changing, and sometimes unpredictable work environment

  • Strong interpersonal relationship skills, self-awareness, negotiation, and conflict-management skills

  • Results-oriented team player who leads by example, holds him or herself accountable for performance, takes absolute ownership, and champions all aspects of our Dynamics business

  • Analytical thinker with a can-do attitude and flexibility to accommodate evolving business needs

  • Expertise in working with clients at the CXO levels with deep impact in industries and communities

  • The ideal candidate thrives in a matrix environment, is skilled in influencing, driving, and developing impact and leadership in the most precarious of situations

  • Ability to effectively drive cross-group collaboration, using change management, project management, impact, and influence, as well as communication skills .

Additional requirements for this role include:

5 years’ experience in channel, sales, and marketing leadership roles

Bachelor’s degree in Business, Engineering or Marketing, or related field

Core Competencies

  • Impact and influence

  • Cross group collaboration

  • Drive for results

  • Customer & seller focus

  • Creative, problem-solving and decision-making skills

  • Strong communication skills

  • High personal accountability for self and others

The salary for this role in the state of Colorado is between $125,000 and $187,700.

At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work.US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form ( .