Enterprise Sales Director-Microsoft

📋 Description

• • Lead complex, multi-stakeholder enterprise sales cycles targeting mid-market and enterprise accounts where Microsoft Security platforms (Sentinel, Defender XDR, Defender for Cloud, Entra, Purview) are the dominant security infrastructure.
• • Own and exceed a multi-million-dollar annual recurring revenue (ARR) quota within a defined territory or vertical segment.
• • Build and execute a Microsoft co-sell strategy by developing deep relationships with Microsoft field teams including Account Executives (AEs), Customer Success Associates (CSAs), Global Business Builders (GBBs), and Partner Development Managers.
• • Drive joint account planning and shared pipeline development aligned with Microsoft’s strategic security priorities and customer security roadmaps.
• • Position Tenex.ai’s AI-native Managed Detection and Response (MDR) offering as a value-add to customers’ existing Microsoft Security investments, enhancing ROI and operational effectiveness.
• • Transact deals through optimal commercial pathways: direct sales, Microsoft Marketplace, private offers, or Partner Center co-sell mechanisms.
• • Conduct rigorous discovery, MEDDPICC/MEDDIC qualification, and executive value selling to CISOs, CIOs, and security leadership teams.
• • Partner closely with Sales Engineering, Detection Engineering, and Customer Success teams to scope, validate, and operationalize MDR engagements from deal closure through implementation.
• • Maintain accurate and disciplined forecasting, pipeline hygiene, and account intelligence within CRM systems.
• • Represent Tenex.ai at Microsoft field events, MISA gatherings, industry conferences, and other strategic partner forums.
• • Navigate complex sales cycles involving cross-functional stakeholders across security, IT, procurement, and finance functions.
• • Leverage deep understanding of Microsoft commercial constructs including E3/E5/E7 licensing, MACC/EA/MCA agreements, Azure consumption models, and security add-on SKUs to align Tenex MDR with customer procurement frameworks.
• • Contribute to shaping Tenex.ai’s sales strategy, culture, and go-to-market approach as an early employee in a fast-growing, well-funded startup backed by Andreessen Horowitz, Crosspoint Capital Partners, Shield Capital, DTCP, and Deepwork Capital.
• • Collaborate with Microsoft’s Partner teams to ensure seamless integration of Tenex MDR into Microsoft’s security ecosystem and co-sell motion.
• • Identify expansion opportunities within existing Microsoft security customers to drive land-and-expand revenue growth.
• • Maintain up-to-date knowledge of Microsoft Security product roadmap changes and competitive landscape dynamics in the MDR and MSSP markets.
• • Deliver clear, data-driven business cases that articulate the cost, efficiency, and threat detection advantages of Tenex MDR over native Microsoft capabilities or alternative solutions.