Enterprise Sales Director – Microsoft

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of and surpass a multi-million-dollar ARR target within a designated territory or vertical sector.

• Develop and implement a Microsoft co-sell strategy — cultivate relationships with AEs, CSAs/CSAMs, GBBs, STUs, and Partner Development Managers; facilitate joint account planning and shared pipeline development.

• Position Tenex MDR alongside clients’ existing Microsoft Security investments, utilizing Sentinel, Defender XDR, Defender for Cloud, Entra, and Purview deployments to achieve growth.

• Execute transactions through the most suitable commercial channel for each client: direct, Microsoft Marketplace, private offer, or Partner Center co-sell.

• Conduct thorough discovery, MEDDPICC/MEDDIC qualification, and executive value selling — effectively communicate ROI to CISOs, CIOs, and security leadership.

• Collaborate with Sales Engineering, Detection Engineering, and Customer Success to define, validate, and operationalize MDR engagements.

• Ensure precise forecasting, pipeline management, and account intelligence within CRM.

• Represent Tenex at Microsoft field events, MISA gatherings, and industry conferences.

⛳️ Requirements

• 5+ years of experience in enterprise security sales with a proven history of successfully selling Microsoft Security solutions across Azure (Sentinel, Defender for Cloud) and M365 (Defender XDR, Entra, Purview) to mid-market and enterprise accounts.

• Familiarity with Microsoft commercial constructs — including E3/E5/E7 and security add-on SKUs, MACC/EA/MCA agreements, Azure consumption strategies, and Microsoft Marketplace/private offer transaction pathways — coupled with the ability to position Tenex MDR alongside the customer's existing Microsoft investments.

• Demonstrated success in co-selling with Microsoft field sellers (AE, CSA, GBB, Partner teams), navigating Partner Center and co-sell processes, and developing a joint pipeline that aligns with Microsoft’s security priorities and customer roadmaps.

• Consistent achievement of a $2M+ annual quota in selling cybersecurity or related enterprise software.

• Strong executive presence capable of leading discussions at the CISO and CIO levels.

• Experience managing complex, multi-threaded sales cycles involving security, IT, and procurement stakeholders.

• Bachelor’s degree or equivalent professional experience.

🏝️ Benefits

• Competitive compensation

• Meaningful equity

• Comprehensive benefits