Practice Director

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

📋 Description

• Take ownership of the Microsoft service catalog, focusing on identity/Entra ID, Azure, security, migrations, and modern workloads.

• Define qualification criteria and decision-making authority for both in-house and partner-delivered projects.

• Drive a multi-year capability roadmap that aligns with Microsoft's strategic direction and meets customer demand.

• Create governed partner delivery models for non-core or overflow tasks.

• Collaborate with Sales to shape the pipeline, assess opportunities, and secure strategic contracts.

• Identify which deals align with the catalog and which require third-party partnerships.

• Provide Sales with outcome-focused propositions, defined scope limits, and risk frameworks.

• Oversee deal structuring, pricing discipline, and statement-of-work rigor.

• Ensure that SOWs align with customer and P&L goals.

• Establish delivery standards, quality checkpoints, estimation rigor, and governance.

• Manage executive escalations and resolve troubled engagements.

• Drive accepted SOWs to profitable and customer-satisfying completion.

• Enhance on-time delivery, CSAT, margin, and utilization metrics.

• Lead and develop the Microsoft delivery team, including the Technical Lead.

• Build a skills roadmap for the team and address gaps in modern Microsoft technologies.

• Foster a culture of advisors rather than simply order-takers.

• Represent the practice to executives internally and to key customers.

• Engage with the Microsoft partner ecosystem to support co-sell initiatives, specializations, and solution alignment.

⛳️ Requirements

• 10+ years of experience in Microsoft professional services.

• 5+ years of leadership experience in a practice within a VAR or systems integrator.

• Proven success in revitalizing delivery organizations, including service catalog management, capability development, and pipeline discipline.

• Strong commercial acumen and experience collaborating with Sales to shape qualifications and define scope and risk parameters.

• Executive presence and the ability to serve as a trusted advisor.

• Experience acting as an escalation point for challenging projects.

• Solid technical foundation across Azure, Entra ID/identity, security, application migrations, domain consolidations, and hybrid endpoint management.

• Experience managing or guiding partner delivery models for tasks outside core competencies.

• Microsoft Certified: Azure Solutions Architect Expert or a current equivalent (required or highly preferred).

• SC-300 or AZ-500 certification (required or highly preferred).

• Additional certifications in security, identity, or M365 are advantageous.

• Experience in modernizing teams with legacy skills or unregulated sales practices.

• Strong negotiation abilities.

• Comfortable leading strategic initiatives while remaining approximately 25% hands-on in delivery.

• Familiarity with Microsoft partner programs, specializations, and co-sell activities.

🏝️ Benefits

• Equal opportunity employer.

• Inclusive work environment.

• Accommodations or adjustments available throughout the interview process and beyond.