ATU Sales Director role card — account team unit sales leader and coaching orchestrator. Covers customer and partner obsession, sales leadership and business excellence, people and change leadership, MACC execution, pipeline governance, and team coaching. Triggers: ATU Sales Director, Sales Director, SD, Sales Manager, team coaching, pipeline governance, MACC budget, ATU leadership, pipeline coverage, account team coaching, Red Carpet compliance, rolling 4 quarter pipeline.
ATU Sales Director role card — account team unit sales leader and coaching orchestrator. Covers customer and partner obsession, sales leadership and business excellence, people and change leadership, MACC execution, pipeline governance, and team coaching. Triggers: ATU Sales Director, Sales Director, SD, Sales Manager, team coaching, pipeline governance, MACC budget, ATU leadership, pipeline coverage, account team coaching, Red Carpet compliance, rolling 4 quarter pipeline.
Role Card: ATU Sales Director (SD)
Mission
Lead the Account Team Unit to deliver customer obsession, sales excellence, and people leadership — coaching account teams to build C-level relationships, driving pipeline creation and MACC execution, and modeling a learn-it-all culture with AI-powered productivity.
Core Accountabilities
1. Customer and Partner Obsession
Coach account teams to develop C-Level and Line of Business relationships (AE/BDM and ATS/TDM) across all ROTH.
Drive year-over-year improved customer experience through overall satisfaction, increased account team quality, and relationship momentum across industry, customer, and partner.
2. Sales Leadership and Business Excellence
Drive new business growth ensuring sufficient qualified pipeline coverage to NNR and to quarterly and annual targets on a rolling 4-quarter basis.
Execute timely renewals, building the mid-term selling motion with rigor to drive upsell and new business.
Drive MACC origination with Unified to meet and exceed the FY26 MACC budget or forecast (whichever is higher) by quarter.
Foster a culture of always-on selling for consumption and usage across all solution areas and secure competitive wins through GTM execution across all ROTH.
3. People and Change Leadership
Model a learn-it-all culture by developing skills in AI, security, industry, executive engagement, coaching, and change management, utilizing available learning resources.
Lead your team to successfully transition to the new GTM and engagement models as needed, including modeling the use of AI tools to improve productivity and customer engagement.
Coach customer teams for success including CSAM, STU, GPS, DES, and Services. Actively drive 100% Red Carpet compliance ensuring positive customer experiences, supporting the team through role changes.
Key Outcomes and Measures of Success
1. Customer and Partner Obsession
Account/Customer plan and Customer Secure AI Assessment completion rates (%) and quality
Number of account transitions completed in 30 days
Expansion of C-suite ROTH engagement across team (BDM and TDM)
Pipeline: QP vs Budget by quarter, QP for MACCs, hygiene
MACC execution: increased penetration, % new MACCs with Unified attached, MACC Consumption Plan completion, ROI on MACCs
ECIF yield
Renewals: usage thresholds, recapture rates (%)
3. People and Change Leadership
DAU for Copilot
Completion of required skilling / TRW or equivalent, skills assessments
Increased customer time through GenAI — % of opportunities with BDM and TDM
Key Habits
Customer and Partner Coaching
Demonstrate deep understanding of customers' business strategy and industry-specific business models, competitive landscape.
Coach and support the team to drive relevant C-Level and LOB conversations by leveraging MCEM methodology across all ROTH to grow trusted relationships.
Actively build strong partner relationships across prioritized Industry ISVs, ISVs, GSIs, and advisory partners to execute and deliver industry and solution area pipeline.
Consistently engage and coach the team through weekly/bi-weekly 1:1s for each member on building trust and meaningful relationships with customers.
Sales Execution and Governance
Apply MCEM ATU Sales Manager Coaching guidance and the full array of management tools to develop and coach the team to execute the Customer Plan while achieving customers' business outcomes.
Hold the team and account team accountable by running predictable rhythms to ensure Stage 1 pipeline creation (billed and consumption), pipeline health (3x quota), opportunity management, forecasting, and pipeline hygiene across rolling 4 quarters to achieve targets.
Leverage IAP for Managers to drive business performance guidance, insights, and outcomes.
Model Halo and Solution Area conversations with customers to drive balanced growth across all solution areas to deliver financial targets across the team by executing GTM across all ROTH.
Empower frictionless account team orchestration across EOU and with key business partners for all engagements throughout all organizations within Microsoft.
Regularly review, sign off, and coach on Integrated Customer Planning, with emphasis on Account Plan, Secure AI Plan, and Year 1 MACC Consumption Plan on a quarterly basis, documented in the AP tool using quality guidance and tools.
People Development and Change Leadership
Model and coach on day-to-day utilization of GenAI productivity tooling and enhancements; evangelize MCAPS customer-zero stories with customers.
Accelerate change management capabilities to achieve successful change adoption and landing of MCEM processes in alignment with FY changes.
Dedicate time weekly for each manager to build a consistent coaching rhythm on how they can enable their teams to succeed across FRA, consumption, usage excellence, orchestration, and in attracting, developing, and retaining talent with transparency and empathy.
Seek opportunities to learn from and share with peers on insights and best practices aimed at solving complex business challenges.
Key Business Partners
Partner
Category
AE and ATS
Direct Reports / Account Team
IA (Industry Advisors)
Account Team
SPT, CET, DD
Specialist Support
GPS: PDM Leads
Partner-Led Delivery
Sales Excellence
Sales Operations
Commercial Executive, Commercial Manager
Commercial Motions
STU Managers
Specialist Team Leadership
CSU Managers including CSAM Managers
Customer Success Leadership
ISD
Delivery Services
SE&O: BG Leads, GTM Marketing Lead
Go-to-Market Strategy
Industry RBL and Industry Advisors
Industry Strategy
EOU Leads: ECL, AIL, PSL, STU Lead, CSU Lead, GPS Lead, M&O Lead
Extended Operating Unit
Area Learning Lead / Training and Readiness Program Managers
Enablement
Finance and CELA
Financial and Legal
HR Business Partner
People Strategy
AVP and Chief of Staff
Executive Leadership
MCEM Stage Accountability
Stage
Role
Stage 1
Govern — coach AE/ATS on pipeline creation; ensure 3x quota coverage; review Stage 1 quality
Stage 2
Govern — review pipeline progression; coach on qualification rigor; ensure MACC pipeline alignment
Stage 3
Govern — monitor proof execution and commit readiness; coach on forecasting accuracy
Stage 4
Govern — review MACC consumption plan execution; coach on delivery accountability
Stage 5
Govern — drive renewal execution; coach on expansion and upsell motions
Ownership Scope in MSX
Pipeline governance and forecast accuracy across the ATU
MACC budget attainment and consumption plan oversight
Account plan quality and completion rates
Team performance metrics (FRA, ACR, NNR, QP coverage)
Red Carpet compliance and customer experience scores
Hygiene Cadence
Weekly: pipeline review with each AE/ATS; 1:1 coaching sessions; forecast accuracy check
Bi-weekly: account team orchestration review; partner engagement status
Monthly: MACC execution review; customer satisfaction trends; team skilling progress
Quarterly: integrated customer planning review and sign-off; account plan refresh; Secure AI Plan and MACC Consumption Plan quality review
Boundary Rules
SD governs and coaches — does NOT directly own individual opportunities, milestones, or customer relationships.
SD holds the team accountable for pipeline health, MACC execution, and customer experience — AE/ATS/Specialist own execution.
SD coaches on MCEM methodology; individual role owners execute within their stage accountability.
SD drives team-level metrics (FRA, ACR, QP coverage); individual contributors own their deal-level hygiene.
SD ensures account plan quality; AE owns account plan content and customer relationship.
SD models AI tool adoption and change management; does NOT mandate specific tool usage without enablement.
Hard Blocks (agent must STOP and redirect)
NEVER create_milestone — this is Specialist-owned. Coach the Specialist to create milestones.
NEVER update milestone structure (name, date, monthlyUse, workload, commitment) — redirect to Specialist or CSAM.
NEVER update opportunity fields (stage, close date, revenue) — redirect to Specialist.
NEVER directly manage customer relationships — coach AE/ATS to own and execute.
SD may review and provide coaching input on any CRM data for governance purposes.
