Solution Area Specialist Manager - CTJ - Top Secret

Overview

We are looking to hire a Solution Area Specialist Manager to join Microsoft Federal.

The Microsoft Federal organization was established to address the unique mission, legal/regulatory requirements, and procurement rules and processes of the United States Government (USG). Microsoft Federal is committed to ensuring its resources – including appropriately qualified, experienced, and certified personnel (with necessary security clearances or otherwise) are available as needed to meet USG evolving needs. To that end, Microsoft embraces, as a mission-critical philosophy, flexibility in the recruiting, hiring, and workforce assignment of Microsoft Federal personnel. Microsoft Federal personnel can expect to serve in various roles in the Microsoft Federal organization during the course of their career to meet evolving United States Government (USG) needs, regardless of segment – Civilian, Defense, or intelligence community.

In the Federal Commercial Solution Areas (CSA) Group team, we are looking for an experienced and credible Manager to help drive the Federal Go-To-Market for our Azure business. The Azure CSA Manager is a Senior Leader who will support the Azure CSA Leader develop a winning sales strategy that will deliver on the Azure Solution Area sales goals. This person will help lead strategic transformational shifts to drive deployment and create business value for customers. They will provide direction/guidance on the development of solutions and sales plays across the Azure solution and support areas. They will lead virtual teams to develop strategies for driving and closing opportunities. They will facilitate the development of partner strategies and ensure execution. They will contribute to the development of Go-To-Market artifacts, events and promoting best practice sharing across subsidiaries. They will oversee the end-to-end business across geographical regions. They will interact with corporate leadership and senior-level stakeholders to get support for their team and the geographical regions. They will act as a thought leader to help their team connect Microsoft solutions to customer business impact. They will lead efforts to build Go-To-Market Plans for existing and new products unique to the Federal Government market. They will interact with Engineering to help prioritize new products and features in support of the Federal Government needs. They will design sales programs to drive unique and focused field efforts as needed. They will help lead efforts to smoothly launch new products successfully.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

Responsibilities

Market & Industry Thought Leadership

• Develops and drives US Federal Azure Solution Area Go To Market strategic vision for Federal sales in partnership with Federal Segment leaders, Product Engineering and Microsoft Customer and Partner Solutions (MCAPS). Able to clearly articulate the strategic vision and execution plan at an Executive level in order to foster confidence, partnership and collaboration to drive adoption of product strategy to achieve revenue goals 3 years out.
• Provides guidance to all stakeholders on establishing Microsoft's competitive advantage and offering strategies that satisfy customers' Key Performance Indicators (KPIs) or Objectives and Key Results (OKRs). Drives results faster than competition and grow new markets for Azure solution area.
• Identifies customer needs and market opportunities for enhancements or development of value propositions and marketing strategies via analysis of listening systems, feedback channels, market and industry trends, competitive analyses, and industry-specific requirements.
• Evaluates how the opportunity will fit within the portfolio to determine growth potential. Identifies new total addressable market, market, and buyers. Deciphers data through experimentation to determine new growth capabilities.
  
  

Driving Transformation in the Business

• Guides and supports the Azure business within each Microsoft Federal segment, leads the strategic direction for maturing new and scale sales motions, leads the way in how to think creatively in response to customer/partner needs and competition and facilitates transformation and adoption among internal teams.
• Collaborates in the development of Azure Solution plays, incentive and investment programs and go-to-market campaigns that will enable greater acceleration to exceed revenue targets in the Federal market.
• Collaborates and drives demand signal and go-to-market plans for product feature capabilities with product engineering, business planning, marketing and field sales. Able to partner with all stakeholders and drive resolution of issues with senior leadership.
• Tracks success criteria and performance metrics. Identifies and aligns others on growth priorities, monetization strategies, and key performance indicators (KPIs) that will help improve profitability. Partners with others to define and collect performance metrics, monitor, and report on progress.
  
  

Scaling And Collaboration

• Guides their team to build a network of partners to cross-sell and up-sell. Leads the team to identify new partners and evaluate partner capabilities. Facilitates the development of partner strategies and ensures execution. Leverages global resources to help connect the partner ecosystems to form new market opportunities.
• Guides their team to apply the orchestration model. Establishes approach and practices to promote communication and collaboration across functions. Contributes to the development of the orchestration model and drives consistency across territories.
• Defines where orchestration is needed for success. Influences and works across functions, partners and teams to drive growth and transformation and effectively define sale processes, holding others accountable for results.
• Encourages and sets the tone for an organizational culture for collaboration. Implements customer relationship development strategies across the organization.
  
  

Sales Excellence

• Oversees the end-to-end business across geographical regions. Ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory. Interacts with Corporate leadership and executive-level stakeholders to get support for their team and the geographical regions.
• Guides their team in whitespace analysis and supports the team to identify potential business in the assigned territory. Develops and aligns the analysis approach across the organization. Acts as a thought leader and clears opinions and perspectives from business analysis.
• Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
• Lays out customer satisfaction long-term strategies. Proactively promotes development of deep and influential relationships with client contacts. Guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues for strategic accounts. Establishes standards for customer/partner experiences.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required. Seeks additional learning opportunities and prioritize to enhance effectiveness.
• Participates in regular strategic planning for their assigned territory. Reviews plans via Rhythm of Business (ROB) meetings and aligns the plans of their team across departments. Guides team to align their approach with sales excellence team. Engages with external executives to bring a more strategic perspective into the planning portion of account planning.
  
  

Sales Execution

• Coaches their team and/or other teams (e.g., ATU, STU) on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners. Engages C-Suite decision makers for strategic customers to support teams on opportunity discovery and acceleration. Represents their team internally at Microsoft as they engage other internal stakeholders.
• Leads their team to develop strategies for driving and closing strategic (highly complex, high value) opportunities. Drives the implementation of strategies and the collaboration with the account team to ensure alignment. Leads their team on ways to implement and share close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.
• Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, Global Black Belts). Leads with technical and industry insights on how to grow the strategic customer business.
• Brings impactful industry insights into customer engagements and helps close deals with customers and coaches and influences others internally on how to do this. Influences Microsoft's strategic direction across various markets. Acts as a thought leader in digital transformation across solution areas to advise customers. Leads a virtual cross-organizational team to drive strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value. May lead partner integration into account/territory planning and customer engagements.
• Guides their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs. Provides direction/guidance on the development of solutions across regions. Helps the team create vision for the customers and develop plans to drive sales.
• Leads a team to support the account teams and drive conversations with strategic/high-potential customers. Facilitates stakeholders (e.g., Customer Success team unit, account-aligned team unit, Specialist Team Unit, One Commercial Partner organization) to build pipeline across territories. Sets best practices on social selling and guides others on how to do this, and drives consistency across domains/regions. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
  
  

Technical Expertise

• Acts as the spokesman for Microsoft at external events. Provides expertise to customers/partners and shares knowledge on a specific platform or market.
• Supports their team on participating in Microsoft events. Contributes to setting up the events and promoting best practice sharing across subsidiaries.
• Coaches their team on business and market knowledge. Develops strategies to position Microsoft products, solutions, and/or services against competitors. Initiates discussions to share industry trends and insights across the organization.
  
  

 Culture and Leadership Across the Business

•  Analyzes and understands strategies to drive success within scope of accountability and works to develop/mentor/coach talent internally. Encourages and enables teams and individuals in across the organization.
• Fosters a culture of learning, coaching, customer-centricity, accountability, collaboration and achieving big bold goals.
• Motivates and brings teams together. Leads a diverse and inclusive workforce. Creates/hires a diverse team.
• Fosters an inclusive working environment via inclusive behaviors. Serves as a subject matter expert in relevant local regulatory and policy environments (e.g., opening doors and removing barriers for sales teams, partners, and customers) across geographic areas.
• Demonstrates industry capabilities to address US Federal and Public Sector agendas. Influences and works across organization functions, partners and teams to drive growth and transformation and effectively define sales processes, holding others accountable for results.
• Leads team to identify opportunities to drive optimizations and new Azure solution strategies based on customer and market strategies and discusses/advocates for customer/market needs and solutions based on customer/partner insights.

• Other
• Embody our culture and values
  

Qualifications

Required/Minimum Qualifications

• 9 years technology-related sales or account management experience
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 8 years technology-related sales or account management experience.
• 4 years of management experience.
• 5 years of Azure and/or Azure Competitor Sales experience.
• Experience selling into the Federal Government.
  
  

Other Requirements

The successful candidate must have an active U.S. Government Top Secret Security Clearance. Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. Failure to maintain or obtain the appropriate clearance and/or customer screening requirements may result in employment action up to and including termination.

Clearance Verification: This position requires successful verification of the stated security clearance to meet federal government customer requirements. You will be asked to provide clearance verification information prior to an offer of employment.

Cloud Screening: This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.

Citizenship & Citizenship Verification: This position requires verification of U.S citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government clearance.

Preferred Qualifications

• 5 years people management experience.
• Program management experience.
• Experience enabling Azure technical Go-To-Market.
• Experience driving Azure Partner enablement.
• Experience selling across Government regions.
  
  

Solution Area Specialists M6 - The typical base pay range for this role across the U.S. is USD $155,000 - $243,000 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $198,800 - $267,000 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

Microsoft will accept applications for the role until March 12, 2025

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 .

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.