Federal Microsoft Defense Solution Team Unit Sales Leader - CTJ - Secret

We are looking to hire a Federal Microsoft Defense Solution Team Unit Sales Leader to join Microsoft Federal.

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.

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 USG needs, regardless of segment - Civilian, Defense, or intelligence community.

Responsibilities:

Strategy & Execution

The Federal Defense Solution Team Unit (STU) leader is accountable for development and implementation of the overall solution area sales strategy, including landing the overall strategy, driving alignment to that strategy, and directing execution plans across the organization. Provides strategic direction on how to address customer/partner needs and how to best serve them. Ensures optimization of sales and marketing engines to be able to tailor and drive route to market. Holds regular account, segment, and/or territory discussions and opportunity reviews with team members, checking for adherence to business processes, tools, and account priorities (e.g., quarterly business update). Develops go-to-market (GTM) approach. Details and implements constructible plan for refining it. Leads segments in strategic sales planning that includes customer segmentation, coverage, shared resource capacity planning, and quota setting. Builds and influences the strategic area partner plans and drives execution through a team of build, go-to-market (GTM), and co-selling resources.

Orchestration and Collaboration

Collaborates with key stakeholders in the business to build a sustaining growth engine that is cohesive, resilient, and optimized. Serves as a thought leader in retail industry groups. Has technology-driven professional presence in the market. Considers global perspectives in best practices and shares with teams. Creates shared vision with v-team manager peers to ensure right team members are aligned to the right opportunities.

Performance Growth and Improvement

Coaches their team to successfully execute the sales plays and customer/partner Transformation strategies (e.g., reshape the partner and customer ecosystem, accelerate connection to customers through excellence in sell or co-sell motion execution). Supplements global data with local insights to optimize for customer lifetime value through acquisition, retention, and growth strategies leveraging scalable routes to market.

Culture and Leadership at Scale

Drives initiatives and capabilities needed to drive success within scope of accountability and works to develop/mentor/coach talent internally or develop plans to attract needed talent to Microsoft. Serves as Microsoft advocate to connect with customer and partner. Acts as systems thinker with deep business insight and know how of levers to use across the business to drive the ecosystem for both direct and at-scale customers. Defines expectations and sets strategies with other teams and organizations to determine the health of co-selling process within the region, and address internal and partner capacity and capability needs. Develops a high-performing team by hiring diverse talent, prioritizing development, leading by example, and preparing people for more senior positions in other parts of the organization. Leads and drives as a role model the external agenda of all sellers to build and influence the market. Drives their team's cultural development in alignment with organizational goals. Serves as the champion for compliance.

Digital Transformation Growth

Defines expectations and sets strategies for teams to better understand business outcomes that drive digital transformation relevant to their customers/partners across lines of business and coaches teams to partner with internal teams to accelerate the customer/partner digital transformation. Enables and empowers managers (e.g., specialist sales, technical specialist) to drive cloud businesses growth at or above targets, and accelerate customer value realization through cloud services consumption across our solution areas and industries (e.g., Modern Life, Gaming, Modern Workplace, Apps and Infrastructure, Data and Artificial Intelligence (AI), and Business Applications). Coaches and guides cross-organizational teams on strategic projects and high-impact business solution deployments that enable digital transformation and deliver business value. Serves as subject matter expert and leverages impactful industry insights into partner engagements and sales meetings by understanding partner specifics as related to segment leadership service areas. Leads a diverse and inclusive workforce, creates/hires a diverse team, and fosters an inclusive working environment via the ten inclusive behaviors.

Managing Partner and Leader/Stakeholder Relationships

Takes escalations from managers and works across various teams (e.g., Digital Sales, Field Sales, Marketing, Category Teams, Field Specialist Teams) to optimize customer lifetime value by supplementing global data with local insights for optimization. Proactively cultivates trusting and influential relationships with leaders/stakeholders, while also leading a team to elevate leader/stakeholder relationships and execute on Microsoft sales strategies with business and technical decision makers to secure buy in and close sales. Defines and demonstrates leader/stakeholder engagement strategies to enable their team to build relationships with leaders/stakeholders to drive strategic change decisions. Advocates on behalf of stakeholders internally, ensuring requests and needs across their book of business are being addressed. Focuses on the customer and partner business initiatives. Brings value to the leader/stakeholder's strategy discussions. Drives partner engagements, behaviors and partner decision making. Navigates complex sales cycles through multiple ecosystems (e.g., customer, partner, retailers, integrated service/software vendors [ISVs]) and centralized marketing engine. Coaches and guides the driving of end-to-end business solutions to increase average deal sizes. Drives cross-organizational clarity and supplements global data with local insights to optimize for customer lifetime value through acquisition, retention, and growth strategies leveraging scalable routes to market. Examines changing business model transformation for the consumer business to ensure that Microsoft products are effectively incorporated into retailer's business models to drive acquisition and retention.

Other

• Embody our culture and values

Qualifications:

Required/Minimum Qualifications

• 11+ years technology-related sales or account management experience

• OR Bachelor's Degree in Computer Science, Engineering, Information Technology, Business Administration, Analytics, Data Science, or related field AND 8+ years technology-related sales or account management experience.
• 8+ years people management experience.

Other Qualifications

The successful candidate must have an active U.S. Government 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

• 13+ years services sales or account management experience.
• 10+ years senior technical sales leadership experience in cloud services growth and consumption.
• 10+ years people management experience, including managing high performance sales and technical-specialist teams, coaching solution specialist and account development strategies, and/or leadership roles in multi-tiered large organizations.

Specialist Sales Management 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 August 26, 2024.

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.