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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.

The Federal Intel Modern Work (MW) and Security Leader is a senior leader within our Federal sales organization. The MW and Security Leader, develops and manages a team of high performing MW + Security Sales and Technical Specialists to drive solution opportunity revenue and market share by executing Microsoft’s Azure cloud sales plays for Microsoft 365, Office 365, Security, Surface and Hub. Lead sellers to drive the Federal Intel Azure cloud offering and Surface/Hub business to overachieve revenue, consumption, and scorecard targets. Develops their seller’s Solution Sales and technical skills to sell the business outcomes of the broader Azure platform.

Responsibilities

People Management

Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

Model - Live our culture; Embody our values; Practice our leadership principles.

Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.

Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Sales Execution

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 Federal’s strategic direction across Intel. 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.

Leads a team to support the account teams and drive conversations with strategic/high-potential customers. Facilitates stakeholders (e.g., Customer Success Unit (CSU), Account-aligned Team Unit (ATU), Consulting Team and 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 determin the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.

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.

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.

Coaches their team and/or other teams (e.g., ATU, CSU and Consulting) 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 engages 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.

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.

Technical Expertise

Supports their team on participating in Microsoft events. Contributes to setting up the events and promoting best practice sharing across subsidiaries.

Acts as the spokesman for Microsoft at external events. Provides expertise to customers/partners and shares knowledge on a specific platform or market.

Coaches their team on business and market knowledge. Develops strategies to position Microsoft products and solutions.

Qualifications

5+ years of technology-related sales or account management experience

Solution sales for cloud or similar business applications

Selling software-as-a-service or cloud-based business applications

Identifying unique and complex business challenges and solutions

Leading cloud Infra deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing & legal team members.

Demonstrated passion and commitment for customer success

Additional or Preferred Qualifications

5+ years of experience

Working knowledge of Microsoft’s commercial cloud offerings - including Microsoft 365, Office 365, Security or similar cloud offerings

Working knowledge of managing hardware pipeline and selling devices, including Surface, Hub or similar hardware

Depth knowledge of the Enterprise Security space, with ability to discuss industry trends and security topics outside of Microsoft technologies

Demonstrated Sales and Sales Management experience in Enterprise sales.

Demonstrated people leader able to coach and inspire a diverse team of Sales and Pre- Sales Professionals.

4+ years of people management experience.

Bachelor’s degree in Computer Science or a similar information technology-related discipline, or in Business Administration, or relevant job experience required.

US Citizenship: 

The successful candidate must be a U.S. Citizen. Citizenship Verification: This position requires verification of US Citizenship to meet federal government security requirements.

Top Secret Clearance / SCI Clearance:

The successful candidate must have an active U.S. Government Top Secret/SCI 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:

Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis.

Candidates selected for this position must comply with Federal Executive Order 14042 mandating that federal contractors and subcontractors receive the COVID-19 vaccine by being fully vaccinated before their date of hire, or work with Microsoft to receive an approved religious or medical accommodation.

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.