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Microsoft Federal delivers a single unified organization centered around our customer: All critical customer functions are brought under the same organizational umbrella. Bringing together the breadth and depth in our space with a razor sharp focus on serving the U.S. Government.​ Our federal customers’ expectations of how to contract, interact, and partner with us are changing, and they need to evolve at the pace of the private sector. Launching a nimble, empowered organization with comprehensive resources allows us to work hand in hand with our customers to accelerate their technology innovation, whether through R&D or through direct contracting. ​

Microsoft Federal serves the U.S. Government (USG), allowing Microsoft to support the growing government business. The organization supports the capabilities and requirements to service USG through direct sales, contracting, and billing with the USG.  Microsoft Federal entity will meet obligations of manage contracts with the USG through six business teams and three enablement teams. 

We are committed to empowering our teams, building upon our strategic investments, and delivering the technology to achieve federal missions. As our federal customers pursue their work, from defending the nation, to serving its citizens in challenging times, they look to Microsoft to help them innovate, and they expect end-to-end engagement tailored to their needs.​

Microsoft has been committed to and continues to heavily invest in supporting our Federal Government. Microsoft Federal offers our full spectrum of products and services, including hardware, software, online products, and consulting and services.

Join us and be one who helps to empower the US government!   That’s incredible reach. When you combine that with your own inspiration, plus the freedom and support to make your ideas happen, you can make a huge impact.   

Responsibilities

Customer and Industry Insights

Synthesizes and combines various business and industry insights from their team, global best practices, proof points from experience/case studies with countries and/or regions, and deep industry expertise related to customers and their competitors to conduct forecasting and develop recommendations for managing accounts and subsidiary planning. Orchestrates global teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Brings in business and industry insights to address the broader business challenges for the customer and deliver solutions.

Applies expertise in customer businesses. technology platforms, and maturity to build digital transformation (DT) strategy with the customer that is aligned to business outcomes. Challenges customers’ assumptions with constructive dialogue about their business and technology. Partners with customer and/or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business.

Trusted Advisor

Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of business priorities and potential threats the customers face. Coordinates with internal industry experts (e.g., industry solutions executives) to gather industry data of assigned accounts and improves planning. Demonstrates a strong understanding of the customers' business strategy and the direction of the industry.

Acts as the voice of the customer and internal advocate by providing insights, feedback, and challenges from the customer to internal teams (e.g., product groups, engineers). Escalates pressing issues for customers to Microsoft internal stakeholders (e.g., Headquarters) to provide the appropriate solutions for the customer.

Technology Strategy Formulation

Provides analysis of overall customer needs and advises internal teams on gaps that would benefit from Microsoft solutions, using an understanding of the business strategies and outcomes that technology can support. Gains expertise as a strategic link between Microsoft and the customer for identifying a pathway in strategic efforts and identifying resources necessary for building a strategy.

Contributes to the creation of trusted, long-term (multi-horizon) technical and business roadmaps for a strategic account. Translates an understanding of the customer's business objectives in conjunction with iIndustry priority scenarios (ISPs), sales plays, and solution areas (including heavy workloads and cloud services) to contribute to the development of industry technology architecture to plan for and drive consumption and adoption of Microsoft cloud and a higher share of customer potential and propensity (CPP). Leads customer technology engagement by motivating and inspiring technical resources of customer, partner, and Microsoft towards customer’s digital transformation (DT). Contributes to the delivery of regular (e.g., quarterly, monthly) industry/technology briefings to customer Chief X Officers (CXOs) and their technical team to drive execution and focus on competitive advantage. ​

Technology Sales: Demand Generation and Orchestrtion

Identifies customer issues, creates demand, and identifies opportunities to uncover new solutions. Identifies and qualifies a set number of opportunities for product sales, solution sales, or consumption. Contributes to efforts with technical teams for driving opportunities including solution technology units (STUs), customer success units (CSUs), and others as necessary. Contributes to efforts to reach out to key stakeholders to give customer-driven pitches and drives the appropriate customer reach together with the account executive to generate new demands.

Lead industry and digital transformation acceleration (IDTA) with the account team, customer, and partner to deliver the outcomes for the customer through joint envisioning, as a vehicle for industry priority scenarios (ISPs), sales plays and solution areas. Increases the number of successful engagements over time, managing engagement pipeline with extended team to maintain velocity, and unblocking issues.

Differentiated Value Proposition

Acts as the "virtual Chief Technical Officer (CTO)/Chief Digital Officer (CDO)" or "go-to" person in established relationships with senior leaders including technical decision makers (TDMs) and/or business decision makers (BDMs) at the Chief X Officer (CXO)-level. Supports development of relationships beyond core customers and advises on solutions and their alignment with customer needs. Leads new opportunities and orchestrates internal teams to accelerate the customer business transformations through digital transformation by understanding the customer industry and position, engaging with customers to lead strategic technology direction/transformation within assigned accounts, and ensuring line-of-business wins are captured (e.g., testimonials) for referencing.

Drives conversations with enterprise customers that present the strategic relationship between Microsoft technologies, products, and services compared with the competitor's solution and the customer's overall business goals and objectives.

Mapping and Account Planning

Helps customer technical specialists build the message to sell Microsoft offerings to other parts of their business. Contributes to the creation of stakeholder maps for accounts, and determines and orchestrates a coverage plan.

Orchestrates internal teams and partner ecosystem to ensure sufficient technical resources for demand generation, when appropriate. Contributes to global resource requirement availability, and understands how to allocate and create the appropriate resources for the project. Proactively bridges technology resources with the customer.

Drives account planning and review for aligning with the quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Coordinates extended account teams and drives forecasting and tracking of the business. Owns the technical portion of the account plans and leads the account plan delivery. Leverages account information technology (IT), industry, and business strategy to provide coaching to Microsoft teams on customer technology profiles and strategies.

Education and Thought Leadership

Influences customer technology engagement by motivating and inspiring technical resources of customer, partner, and Microsoft towards customer’s digital transformation (DT). Contributes to the delivery of regular e.g., quarterly, monthly) industry/technology engagements and/or briefings to customer Chief X Officers (CXOs) and their technical team to drive execution and focus on competitive advantage. ​

Uses existing and new readiness resources to support enablement plans for customer technology adoption at the national and regional level. Contributes to innovations to accelerate meeting goals for customer capacity, maximize reach and impact, and drive long-term engagement and thought leadership on the Microsoft platform. Supports customer skilling initiatives and execution along with the account executive (AE) and enterprise skilling initiative (ESI) teams..

Other

Embody our culture and values

Qualifications

Required/Minimum Qualifications

Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 5+ years technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience OR equivalent experience.

Additional or Preferred Qualifications

3+ years experience in digital transformation or using technology to drive customer business outcomes.

3+ years experience leading technical, support, and/or partner teams.

Knowledge, Skills, Abilities

·       Analytical Skills

·       Applications and Infrastructure Foundation

·       Artificial Intelligence (AI)

·       Business Acumen

·       Business Analysis

·       Business Continuity and Disaster Recovery

·       Business Knowledge

·       Business Relationship Management

·       Challenger Mindset

·       Cloud Security

·       Competitive Analysis

·       Conflict Resolution

·       Consultative Selling

·       Creativity

·       Customer Development Environment

·       Customer Industry Knowledge

·       Data Foundation

·       Decision Making

·       Design Thinking

·       Driving Insight-Led Conversations

·       English Language Proficiency

·       Enterprise applications

·       Executive Relationships

·       Financial Analysis

·       Innovation & Capability Growth

·       IT Operating Models

·       Knowledge Management

·       Microsoft Acquisitions & Product Roadmaps

·       Microsoft Products

·       Negotiation

·       Open Source Development

·       Operational Excellence

·       Oral Communication

·       Presentations

·       Problem Solving

·       Product Development

·       Project Management

·       Quality Assurance

·       Sales Strategy

·       Security and Compliance

·       Stakeholder Management

·       Storytelling

·       Strategic Capability Planning

·       Technical Communication

·       Technical Sales

·       Technology Industry Knowledge

·       Trusted Advisor

·        Written Communication

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

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.

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.