Modern Work Lead - CTJ - Top Secret

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

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.

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.

Required/Minimum Qualifications

• 7+ years technology-related sales or account management experience
  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience.
• 5+ years of solution sales experience.

Other Requirements: 

Top Secret Clearance:

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

• 3+ years of Go To Market experience
• Working knowledge of Microsoft’s commercial cloud offerings - including Microsoft 365, Office 365
• Knowledge of managing hardware pipeline and selling devices, including Surface, Hub, and MTR, to enterprise customers
• Experience and knowledge of Modern Work GCC / Sovereign Cloud capabilities preferred

Solution Area Specialists IC5 - The typical base pay range for this role across the U.S. is USD $130,000 - $217,600 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 $168,600 - $237,500 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:    

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

Analysis of Customer and Market Signals:

• 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.
• Acts as a thought leader when developing problem statements, forming hypotheses, and performing experiments to test hypotheses and inform decisions on what growth strategies and value propositions to introduce.
• 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.
• 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.

Sales:

• Lead sellers to drive the Modern Work business to overachieve revenue, consumption, and scorecard targets
• Develops seller’s Solution Sales and technical skills to sell the business outcomes of the broader Microsoft Modern Work platform
• Drives strong partnership with sales teams and other teams engaging in the customer (e.g. partners, services, Customer Success, engineering, support, etc.)
• Maintains the pipeline and the forecast to required operational standards
• Drives new business opportunities to achieve targets contributing positively to relevant subsidiary scorecard metrics
• Drives higher levels of operational excellence. Ensures appropriate 4 quarter qualified pipeline in place by workload/solution.

Customer centricity:

• Lead from the front, personally engaging at CxO level to support and coach teams on opportunity discovery and acceleration
• Lead sellers to drive end-to-end business solutions, increasing customer and partner satisfaction and average deal sizes YoY.
• Lead cross-team to ensure customer commitment to consume to migrate and expand cloud services.

Partner Engagement:

• Bring together Microsoft solutions with Partner solutions, fully leverage the synergy effect with our partners, and co-sell with them to make deals bigger and faster.

Market/Industry Thought Leadership

•  Provides guidance to team 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/solution areas.
• Identifies commonalities in needs between government customers and strategize on what broad government-wide success looks like to achieve USG goals.
• Drives a competitive advantage by launching key offerings/excelling in the industry and landing existing offerings with better and more reliable security outcomes.

Driving Transformation in the Business

• Guides and supports the security businesses 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 among internal teams.
• 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 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 digitalization solution strategies based on customer and market strategies and discusses/advocates for customer/market needs and solutions based on customer/partner insights.

Orchestration and Collaboration

• Builds and maintains broad leader network within and across partner community for specific skill sets and industries, as well as within Microsoft. Creates new points of entry for orchestration and collaboration.
• 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.