Organizational Change Management Consulting & Sales Lead - Microsoft Corporation

Are you an Organizational Change Management (OCM) professional with a passion for sales and helping customers? Adoption, Change, and Services Management (ACSM) is a global consulting practice preparing organizations for cloud adoption by aligning people (culture), process (governance & operations), and technology. Our end-to-end services reduce digital transformation risks and accelerate business outcomes by helping executives, leaders, IT professionals, and end-users adapt?to new ways of working and realize the benefits of cloud and innovative technologies. The **Organizational Change Management Consulting & Sales Lead** is part of ACSM focused on consulting sales and customer delivery engagements across North and South America (Canada, LATAM, US). Your goal would be to significantly enhance sales, customer delivery engagements, and business outcomes. You will be responsible for driving business development and sales of ACSM consulting services in the Americas for customers who are transforming their culture, behaviors, and operations to effectively adopt and utilize Microsoft technologies, thereby achieving business value and their desired outcomes. You will work closely with Sales and Delivery leaders and teams across all industries and areas and collaborate with the broader, global Microsoft, innovative solutions to enable our customers organizationally and operationally. Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. **Responsibilities** **Sales and Business Development** + Participates in executing the ACSM Americas sales strategy that aligns to the Microsoft Customer and Partner Solutions (MCAPS) and Industry Solutions Delivery (ISD) sales priorities. Identifies, qualifies, leads, manages, and closes ACSM cloud-related opportunities on prioritized accounts aligned to documented customer business value and outcomes. Increases customer business value removing nontechnical blockers to drive advanced technology (e.g., AI) and consumption. + Proactively looks ahead and identifies actions required to develop ACSM opportunities that are aligned to the ACSM strategy and solution plays. Leverages business outcomes across 3 horizons as a point of view/roadmap for digital transformation. Follows the common sales and delivery methodology for Microsoft, and provides updates per required Sales rhythms. Understands revenue drivers for other Microsoft business segments (e.g., Microsoft Azure Commit to Consume (MACC) and aligns plans appropriately (e.g., cloud-success metrics, revenue-recognition timelines). + Builds and strengthens relationships with Microsoft Consulting sellers, partner teams, Account Team Unit (ATU), and Specialist Team Unit (STU), as well as,with the pursuit and delivery teams, through regular rhythm of connections. **Architecture Design and Deployment** + Collaborates with the Account Team and/or Bid Team to understand the business solution/problem. Drives agreement, based on the customer's priorities, requirements/constraints, approach, principles, concepts, and expectations. Builds and documents a realistically costed, advanced/complex Solution Approach with tradeoffs that balances risk to meet customer need. **Trusted Advisor** + Leads the adoption of Microsoft solutions technologies based on insight to all major customer/partner projects, understanding of competitor solutions, and understanding of how customer business value can be driven through Microsoft's offerings. Differentiates Microsoft's solutions in complex and/or high-risk customer/partner conversations to influence the ACSM business value and solutions. **Other** ? + Embody our culture and values ? **Qualifications** **Required/Minimum Qualifications** + Bachelor's Degree in Computer Science, Business Administration, Communication, Organizational or Cultural Change Management, or related field AND 8+ years' experience in Organization Change Management or Organizational Behavior in a customer facing consulting role for enterprise-level technology changes + OR Master's Degree in Computer Science, Business Administration, Communication, Organizational or Cultural Change Management, or related field AND 6+ years experience in Organization Change Management or Organizational Behavior in a customer facing consulting role for enterprise-level technology changes + OR equivalent experience. + 2+ years sales experience + 2+ years managing multiple projects or portfolios. + 1+ year(s) experience leading blended, multidisciplinary teams. **Additional or Preferred Qualifications** + Bachelor's Degree in Computer Science, Business Administration, Communication, Organizational or Cultural Change Management, or related field AND 12+ years' experience in Organization Change Management or Organizational Behavior in a customer-facing consulting role for enterprise-level technology changes. + 6+ years technical sales experience. + 6+ years project management experience. + Technical or Professional Certification in Domain (e.g., Security). + Professional experience in driving organizational change. + Experience in organizational change management consulting. + Led a change team delivering a change program to support enterprise-level technology migration and transformation programs. + Experience leading technology adoption programs focused on Azure and Data & AI platform adoption programs preferred. + Certification or accreditation (one or more of the following): + Prosci Certified Change Practitioner - from Prosci + Certified Change Management Professional (CCMP) - from the Association of Change Management Professionals (ACMP) + Foundation Change Agent Certification - From Changefirst + Change Management Practitioner Certification - from APMG International Solution Architecture IC5 - The typical base pay range for this role across the U.S. is USD $119,700 - $209,800 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 $151,100 - $226,700 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 November 15, 2024. Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .