Solution Area Specialist - Security-Balance - CTJ - Top Secret - Microsoft Corporation

The Microsoft United States (MSUS) organization was established to address the unique mission, legal/regulatory requirements, and procurement rules and processes of the United States Government (USG). MSUS 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. MSUS personnel can expect to serve in various roles in the MSUS organization during the course of their career to meet evolving USG needs, regardless of segment - Civilian, Defense, or intelligence community. We are looking for a Solution Area Specialist to join our team. As a subject matter expert, you leverage and share competitor knowledge across solution areas to inform decisions on pursuit or withdrawal. You mentor others and develop strategies for best practice sharing across subsidiaries. Additionally, you coach others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. You manage the end-to-end business for strategic accounts across the organization, leading forecasting for accounts and developing a portfolio and territory plan to drive intentional selling with on-strategy engagements in high-propensity accounts. 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. **Responsibilities** The Manufacturing Vertical is standing up an Aerospace and Commercial Defense Sales team as part of the growth effort into the Defense Industrial Base customers across the globe. This organization has the charter to build the foundation for scaling the Microsoft Gov cloud business in 2025 and beyond. **Sales Execution** + Brings impactful industry insights into customer engagements and closes deals with customers, and coaches and influences others internally on how to do this. Acts as a thought leader across solution areas to advise customers on digital transformation. Influences Microsoft's strategic direction across various markets. Leads a virtual cross-organizational team on 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 + Orchestrates with team members to generate new leads. Guides team members on conducting personal campaigns to discover new opportunities. Leads conversations with strategic/high-potential customers (e.g., high budget, global account, highly competitive) along with account teams or partners. Facilitates the account team unit (ATU) and/or Specialist Team Unit (STU) to build pipeline. Acts as a subject matter expert to guide others on social selling or speak about Microsoft solutions at events. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed and educate the customers on how to best address their needs. + Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Drives advanced workloads and usage. + Assesses and challenges the needs of strategic/high-potential customers. Articulates vision and long-term implications for customer to accelerate digital transformation. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Anticipates market trends and uses broad technical community knowledge to drive new solutions. + Leverages and governs external stakeholder network to engage and influence with top leaders and decision makers. Acts as a thought leader and technical advisor to the executive-level business decision makers at the customer's/partner's business. Leads others to find and engage new decision makers and stakeholders to expand the relationship with customers/partners. + Develops strategies for driving and closing strategic, complex, and/or high value and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads complex/high-value deal planning with the deal teams across Microsoft and the Enterprise Operating Unit (EOU). Coaches others on the implementation of 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. + Gov Cloud Services supply the key growth engine for Microsoft's Enterprise Business globally. The successful candidate will be selected based on 4 cornerstone requirements: + Experience with Microsoft Commercial (M365 (Modern Work & Security) / Azure / Dynamics) + Experience with Microsoft Gov Clouds + GCCH / M365 Secret + Azure Gov (IL4) / Azure Secret (IL6) / Azure Top Secret + Dynamics Gov IL2 / IL4 + The ability to bring GCC High / M365 Secret / Azure Government / Azure Secret & TS offerings to the Aerospace & Commercial Defense + Nuclear segments of the market in a direct sales model while explaining how these clouds interact / co-exist with our commercial clouds while staying in alignment with the Regulations + The ability to explain CMMC 2.0 (L1-L3)/ ITAR / DFARS / EAR / FAR / NERC / FERC / CDI / CUI as well as NIST 800-53 / NIST 800-171 / NIST 800-88 / JSIG / SAP / SAR / NISP / DCMA / DISA / PL2 / PL3 / PL4 **Scaling and Collaboration** + Leads the planning and execution on opportunities with resources and partners across territories to cross-sell and up-sell. Leads the validation of partner solution relevance for customers. Provides input and feedback to PDM's (GETS) on developing partner strategies and drives consistency on execution Proactively connects the partner ecosystems to form new market opportunities. + Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit) Develops a holistic approach to build network across Microsoft. Identifies strategies to position opportunities to promote collaboration and participation. **Technical Expertise** Transformational sales leadership is what being in the Aerospace and Commercial Defense team is all about. Reporting to the Executive Director of the Aerospace & Commercial Defense (A&CD) team puts you at the forefront of driving Microsoft's Gov cloud strategy within our commercial account base. This team will be the front-line support for discussions of ITAR / DFARS / EAR / FAR / NERC / FERC / CDI / CUI / CMMC / JSIG / SAP / SAR / NISP / DCMA / DISA / PL2 / PL3 / PL4 as well as aid the community and on point for: + Building sales momentum for Microsoft 365 GCC High / M365 Secret / Azure Gov / Azure Secret / Azure Top Secret / Dynamics Gov and managing strategic enterprise accounts. + Actively providing Sales leadership with field/customer/partner feedback to enable a Growth Mindset with-in Corporate and Product Groups to help course correct strategy, direction, field engagement and service management for the A&CD segment and serve as the CoE. + Engaging with manufacturing EOU leadership building a direct 1:1 relationship. + Enabling the STU Leads, General Managers and RVP to help provide line of site to strategic deals. + Sponsoring, Coaching and Mentoring Account Teams in the field on leveraging all key resources available and recommended sales best practices and process (CDF, FastTrack, MSSP) to help win deals. + Driving revenue and consumption target attainment aligned with industry targets. + Developing and sharing best practices to drive pipeline velocity and compelling events to close in partnership with field stakeholders. + Leads conversations and sets up events within Microsoft. Mentors' others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft. + Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas. + Leverages and shares competitor knowledge across solution areas as a subject matter expert to make decisions on pursuit or withdrawal. Collaborates with the 'compete' global black belts (GBB) to proactively provide analysis of the competitive landscape in supported solution area. Leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blockers. Develops strategies to position Microsoft against competitors. **Sales Excellence** + Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation. + Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. Coaches' others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team. + Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for strategic accounts across territories. + Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Acts as a thought leader and clears opinions and perspectives from business analysis. + Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts. Mentors team members. + Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members. Other + Embody our culture and values **Qualifications** **Required/Minimum Qualifications:** + 5+ years technology-related sales or account management experience + OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years technology-related sales or account management experience. **Other Requirements:** + 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. + **Microsoft Cloud Background Check** : 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 customer 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:** + 7+ years technology-related sales or account management experience + OR Bachelor's Degree in Information Technology, or related field AND 6+ years technology-related sales or account management experience + OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years technology-related sales or account management experience. + 4+ years solution or services sales experience. Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $106,100 - $185,400 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 $144,000 - $203,500 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 September 11, 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) .