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. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
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
As a Modern Work Specialist, you will be a senior solution sales leader within our Federal sales organization working with our top priority Federal Civilian Government customers to understand their unique business needs. You will be on point to orchestrate an extensive v-team covering multiple solution areas including modernize communications, employee experience, transition to cloud, hybrid meetings, frontline workers, and discover business insights, selling solutions that will empower their employees and drive their business and work in a team, enabling and accelerating the customers through digital transformation.
Sales Execution: Orchestrates a virtual team and assesses customer needs to develop strategies that proactively build a stakeholder network to accelerate and close Modern Work opportunities.
Business Value Selling: Foster and expand Microsoft’s relationships with Customer Business Decision. Hunt new Modern Work opportunities by identifying and engaging with key business contacts, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition of Modern Work solutions.
Scaling and Collaboration: Leads the planning, orchestration and execution of Modern Work opportunities with internal stakeholders and partners to cross-sell and up-sell.
Technical Expertise: Leads Modern Work BDM and ITDM conversations, shares best practices and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal.
Sales Excellence: Leads and plans for accounts across territories, does compete plans and business analysis to pursue high-potential customers and manages Modern Work solutions across the organization.
Deliver Results and Model Microsoft Values: Delivers results through teamwork, acts as role model for MS values including treating others with fairness and respect.
Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry. Initiates conversations with customers on digital transformation in a solution area, in collaboration with partners and services. Shares learning on digital transformation through seminars, workshops, webinars, and direct engagement.
Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.
Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating 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.
Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions. Listens to customers to understand business outcomes.
Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.
Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements 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
Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell products, solutions and services. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Implements partner strategies to scale the business.
Applies the orchestration model to leverage relationships with stakeholders and partners (e.g., Enterprise Operating Unit).
Extends relationships with peers and senior team members across solution areas. Creates connections at technical community events.
Initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s).
Researches competitor products, solutions, and/or services and collaborates with the 'compete' global black belts (GBB) to implement strategies to position Microsoft against competitors in customer communication.
Collaborates with partners and resources and learns about customer business. Supports senior team members to explore business and emerging opportunities.
Seeks client feedback (both formal and informal) to identify and understand the drivers of satisfaction and execute plans to maintain and continue to build on it, and to identify and understand the drivers of dissatisfaction, determine the root cause of problems, and establish recovery action plan to improve clients overall experience. Shares feedback with account teams.
Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
Manages the pipeline of the assigned territory. Conducts forecasting for assigned accounts and develops a portfolio and territory plan with guidance.
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
Embody our culture and valuesQualifications
4+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND related sales or account management experience.
Federal experience preferred
2+ years of solution or services sales experience
Travel is an integral part of this position. You will be required to travel as determined by the needs of our customers. This position may require travel to customer sites up to 30% of the time. Overnight travel may also be required.
The successful candidate must be a U.S. Citizen. Citizenship Verification: This position requires verification of US Citizenship to meet federal government security requirements.
Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.
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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.