Federal Sales Specialist - CTJ
Location: Austin, Texas, Boulder, Colorado, Chicago, Illinois, Dallas, Texas, Denver, Colorado, Fort Collins, Colorado, Kansas City, Missouri, Los Angeles, California, San Antonio, Texas, San Diego, California, Tampa, Florida, United States, Washington, District of Columbia
Job Type: Full time
What Joining the Microsoft Team Means:
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.
Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?
By applying to this role, you will be considered for multiple opportunities nationally across the United States within Microsoft.
Preferred locations: Washington DC, Central US, West US, Florida, Colorado, Texas
The Impact You’ll be Making:
As a Senior Sales Specialist, you will be a senior solution sales professional within our Federal Sales organization with our most important Federal Customers. You will lead a virtual team of technical, partner and consulting resources to advance the sales process to achieve/exceed quarterly sales usage/consumption targets for related workloads in your assigned accounts. You will be the subject matter expert of your aligned Microsoft products and/or solutions. You will build and maintain relationships with customers, influence long-term strategic direction and act as a trusted advisor driving engagement at the CXO level with technology decision makers. You will help customers evaluate their cloud strategy, determine approaches to digital transformation, modernization, and recommend solutions that meet their requirements. You will remove roadblocks to deployment and drive customer satisfaction.
Primary accountabilities for these roles include:
40% of your time will be spent with customers, you will identify and surface new engagements that align with the customer’s business strategy. You will work with partners and others at Microsoft, as well as use our core tools and targeted account lists to identify and engage prioritized customers. You will be required to be disciplined in business-management, adaptable to a culture of accountability and build a strong and active business network.
40% of your time will be spent on being the key technical leader, trusted advisor and influencer in shaping customer decisions to buy and adopt the Microsoft solutions you are aligned to. You will win the customers’ technical decision for sales opportunities and usage scenarios through tailored messaging, engaging with them to show our technology differentiation, and guiding them in decision making. You will lead presentations and solution demonstrations to explain and prove to our largest customers the capabilities of your aligned Microsoft solutions, and how we can make their businesses more successful.
20% of your time will be spent on influencing key technical leader, trusted advisor and influencer in shaping customer decisions to buy and adopt the Microsoft solutions you are aligned to. You will win the customers’ technical decision for sales opportunities and usage scenarios through tailored messaging, engaging with them to show our technology differentiation, and guiding them in decision making. You will lead presentations and solution demonstrations to explain and prove to our largest customers the capabilities of your aligned Microsoft solutions, and how we can make their businesses more successful.
As our Specialists are considered as subject matter experts in their aligned Microsoft product solutions, below are the respective domains that constitute different types of Specialist roles:
- Azure Application Development (AppDev)
- Azure Data & AI
- Azure Infrastructure
Experience. 5-7 years’ experience selling business solutions to the Federal (Defense, Intelligence and Civilian) customers with a focus on one of the following:
- Data Platforms
- Analytics & AI technologies
- Application and infrastructure technologies
Account Management. Effective territory/account management: planning, opportunity qualification and creation, stakeholder, and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, and deal negotiation
Executive Presence. Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.
Problem Solver. Ability to work in fast-changing environment and manage ambiguity, while solving customer problems through cloud technologies
Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence
Competitive Knowledge. Ability to position long term strategic solutions vs. the competition
Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.
Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to prohttps://www.linkedin.com/in/leehelenhl/blem solving, learning, and development of potential
Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs preferred.
Types of Sales Specialist Roles & Technical Qualifications
Azure App Innovation openings
Prior work experience in a Consulting/Solutions Sales position working with solutions that include Data Warehouse, Hadoop, Spark, Data Lake, SQL solutions required MySQL, PostreSQL, NoSQL, Machine Learning solutions desired.
Azure Platform - Enterprise-scale technical experience with cloud and hybrid infrastructures, architecture designs, migrations, and technology management. Subject matter expertise in one or more of the following:
Scalable architectures using Azure App Service, API management, serverless technologies, container orchestration (e.g. AKS, Kubernetes, Red Hat OpenShift, Pivotal Cloud Foundry etc.), microservice frameworks etc. preferred
Software development practices like DevOps and CI/CD tool chains (i.e. Jenkins, Spinnaker, Azure DevOps, GitHub). Preferred
Certifications. Certification in the following technologies preferred: Cloud, mobile, web application development, cloud-native application architecture (i.e. containers, microservices, API management), modern software development techniques like DevOps and CI/CD tool chains (i.e. Jenkins, Spinnaker, Azure developer services, GitHub) and container orchestration systems (i.e. Docker, Kubernetes, Red Hat OpenShift, Cloud Foundry, Azure Kubernetes Service, GitHub) preferred
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
Understanding of Data & AI technologies in context of app development (e.g. SQL and NoSQL Databases, Big Data, Cognitive Service, Machine Learning etc.). preferred
Azure Data & AI openings
Azure Platform. Understanding of Microsoft Data/AI solutions and/or complementing capabilities. The position requires the ability to articulate and demonstrate the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and products relative to major Microsoft competitors preferred.
Leadership. Experience leading large cloud deals especially those involving Data Platform modernization and migration, AI and related preferred
Competitive Landscape. Knowledge of cloud development platforms preferred.
Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs across the Federal landscape.
Certifications. Azure Data Engineer or Azure AI Engineer
Azure Infrastructure Openings
Cloud Platform. Understanding of Microsoft server products and/or complementing solutions. The position requires the ability to articulate and present the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and products relative to major Microsoft competitors preferred
Certifications: Azure Admin Associate or Architect preferred
Travel for all the roles:
Travel is an integral part of this position. You will be required to travel as is determined by the needs of our customers. This position may require travel to customer sites up to 50% of the time. Overnight travel may also be required.
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.
Education: Bachelor’s Degree or equivalent experience.
The successful candidate must be a U.S. Citizen.
Candidates must be willing to obtain and maintain an active US Secret clearance or higher.
Citizenship Verification: This position requires verification of US Citizenship to meet federal government security requirements.
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.