Federal Solution Sales Specialist - Business Applications


Location: Atlanta, Georgia, Boston, Massachusetts, Charlotte, North Carolina, Chevy Chase, Maryland, Elkridge, Maryland, Fort Lauderdale, Florida, Paramus, New Jersey, Washington, District of Columbia

Job Type: Full time

Last updated

The most difficult thing is the decision to act, the rest is merely tenacity.
- Amelia Earhart

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.

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.

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.


The FSG Business Applications Lead is a leader within our Federal Solutions Group (FSG) organization. The FSG Business Applications Lead drives solution opportunity review and market share by executing the Migrate, Modernize, and Enable sales priorities to migrate infrastructure workloads to Business Applications including Dyanamics and Power Platform. You will help customer’s with their end-to-end business transformation needs by envisioning solutions and mapping capabilities with associated business value to business decision maker persona pains/needs.

Microsoft Business Applications cloud is recognized by analysts as a leader in the CRM, ERP and application platform space. Trusted by global businesses as their platform of choice, Microsoft Business Applications uniquely enables customers to optimize their operations, engage their customers, empower their people and transform their products. It’s a new data-driven world, and Microsoft is the only platform in the industry built from the ground with data and intelligence at the center. Microsoft Business Application solutions include virtually unlimited data sources from customers’ applications including legacy, first and third-party, vendor, customer and many more. This unified approach to data and intelligence enables customers to make informed proactive business decisions with deep insights powered by AI and industry-leading analytics (Power BI).

The FSG Business Applications Lead has end-to-end accountability for the Microsoft Business Applications business in Microsoft Federal including planning, execution, and governance. This includes revenue, scorecard, share dashboard accountabilities and goals, as well as playing a leadership role within the subsidiary including participating in Extended Leadership meetings. The FSG Business Applications Lead will also participate in planning and governance processes, provide data and insights to support and drive effective business prioritization and decision-making to achieve the Microsoft Cloud’s business goals.

Bringing broad and deep business acumen, sound decision-making and operational excellence is essential in this role. These capabilities are key for the FSG Business Applications Lead to execute effectively and efficiently in service of the organization while enabling the business to deliver on strategy, achieve our core priorities and exceed fiscal targets. This position requires cross-group coordination and the ability to manage high impact work with multiple priorities and rapid deadlines.

Analysis of Customer and Market Signals

Sales and Solution Development
Customer Centricity
Partner Engagement


5+ years of experience:

  • Selling CRM, ERP, or similar business applications.
  • Selling software-as-a-service or cloud-based business applications to enterprise customers.
  • Identifying unique and complex business challenges and solutions.
  • Leading multi-million-dollar business application deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing & legal team members.
  • Successfully displacing competitors.
  • Carrying and exceeding a large sales quota by driving and closing enterprise deals.

5+ years of experience:

  • Leading and coaching sales teams to overperform against targets.
  • Demonstrated sales and sales leadership experience in Enterprise sales.
  • Demonstrated leader able to coach and inspire a diverse team of Sales and Pre-Sales Professionals.

Deep Understanding of:

  • Business solutions, ERP & CRM and how they translate into business impact.
  • Commercial cloud offerings, ideally including Microsoft’s cloud platform as well as competitors and related ecosystems.
  • Business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments (e.g. Design Thinking, Business Value Engineering, Challenger sales etc.).
  • Expert understanding and 1 to 2 years’ experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government.
  • The security, regulatory and compliance needs of global customers.

Desired skills:

  • Excels at developing strong relationships and leadership connections to understand customer needs.
  • Adept at challenging perspectives with new ideas that reframes thinking about deriving value from Microsoft solutions.
  • Very strong presentation, white boarding, and communication skills.
  • Strong negotiating skills
  • Demonstrated passion and commitment for customer success.


  • Technical Knowledge. Possess both business acumen expertise and technology knowledge to connect how customer business issues impact their IT environments

Required / Minimum Qualifications

  • Bachelor’s degree in Computer Science or a similar information technology-related discipline, or in Business Administration, AND 8+ years relevant job experience required.

Additional or Preferred Qualifications

  • US Security Clearance
  • Bachelor’s degree in Computer Science or a similar information technology-related discipline, or in Business Administration, or relevant job experience preferred.
  • Certification in sales, sales management, complex sales training, sales methodologies, broad evangelism through events (presentation skills), and consultative selling preferred
  • People management experience perferred

US Citizenship: The successful candidate must be a U.S. Citizen with the ability to obtain and maintain a US Security Clearance. Citizenship Verification: This position requires verification of US Citizenship to meet federal government security requirements.

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.

Candidates selected for this position must comply with Federal Executive Order 14042 mandating that federal contractors and subcontractors receive the COVID-19 vaccine by being fully vaccinated before their date of hire, or work with Microsoft to receive an approved religious or medical accommodation

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 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.

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