Federal Solution Sales Specialist - Support Solutions
Location: Atlanta, Georgia, Boston, Massachusetts, Charlotte, North Carolina, Chevy Chase, Maryland, Elkridge, Maryland, Fort Lauderdale, Florida, Paramus, New Jersey, Reston, Virginia, Washington, District of Columbia
Job Type: Full time
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.
Do you want to drive success for Microsoft’s Federal customers in the cloud? As Microsoft Federal’s Support Leader to the Federal Solution Group (FSG) General Manager you will partner with the Solutions and Technology Unit (STU), Account Team Unit (ATU), and Customer Success Unit (CSU) Leadership Teams to help drive the creation and execution of our Support business strategy. You will act as a business advisor to the Federal Leadership Team.
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.
The Support Leader is a senior leader within our Federal Solutions Group (FSG) organization. The FSG Support Leader drives solution opportunity revenue and market share by executing Federal support sales priorities.
The FSG Support Leader has end-to-end accountability for the Microsoft Support 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 Support Leader will also participate in planning and governance processes, provide data and insights to support and drive effective business prioritization and decision-making to achieve Microsoft’s strategic 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 Support Leader 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
Identifies customer needs and market opportunities for enhancements or development of value propositions and marketing strategies via analysis of listening systems, feedback channels, market and industry trends, competitive analyses, and industry-specific requirements.
Acts as a thought leader when developing problem statements, forming hypotheses, and performing experiments to test hypotheses and inform decisions on what growth strategies and value propositions to introduce.
Evaluates how the opportunity will fit within the portfolio to determine growth potential. Identifies new total addressable market, market, and buyers. Deciphers data through experimentation to determine new growth capabilities.
Tracks success criteria and performance metrics. Identifies and aligns others on growth priorities, monetization strategies, and key performance indicators (KPIs) that will help improve profitability. Partners with others to define and collect performance metrics, monitor, and report on progress.
Sales and Solution Development:
Sales Planning & Execution – Contributes to strategic planning with One Microsoft peers & aligns team plans accordingly. Coaches sellers on how to drive deployment & create business value for customers, driving sellers to develop transformational Consulting propositions & helping close deals.
Scaling & Collaboration – Steers Support Specialists to collaborate with One Microsoft peers, especially on attach motions which are critical to Support Sales & Solution Area sales pursuits, coaching them to engage effectively across organizational boundaries to help realize customer outcomes.
Support Sales Go To Market Expertise – Coaches Specialists on business & industry insights, driving them to leverage Support Sales and Solution Area assets & motions to drive transformational customer conversations, partnering with FSG Leads to execute.
Sales Excellence: Oversees the end-to-end business for assigned territory, ensuring sellers meet sales targets & operational standards. Ensures sellers execute effectively per Microsoft selling processes & methods.
Lead sellers to drive the Support business to overachieve revenue, consumption, and scorecard targets
Drives strong partnership with sales teams and other teams engaging in the customer (e.g. partners, services, Customer Success, engineering, support, etc.)
Maintains the pipeline and the forecast to required operational standards
Drives new business opportunities to achieve targets contributing positively to relevant subsidiary scorecard metrics
Drives higher levels of operational excellence. Ensures appropriate 4 quarter qualified pipeline in place by workload/solution.
Coaches Seller’s with a “challenger mentality” by prompting Seller’s to engage early and lead with new insights on how to grow the customers’ business.
Drives cross-team collaboration with CSU, ATU, Partner and STU peers.
Strategic alignment of support as a key enabler of other solution areas (Azure, Modern Work, Business Applications, Security, and Services). The creation of go-to-market strategies and offerings.
Offerings and solution development for Microsoft Federal.
Lead from the front, personally engaging at CxO level to support and coach teams on opportunity discovery and acceleration
Lead sellers to drive end-to-end business solutions, increasing customer and partner satisfaction and average deal sizes YoY.
Lead cross-team to ensure customer commitment to consume to migrate and expand cloud services.
5+ years of experience:
solution sales for Support solutions or similar business applications
identifying unique and complex business challenges and solutions
leading multi-million-dollar Support deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, contracting & legal team members.
successfully displacing competitors
carrying and exceeding a large sales / cloud consumption quota by driving and closing enterprise deals
demonstrated passion and commitment for customer success
3+ years of experience
Demonstrated Sales experience in Enterprise sales.
Deep Understanding of:
Support solutions and how they translate into business impact
The enterprise customer needs of Federal customers
Competitors and related ecosystem
The business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments.
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
Scaling and Collaboration
Leads the planning and execution on opportunities with resources and partners across territories to cross-sell and up-sell.
Leads the sales orchestration with internal stakeholders. Develops a holistic approach to build network across Microsoft. Identifies strategies to position opportunities to promote collaboration and participation.
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.
Leverages and shares competitor knowledge across support solution areas as a subject matter expert. 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 / support trends or sales blockers. Develops strategies to position Microsoft against competitors.
Prefer East Coast Location
Additional or Preferred Qualifications
- 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
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.
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