Microsoft Federal Modern Work Devices Business Group Leader 

United States, Virginia 

485763459

In the Federal Solutions Group team, we are looking for a Leader to run the Federal Go To Market for our Modern Work (MW) and Devices business. The MW and Devices Leader is a Leader who will develop a winning sales strategy that will deliver on both the Modern Work and Devices Solution Area sales goals. This person will lead strategic transformational shifts to drive deployment and create business value for customers. You will provide direction/guidance on the development of solutions across solution areas and support areas. You will lead a team to develop strategies for driving and closing opportunities. You will facilitate the development of partner strategies and ensure execution. You will contribute to setting up the events and promoting best practice sharing across subsidiaries. You will oversee the end-to-end business across geographical regions. You will interact with Corporate leadership and senior-level stakeholders to get support for their team and the geographical regions. You will act as a thought leader to help their team connect Microsoft solutions to customer business impact.

You will lead efforts to build Go To Market Plans for existing and new products unique to the Federal Government market. You will interact with Engineering to help prioritize new products and features in support of the Federal Government needs. You will design sales programs to drive unique and focused field efforts as needed. You will help lead efforts to smoothly launch new products successfully.

• 9+ years of technology-related sales or account management experience
  
  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years of technology-related sales or account management experience.
• Experience selling to United States Federal Customers.

Other Qualifications

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 customers 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.

Citizenship & Citizenship Verification: This role will require access to information that is controlled for export under U.S. export control regulations, potentially under the International Traffic in Arms Regulations or the Export Administration Regulations.  As a condition of employment, the successful candidate will be required to provide proof of citizenship, for assessment of eligibility to access the export-controlled information. To meet this legal requirement, citizenship will be verified via a valid passport.

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.

Preferred Qualifications

• 10+ years services sales or account management experience.
• 5+ years people management experience.
• Working knowledge of Microsoft’s commercial cloud offerings - including Microsoft 365, Office 365.
• Knowledge of managing hardware pipeline and selling devices, including Surface, Hub, and MTR, to enterprise customers.
• Ability to obtain and maintain a United States Security Clearance.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

Analysis of Customer and Market Signals

• 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:

• Lead sellers to drive the Modern Work and Divices business to overachieve revenue, consumption, and scorecard targets
• Develops seller’s Solution Sales and technical skills to sell the business outcomes of the broaderModern Work and Divices platform
• Drives effective 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.

Customer centricity:

• 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.

Partner Engagement:

• Bring together Microsoft solutions with Partner solutions, fully leverage the synergy effect with our partners, and co-sell with them to make deals bigger and faster.

People Management:

• Manager will deliver success through empowerment and accountability by modeling, coaching, and caring.
• Model - Live our culture. Embody our values. Practice our leadership principles.
• Coach - Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn.
• Care - Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.

Market/Industry Thought Leadership:

• Provides guidance to team on establishing Microsoft's competitive advantage and offering strategies that satisfy customers' Key Performance Indicators (KPIs) or Objectives and Key Results (OKRs). Drives results faster than competition and grow new markets/solution areas.
• Identifies commonalities in needs between government customers and strategize on what broad government-wide success looks like to achieve USG goals.
• Drives a competitive advantage by launching key offerings/excelling in the industry and landing existing offerings with better and more reliable security outcomes.

Driving Transformation in the Business:

• Guides and supports the security businesses within each Microsoft Federal segment, leads the strategic direction for maturing new and scale sales motions, leads the way in how to think creatively in response to customer/partner needs and competition, and facilitates transformation among internal teams.
• Collaborates in the development of Business Group (BG) programs and marketing campaigns that will enable greater success in the Federal market.

Culture and Leadership Across the Business:

• Analyzes and understands strategies to drive success within scope of accountability and works to develop/mentor/coach talent internally. Encourages managers and individuals across the organization.
• Fosters a culture of learning, coaching, customer-centricity, accountability, collaboration and achieving big bold goals.
• Motivates and brings teams together. Leads a diverse and inclusive workforce. Creates/hires a diverse team.
• Fosters an inclusive working environment via inclusive behaviors. Serves as a subject matter expert in relevant local regulatory and policy environments (e.g., opening doors and removing barriers for sales teams, partners, and customers) across geographic areas.
• Demonstrates industry capabilities to address public sector agendas. Influences and works across organization functions, partners and teams to drive growth and transformation and effectively define sales processes, holding others accountable for results.
• Leads team to identify opportunities to drive optimizations and new digitalization solution strategies based on customer and market strategies and discusses/advocates for customer/market needs and solutions based on customer/partner insights.

Orchestration and Collaboration

• Builds and maintains broad leader network within and across partner community for specific skill sets and industries, as well as within Microsoft. Creates new points of entry for orchestration and collaboration.
• Defines where orchestration is needed for success. Influences and works across functions, partners and teams to drive growth and transformation and effectively define sale processes, holding others accountable for results.
• Encourages and sets the tone for an organizational culture for collaboration. Implements customer relationship development strategies across the organization.
• You will coach team to learn and apply the orchestration model and guide team to build plans cross team with CSU, Fast Track, Support, Partner, Engineering and Feld Sales.

• • Embody our