US Federal Partner DIB Specialist Sales Leader - CTJ

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.
The Federal Partner team's mission is to foster and lead our Federal partner ecosystem to build and sell intelligent cloud and intelligent edge solutions, empowering people and U.S. Government organizations to achieve more. We advise, demonstrate, and educate on the features, deployment models and interoperability methods that make Microsoft's solutions unique.
This position will be filled by an experienced sales leader and is pivotal to the overall success of Microsoft. As a Federal Partner Sales Leader and senior member of the Federal Partnerships leadership team, you will build and accelerate the momentum of digital transformation for Defense Industrial Base (DIB) partners and US Federal customers, as well as for Microsoft and deliver on short-term and long-term financial goals and responsibilities. As a senior leader and sales coach, you will be fluent in sales-leadership practices and lead with vision, simplicity, and execution on a determined strategy. You will collaborate with key leaders/stakeholders across the organization to build a sustaining growth engine that is cohesive, resilient, and optimized. You'll drive joint, continuous business planning and alignment with internal and external audiences.
In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance. You will leverage your extensive executive customer and partner relationships to lead a high performing team.
You will lead a team of solution specialists (with focus on sales, mission and technology) to execute Go to Market strategy for the Defense Industrial Base (DIB) and US Government customers. The team focuses on identifying, developing and selling Federal mission revenue opportunities within the Defense Industrial Base (DIB) partner ecosystem in the Federal market.
Candidate should have a healthy understanding of Microsoft solutions and associated technologies.ResponsibilitiesYou will lead an organization of technical and non-technical sales executives and industry specialists to create and foster long-term relationships, delivering value to DIB partners and US Federal customers. You will be considered a leader in the following areas:
• Growth and Transformational Sales Leadership - You will exceed Revenue, Consumption and Customer Satisfaction Goals. You will lead growth and improved performance of our sales teams (including both Technical and Industry Sellers), through deeper relationships, and frictionless cross-team orchestration to ensure we deliver value and satisfaction for all enterprise customers as One Microsoft. With your team, you will build business and go to market models that deliver on company strategy within context of the US Federal DIB market. You will maximize share of wallet, achieve targets (billed revenue, consumption, usage, customer adds), and win against competition through flawless execution.
• Customer, Partner and Market Thought Leadership - You will become one of Microsoft's trusted advisors and spokespersons in the US Federal DIB industry, regulatory and policy environments, thereby opening doors and removing barriers for our sales teams, partners, and customers. Motivate the team to enable business and technical outcomes, providing value to our customers throughout their journey in a customer centric manner. Demonstrate partner advocacy and sponsorship to drive scale and share through co-selling.
• People Leadership - You will commit to attracting, leading, developing and retaining a diverse sales organization that is motivated and agile. Foster an inspirational coaching culture that empowers the team to deliver and continuously learn. You will deliver success through empowerment and accountability by modeling, coaching, and caring.QualificationsRequired/Minimum Qualifications
12+ years of related experience, including senior sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, and/or leadership roles in multi-tiered large organizations;
8+ years of experience with the Defense Industrial Base and/or Federal System Integrator community, leading a high performing team or virtual team that achieves targets while selling cloud solutions to Federal customers (or equivalent experience).
10+ years of experience in Sales, Advertising, or Marketing and/or driving business growth or customer digital transformation, sales management, or leadership for Defense Industrial Base and/or Federal System Integrator community.
Additional or Preferred Qualifications
Prior work experience at a Defense Industrial Base (DIB) organization OR at a competing cloud and software company (Oracle, IBM, SAP, SalesForce.com, VMWare, Cisco, Amazon, Google or equivalent) preferred
Ability to meet Microsoft, customer and/or government security screening requirements are required for this role.
Bachelor's Degree from an accredited college or university or equivalent experience
The successful candidate must have an active U.S. Government Top Secret Security Clearance. Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. Failure to maintain or obtain the appropriate clearance and/or customer screening requirements may result in employment action up to and including termination.
Clearance Verification: This position requires successful verification of the stated security clearance to meet federal government customer requirements. You will be asked to provide clearance verification information prior to an offer of employment.
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 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.