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.
The team focuses on enterprise solutions revenue opportunities within the partner ecosystem in the federal market. The Manager of this team sets strategy and develops and executes the business plan for a group of account executives, sales experts, technology evangelists and mission executives, in pursuit of business growth. The Manager must effectively uncover, assess, and prioritize current and future opportunities while working directly with the customer, internal organizations within Microsoft, the Federal government and the Microsoft partner ecosystem. The Federal Partner team is responsible for understanding and influencing partner and customer-specific technology requirements, resulting in the adoption of Microsoft solutions in strategic, business, and mission applications. The Director should be familiar with Federal regulations, policies, and architectures. The Manager of this highly visible business should have extensive experience working with federal systems integrators and should be deeply familiar with the organizational makeup, core missions and strategies of these companies. Knowledge of and work experience with one of more Federal SIs such as Lockheed Martin, Northrop Grumman, Raytheon, General Atomics, General Dynamics, SAIC, Leidos, CSRA, Boeing, L3, BAE, Mantech, CACI, CGI, Alion, etc is strongly preferred.
Managers 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). Drives results faster than competition in new markets/solution areas (e.g., cloud services growth and consumption). Identifies lighthouse/beachhead successes in select or strategic industries (develop a competitive advantage through launching key offerings/excelling in the industry).
Digital Transformation Growth
Understands drivers of digital transformation relevant to customers and partners across lines of business and coaches team to partner internally to accelerate the customer/partner innovative digital transformation. Leads digital transformation and shifts market; captures addressable market. Leads a cross-organizational segment manager on strategic projects that enable innovative digital transformation and deliver business value. Leads managers to apply a growth and customer/partner mindset in response to transformation and customers/competitors. Sets strategies for managers to enable managers to lead teams.
Driving Transformation in the Business
Guides the business within the segment, leads the strategic directions, leads managers and teams on how to think creatively in response to customer/partner needs and competition, and facilitates transformation among internal teams.
Collaborates in the development of sales territories and targets for her/his team; measures quantitative progress and qualitative success towards goals.
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.
Bachelor's Degree in Business Administration, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 10+ 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
OR equivalent experience.
Working knowledge of Federal System Integrator landscape and Federal IT ecosystem
Deep knowledge of Federal System Integrator landscape and Federal IT ecosystem; “rolodex” of personal contacts and knowledge enabling the cultvation of informal conversations throughout the FSI and contractor communities
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
Ability to meet Microsoft, customer and/or government security screening requirements are required for this role.
This position will be filled by an experienced, professional leader and communicator who is comfortable communicating front of large groups, and senior government and industry personnel. Candidate should have a healthy understanding of Microsoft solutions and associated technologies. Preferred qualifications include 10+ years technology sales experience working with the federal government and systems integrators; strong expertise with enterprise solutions; exceptional leadership, negotiation, organizational, creative, presentation, written and verbal communication skills; this position will require 20-40% domestic travel. Prior experience collaborating with (or working for) systems integrators is strongly preferred.
The successful candidate must be a U.S. Citizen
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.