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We are looking to hire an Artificial Intelligence Sales Specialist Leader to join Microsoft Federal.

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.

Responsibilities

• Providing in-depth expertise to support the technical relationship with key customers and partners in select mission solutions focus areas, including product and solution briefings, creating demos, proof-of-concept work, and partner directly with product teams and other internal stakeholders to prioritize solutions impacting customer adoption of Microsoft Azure.

• Working with teammates and other internal stakeholders to define mission solution focus areas and develop the technology strategy to support the opening of new customer engagements and Microsoft Azure sales.

• Supporting developers, creators, and enterprises to use Azure technologies to create the future of mission solutions through proofs of concept, co-development opportunities and partnership.

• Being a trusted advisor to our top customers, helping them understand and incorporate repeatable mission solutions into their overall cloud adoption strategy by recommending migration paths, integration strategies, and application architectures.

• Building repeatable technical sales briefings and other assets to enable customers, partners and internal teams. 

• Influencing Microsoft product strategy by advocating customer requirements that support their most complex mission requirements. 

• Identifying customer business and technology readiness, proactively building external stakeholders' mapping, implementing strategies to accelerate the closing of deals, contributing input on strategies to drive and close prioritized opportunities, coaching junior team members in deal plan execution, and implementing close plans.  

• Maximizing share of wallet, achieve targets (billed revenue, consumption, usage, customer adds), and winning against competition.

• Go-To-Market (GTM) execution across the organization to achieve business value for customers and business results for Microsoft.

• Product Strategy: translating strategy into solution reality across the Microsoft Cloud and specifically with Azure and defense-related emerging use cases.

• Customer Strategy: directly engaging with business and technical decision makers within our customers and partners to help them formulate their strategies for creating decision advantage, connecting the force, modernizing mission systems and empower the industrial base while leveraging the full breadth of Microsoft Azure.

• Corporate Strategy & Thought Leadership: thought leadership on the major shifts in the Department of Defense priorities, industry trends and how the technology industry works with our defense customers and partners to create mission solutions built on the Microsoft cloud.

• Field Activation: defining and executing the strategy for the technical implementation of mission solutions and supporting sales field through skilling, enablement, mobilizing and building the resource base to deliver results. Creating excellence across the core disciplines of solution sales development, delivery and support by providing technical leadership to mission solutions.

• Leveraging and sharing competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. Collaborating with technical sellers including product-aligned Solution Specialists and 'compete' global black belts (GBB) to proactively provide analysis of the competitive landscape that may impact the sales and market positioning of mission solutions. Leading the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blockers.

• Collaborating with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.

• Managing the end-to-end business for strategic accounts across the organization. Leading forecasting for accounts and developing a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts.

• Completing required training and obtaining relevant product and role certifications aligned to the role and workload/industry. Proactively seeking training, including information that adds to the understanding of customers' business, and sharing it with team members.

• Embody our culture and values .

Qualifications

Required/Minimum Qualifications

• 7+ years technology-related sales or account management experience

• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience.

Other Requirements

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. 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.

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, or other approved documents, or verified US government clearance.

Additional or Preferred Qualifications

• 9+ years technology-related sales or account management experience

• OR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience

• OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience.

• 6+ years solution or services sales experience.

• AZ-900 Azure Fundamentals certification

• AI-900 Azure AI Fundamentals certification

• Other Azure cloud architecture certifications or industry equivalents

Solution Area Specialists M5 - The typical base pay range for this role across the U.S. is USD $122,400 - $216,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $166,100 - $235,000 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .