Sales Leader, Federal Delivery - CTJ - Top Secret
 Microsoft | |
 United States, Virginia, Reston | |
 Mar 25, 2025 | |
|
OverviewThe National Security Group (NSG) Sales Leader, Federal Delivery - is responsible for managing one of the largest consulting organizations at Microsoft that collaborates with customers in Defense, Intelligence, and the Defense Industrial Base (DIB) to achieve their missions through Microsoft cloud and security platforms. This position oversees the delivery of approximately $400 million in ISD revenue, contributing to cloud revenue growth for the NSG Operating Unit (OU), while working closely with Account Team Unit (ATU), Solution Team Unit (STU), Customer Success Unit (CSU), and Partners. This role will develop and execute large scale talent and people strategy for a ~500 Full Time Employee organization, attracting top talent and retaining talent through a thriving culture. ent - Civilian, Defense, or intelligence community. 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. 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.
ResponsibilitiesPeople Management* 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.Consulting Market Planning & Execution* Develops, orchestrates, and executes comprehensive Consulting market plan for a Civilian geography by prioritizing teams' solutions in line with global strategy and enterprise business using knowledge of local market and customer business. Gains alignment of plans from senior leaders. Articulates value proposition for Consulting within the Microsoft partner ecosystem, as well as the various Consulting available across Microsoft. Drives solution, sales planning, and portfolio management that is "on strategy," collects, and provides feedback on portfolio success. Aligns to broader Microsoft portfolio imperatives.* Establishes and drives orchestration across Federal and Enterprise Operating Unit (EOU) on strategic and top-tier accounts to ensure alignment on account strategy. Sets clear goals for all roles in driving customer adoption across three clouds. Establishes rhythms across enterprise that facilitate collaboration on strategic, top-tier, and consumption goals.* Grows relationship management across a broad portfolio of top customers (e.g., strategic [S500], managed customer list, enterprise customer list) with an integrated and intentional One Enterprise approach to achieve Microsoft strategic priorities. Establishes regular cadence with Federal Organizational Leaders to include: All Senior Level and Secretary Level Executives and senior public officials within a geography.* Drives sales strategy in support of the broader Microsoft strategy and revenue generation, including consumption, support renewals, and sales margins in a solution selling environment across a mid-size geography. Monitors pipeline, scopes pre-sales, navigates staffing planning/resource reallocation, leverages resources from across the organization to optimize resource efficiency and uses forecasts to regularly review and assess probability of success and cost of sale and identify where help is required to close deals. Drives sustainable growth by balancing customer, Microsoft, and team long-term objectives against short-term results.* Provides advice and coaching on how best to leverage and orchestrate company processes, assets, and intellectual property (IP) around strategic digital transformation approaches, high-level deal design and project delivery, and Support services (e.g., Premier, Unified), using skills and past experience. Leverages local knowledge and customer insights to inform key parameters for generating customer value. Participates proactively in established project governance to advocate appropriately for both customer and Microsoft and ensure delivery excellence.* Drives execution of all aspects of the Consulting business through a defined cadence of accountability. Defines key quarterly objectives and tracks against those objectives. Executes through a variety of teams, directly and indirectly, influencing for successful outcomes. Adapts and integrates appropriately with broader Microsoft teams to execute effectively. May create structures in conjunction with segment leaders to facilitate the adaptability needed for success.Operational & Business Excellence* Drives execution excellence through rhythm of the business, driving achievement of fundamental goals, optimizing processes, driving tool adoption, and providing guidance, balancing short-term execution and longer-term success, and ensuring compliance with Microsoft policies. Implements operational processes to drive continuous improvement of team performance (e.g., closed-loop salescampaigns, project quality reviews, root-cause analysis for support issues) using learnings from successes and failures.* Provides inputs into business reviews, priority setting, and annual business planning processes for an area. Manages and aligns regional and global resources through account planning. Designs and manages all elements of Consulting profit and loss (P&L) to balance resources and achieve all metrics.* Establishes and monitors local budgets for a midsize geography to drive revenue targets (e.g., sales revenue, delivery, consumption). Manages profits and losses (P&Ls) for the Consulting organization, and considers impact of decisions on the overall subsidiary P&Ls as a member of the Leadership Team. Ensures optimal deployment of resources (e.g., investing, diverting) throughout the fiscal year. Influences and impacts top-line revenue and company priorities (e.g., Azure Consumed Revenue, Support renewals).* Ensures positive customer experience from the planning and monitoring phases through the execution phase and supports lifecycle, through the alignment of the right resources at the right time for customers within geographic areas. Proactively identifies opportunities for resource optimization and process improvement, and recommends potential changes. Identifies trends in customer experience across the customer experience lifecycle and elevates accordingly.Leadership* Builds organizational and people capability for the future through coaching, engagement, and talent management for a team of direct report leaders, while also leveraging a deep understanding of market trends and customer needs/expectations. Executes and implements the established capability strategy. Influences peer Consulting Managements to help accelerate organizational maturity by role modeling capabilities and making best practices available to others. Develops and advocates a learning culture within the organization and prioritizes learning and deepening of capability as key elements of success for every role.* Creates and executes talent agenda in partnership with peer group leaders and Human Resources to facilitate moving talent across organizations to accelerate growth. Orchestrates across units. Ensures appropriate recognition for talent and opportunity creation for team.* Drives an inclusive environment by engaging all Consulting employees within assigned geography regardless of reporting structure. Creates a culture that enables employees to do their best work through cross-functionalcollaboration and appreciation of diversity. Champions and implements the diversity and inclusion strategy for the Consulting organization. OtherEmbody our culture and values | |