OverviewIn addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance. Acts as a representative for technology domain to all C-suite leaders within local market while engaging with and leveraging local Microsoft senior leadership as appropriate. Uses broad knowledge to build credibility with customers and is sought after for expertise. Enables and empowers team to influence customer decisions, and ensure technical wins by streamlining processes and managing the flow of wins, leveraging deep knowledge of processes. Leverages in-depth knowledge of resources. Orchestrates team resources and coaches team to maximize impact of customer engagement and drive long-term global strategy through global capacity planning, prioritization, and utilization of resources. Maximizes national/international-level capacity and capabilities and influences future potential partner models by coaching team to grow partner network, identifying gaps, and promoting Microsoft within the Microsoft ecosystem. Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build global strategy. Generates new compete strategies and builds competitive knowledge of team by enabling competitive learning and identifying experts to share knowledge. Coaches and provides support to team and across internal teams to define and execute strategy.
ResponsibilitiesBuild Strategy
Generates new compete strategies and builds competitive knowledge of team by enabling competitive learning and identifying experts to share knowledge. Enables team to share compete knowledge with internal teams and global communities, influence compete strategies, and highlight Microsoft advantages during architecture and capability discussions. Acts as a subject matter expert on a particular competitive discipline(s).
Coaches and provides support to team and across internal teams to define and execute strategy. Drives repeatability of strategy. Proactively approaches customers to understand and identify global/cross-area strategy opportunities, aligning strategy with industry insights. Engages internal teams to ensure capability to execute strategy.
Maintains communications with internal partners (e.g., Account Technology Unit [ATU], Customer Service Unit [CSU] manager, SSM) on highest potential customers to pre-align technical resources to customer and customer cases based on account planning and priorities, with the flexibility to realign to minimize orchestration and enable proactive engagements as needed.
Works with global account and marketing teams to shape strategic win and customer success plans and tailor to audience for the global or area markets using knowledge of Microsoft offerings, their context in the competitive landscape, broader market trends, and in-depth industry knowledge. Prepares teams for future market and opportunities. Ensures execution of compete strategy across teams, collaborating with cross-functional groups as needed. Where applicable, directs teams in the building of consumption plans with complex requirements in coordination with Partner and Industry Solutions Delivery teams after customer sign-off.
Education
Ensures team members participate in tech communities and drives feedback to improve overall team member experience and effectiveness at global level.
Acts as a technical thought leader by sharing best practices (e.g., architectures, materials) and regularly delivering content at Microsoft events (e.g., TechReady). Provides insight into how to identify and win opportunities to increase solutions/portfolio understanding and capabilities, emphasizing continuous security enhancement and regulatory compliance.
Enables and empowers team to develop technical expertise and provide technical insights to internal teams. Acts as a role model by increasing own technical knowledge and serving as a respected technology leader to broader organization. Provides insight onto Corporate, business and product groups, sales strategy, and business reviews for impact.
Leverage Partner Ecosystem
Maximizes national/international-level capacity and capabilities and influences future potential partner models by coaching team to grow partner network, identifying gaps, and promoting Microsoft within the Microsoft ecosystem (e.g., account teams). Raises escalations or alleviates blockers through collaboration with manager-level counterparts in cross-functional groups.
Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build global strategy.
People 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.
Scale Customer Engagements
Leverages in-depth knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU]) and owns resolution of highly complex, escalated technical and non-technical blockers by engaging other teams (e.g., engineering, Account Team Unit [ATU], Specialist Team Unit [STU]) and conveying impact. Leverages insights and knowledge of blockers to anticipate market needs and contribute to global strategy. Identifies patterns of blockers within area of expertise and reaches out across geos to consolidate patterns into a business case to accelerate escalation.
Acts as a representative for technology domain to all C-suite leaders within local market while engaging with and leveraging local Microsoft senior leadership as appropriate. Coaches and enables team to identify and proactively engage with key customer technical decision makers and influencers to unblock technical and business obstacles.
Enables and empowers team to influence customer decisions, and ensure technical wins by streamlining processes and managing the flow of wins, leveraging deep knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds). Aligns goals across workloads and facilitates cross-selling with various worldwide teams.
Orchestrates team resources and coaches team to maximize impact of customer engagement and drive long-term global strategy through global capacity planning, prioritization, and utilization of resources. Proactively plans team resources and engages corporate teams to influence maturation and presales. Qualifies and prioritizes opportunities, and holds team accountable for maximizing selling time to achieve scorecard objectives and subsidiary strategy.
Uses broad, in-depth industry, technical, and professional knowledge, and leadership skills to build credibility with customers and act as a trusted advisor to assess and consult on their security needs, and is sought after for expertise.
Ensures consistency and quality through capturing, sharing, and adherence of standards and best practices in customer engagements by scaling implementation of cross-functional initiatives across channels at the global level to drive consistency in technical approach and ensure customer technical experience across teams.
Solution Design and Proof
Coaches team to envision new and innovative solutions that use Microsoft technology to meet customer needs. Supports team in coordinating with other stakeholders to develop solutions for complex sales scenarios. Ensures subsidiary level capabilities to execute on those solutions.
Applies advanced sales methodologies (e.g., challenger sales) and coaches team to lead and inspire global customers in digital transformation solutions, emphasizing security improvements, and shaping and enabling scalable change across subsidiaries.
Promotes leveraging of reference architectures and provides validation input to establish programmatic frameworks for use by the business.
Oversees highly complex demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of end-to-end Microsoft solutions and architectures based on multiple products and positions solutions against competitors. Ensures demonstrations enable customers to identify and resolve technical issues with clear criteria and next steps that guarantee deployment of Microsoft technology.
Identifies new technical and business trends and needs, and identifies ideas that can be transformed into solutions that benefit customers/partners, serving as the voice of the customer (VOC) to Microsoft. Ensures input is utilized and solutions for the customer are established at the worldwide level.
Required/minimum qualifications:
Master's Degree in Computer Science, Information Technology, Business or related field AND 6+ years technical pre-sales or technical consulting experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 8+ years technical pre-sales or technical consulting experience OR 10+ years technical pre-sales or technical consulting experience OR equivalent experience.
Other Requirements:
This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.
Additional or preferred qualifications:
10+ years technical pre-sales, technical consulting, or technology delivery, or related experience OR equivalent experience.
8+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
5+ years people management experience (including leading virtual teams).
Microsoft is an equal opportunity employer. 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.
Solution Engineering M6 - The typical base pay range for this role across the U.S. is USD $155,800 - $277,200 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 $202,400 - $303,600 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
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
