Services Solution Specialist - Digital Government Strategic Transformation Lead
Location:
Remote
Posted:
December 13, 2017
Reference:
1068308

The Microsoft Enterprise Services organization is dedicated to helping our government customers adapt digitally. We are empowering state and local government employees to better serve their citizens. The Digital Government Strategic Transformation Lead is a dedicated deal leader focused on our most strategic, market making, digital government opportunities. The Digital Government Strategic Transformation Lead works with all elements of leadership, segments and pre-sales teams to run complex transformational deals. This role offers incredible opportunity to accelerate your career by driving business impact that can change the future while having a direct positive impact on the lives of the constituents our customers serve.
The Impact You’ll Be Making
Complex Deal Leadership – Present clear vision and plan for identifying, driving & closing Strategic Digital Government Transformation Opportunities

Work with the Account Executives (AE) to leverage knowledge from the Account Team Unit (ATU) and Solution Specialists from the Specialist Team Unit (STU), to ensure alignment with the overall account strategy and identify leads to develop new strategic transformation opportunities
Partner with the Enterprise Services Account Executives (SE) & Solution Specialists (SSSP) for Enterprise Services team planning
Lead complex deal planning including win theming, stakeholder mapping, price to win, close planning and communications planning with the ATU/STU/Enterprise Services deal teams, and to the customer, to ensure the right customer stakeholders hear the right coordinated messaging about Microsoft’s capabilities, at the right stage in the sales cycle, from the right leader in Microsoft

Execution – Enable Customers to Realize Desired Outcomes through Strategic, Microsoft Services-engaged, Digital Transformation Projects
Lead the AE, SE, SSSP, Services account-aligned resources and domain Pursuit Lead(s) to shape and close digital government transformation opportunities in line with complex deal plans
Ensure high customer satisfaction by focusing on customer needs first, and managing, escalating, and/or orchestrating sales and delivery success through the AE, Services account-aligned resources and domain Pursuit Leads
Meet or exceed your revenue targets, ensuring you execute in accordance with prescribed Microsoft methods, processes and tools
Who We Are Looking For
Key Experience, Skills, Knowledge & Education Required:
• Proven sales success and expertise in selling strategic, multi-million dollar solutions deals
• Shipley (or other large deal pursuit methodology) knowledge and experience in win-theming, deal-shaping, price-to-close & stakeholder management
• Track record of consistently meeting or exceeding sales targets
• Executes recognized sales methods, processes and tools
• Dynamics 365 (CRM & ERP), Azure ML, and Azure Datalake solutioning experience (strongly preferred)
Skills Profile
• Sales Achiever – achieve results by understanding digital transformation drivers and customer priorities, leading strategic transformation opportunities to help customers accelerate their digital transformation, and ensuring appropriate positioning of Microsoft Digital Government solutions
• Digital Transformation Driver – drive relevant solutions to customers, influencing BDMs and ITDMs, building trust with stakeholders and translating Microsoft Services-led solutions into business impact and outcomes that accelerate the customer’s digital transformation
• Sales Challenger – drive customer understanding of the business value of Microsoft’s strategic transformation solution. Demonstrate complex deal leadership and expertise, influencing customer’s vision and requirements and adding value by bringing innovative transformation references to show what is possible
• Deal Orchestrator – orchestrate the virtual team engaged in the opportunity, taking responsibility for the end to end sales cycle and leveraging repeatable Microsoft Support Solutions offerings to accelerate and win deals

Required Qualifications
•3+ years experience selling Modern Workplace solutions including: Skype, O365, BOT framework, SharePoint technologies, Windows, & EMS or similar technologies
•5+ years’ experience selling technology solutions to enterprise customers

Preferred Qualifications
•Track record of consistently meeting or exceeding sales targets
•Executes recognized sales methods, processes and tools and has skills in user experience design
•Has deep background in selling both to IT Pros and Business Decision Makers (BDM)
•Bachelor’s degree with exposure to Information Technology (or equivalent)
•Experience selling Professional Services


Microsoft Services, with over 21,500 employees worldwide, is dedicated to delivering on Microsoft’s mission to empower every person and every organization on the planet to achieve more. Simply put, Services helps customers and partners get the most out of their technology investments. For more information, visit www.microsoft.com/Services.

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. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to askstaff@microsoft.com.

Microsoft Services, with over 21,500 employees worldwide, is dedicated to delivering on Microsoft’s mission to empower every person and every organization on the planet to achieve more. Simply put, Services helps customers and partners get the most out of their technology investments. For more information, visit www.microsoft.com/Services.

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. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to askstaff@microsoft.com.

A little about us:
Microsoft offers training and employment opportunities to help you turn your military experience and skills into a civilian technology career.

Know someone who would be interested in this job? Share it with your network.