We are looking to hire a Federal Technology Specialist- Business Applications to join Microsoft Federal.

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.

The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization.

Responsibilities

In this role you will be the Federal Technology Specialist - Business Applications (pre-sales consultant) for your assigned workload and a member of the sales team that consists of Solution Specialist, Customer Success Unit, partners, and engineering. In this role you will advance pipeline by assisting the Solution Specialist in qualifying the deal, developing the strategy and inspiring the CxO/Business Decision Maker/Technical Decision Maker.

You are responsible for designing the solution and delivering an industry-aligned demonstration to the customer. You will engage partners for co-sell and implementation considerations, engineering to assist with emerging technologies and Customer Success Unit for deal support. The demo will focus on solving the technical proof requirements while highlighting our business value and competitive differentiators and should result in securing the customer’s solution design endorsement. Once the solution design is secured, you will support the Solution Specialist in finalizing the customer proposal and assisting with licensing.

You will develop relationships with the decision makers with our customers and position yourself as a trusted advisor in your domain. As a recognized product expert, you are responsible for sharing your technical, industry knowledge and best practices with your peers. This role is flexible in that you can work up to 50% from home for DC area candidates .

Scale Customer Engagements

• Engages with and reaches out to customers proactively and independently.

• Uses knowledge of customer context, solution or portfolio expertise, and technical and industry knowledge to build credibility with customers.

• Leads and ensures technical wins for core and adjacent technologies by leading technical discussions with customers and establishing rules of engagement (e.g., role boundaries, handoff strategies) for extended teams, leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Searches for customer references to use in engagements.

• Leverages foundational knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU]) and proactively engages product teams (e.g., engineering) to remediate blockers by conveying impact.

• Advance qualified pipeline revenue by demonstrating solution capabilities, addressing technical proof requirements, and securing the customer’s solution design endorsement.

• Engage with the account team to land solution envisioning sessions and business value assessments.

• Proactively deliver compelling customer centric solution demonstrations based on technical workload expertise while building Business Decision Maker/CxO/Technical Decision Maker connections.

• Address solution architecture considerations and competitive objection handling.

• Assist in formalizing the customer proposal.

Leverage Partner Ecosystem

• Engages in partner sell-with scenarios by acting as liaison between the partner and team and facilitating partner resources and processes throughout the course of the project.

• Supports partner technical capacity by identifying skill and resource gaps and providing feedback to internal teams (e.g., Global Partner Solutions).

• Collaborate with Partners and Customer Success to align on agreed upon deployment plan and Key Performance Indicators.

Build Strategy

• Captures core competitive knowledge and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies for assigned customers.

• Provides strategic, technical, and partner input based on Microsoft capability at the account level to contribute to strategy development, leveraging partner, competitor, or open-source knowledge.

• Works with account and marketing teams to shape strategic win and customer success plans and tailor Microsoft messaging to audience using knowledge of customer feedback, specific Microsoft solutions, and their context in a competitive landscape. Where applicable, builds consumption plans with Partner and Industry Solutions Delivery teams after customer sign-off.

• Lead discovery sessions in each opportunity, yielding output of customer-agreed business challenges and win themes prioritized with business value.

Solution Design and Proof

• Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions) of products, services, and integration through initial engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment.

• Presents and applies architecture patterns to partners or customers and drives cross-workload support for Microsoft Solutions.

• Applies sales methodologies (e.g., challenger sales) and coaches team in addressing customer digital transformation and leveraging insights to align new or changing technology to customer business needs.

Education

• Builds their own readiness plan and proactively identifies learning gaps. Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture.

• Demonstrates new and updated products to increase internal virtual teams' understanding of solutions and new opportunities.

• Monitors and responds to internal tech community posts, attends community calls, sessions, hackathons, etc., and acts as a mentor for their technology area.

Other

• Embody our culture and values

Qualifications

Required/Minimum Qualifications

• 5+ years technical pre-sales or technical consulting experience

o OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years technical pre-sales or technical consulting experience

o OR Master's Degree in Computer Science, Information Technology, or related field AND 3+ years technical pre-sales or technical consulting experience

o OR equivalent experience.

Other Requirements:

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.

Citizenship & Citizenship Verification: This role will require access to information that is controlled for export under U.S. export control regulations, potentially under the International Traffic in Arms Regulations or the Export Administration Regulations.  As a condition of employment, the successful candidate will be required to provide proof of citizenship, for assessment of eligibility to access the export-controlled information. To meet this legal requirement, citizenship will be verified via a valid passport.

Cloud Screening:

This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.

Preferred Qualifications

• 6+ years technical pre-sales, technical consulting, or technology delivery, or related experience

o OR equivalent experience.

• 4+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.

• Certification in relevant technologies or disciplines (e.g., Office 365, Power BI, Azure Architect and Development exams, Cloud Platform Technologies, Information Security, Architecture).

• Experience in skillfully communicating, demonstrating, and proving the value of Dynamics 365 Business Applications and Power Platform, or Salesforce, Appian, and ServiceNow.

Technology Specialists IC4 - The typical base pay range for this role across the U.S. is USD $103,800 - $200,300 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 $133,700 - $219,200 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 will accept applications for the role until Jan 12th, 2025.

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) .