Sales Leader, Federal Delivery - CTJ - Top Secret

The 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.

Responsibilities

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.

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 levera