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We’re seeking a Solution Engineer Manager who will shape strategic win and customer success plans and tailor to audience using knowledge of Microsoft offerings who will proactively identify and engage with key customer technical decision makers and influencers while engaging sales team.

In 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.

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

Build Strategy

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 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).

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 local marketing and account teams to shape strategic win and customer success plans and tailor to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends. Ensures team is equipped to execute compete strategy, collaborating with cross-functional groups as needed. Where applicable, oversees team(s) in the building of consumption plans with moderately 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 subsidiary 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 opportunities to increase solutions/portfolio understanding.

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 team.

Provides insight onto Corporate, business and product groups, sales strategy, and business reviews for impact.

Leverage Partner Ecosystem

Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build subsidiary strategy.

Maximizes area-level capacity and capabilities 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.

responsibility description

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

Proactively identifies and engages with key customer technical decision makers and influencers while engaging sales team.

Coaches and enables team to identify and proactively engage with key customer technical decision makers and influencers to help unblock technical 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 [ECIFs]).

Aligns goals across solution areas and facilitates cross-selling with various workloads (e.g., Apps, Data and Infrastructure)

Leverages 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 technical and non-technical blockers by engaging other teams (e.g., engineering, Account Team Unit [ATU], Specialist Team Unit [STU]) and conveying impact. Anticipates and addresses future potential blockers based on needs. Identifies patterns of blockers within area of expertise and drives resolution through local and global escalation.

Uses knowledge of customer context, and deep technical, domain, and industry knowledge to build credibility with customers.

Ensures consistency and quality through capturing, sharing, and adherence of standards and best practices in customer engagements by implementing cross-functional initiatives to different channels across a subsidiary to drive consistency in technical approach and ensure customer technical experience across teams.

Orchestrates team resources and coaches team to maximize impact of customer engagements and drive mid-to long-term strategy through cross-workload capacity planning, prioritization, and utilization of resources. Proactively plans team resources and influences future blueprints.

Qualifies and prioritizes opportunities, and holds team accountable for maximizing selling time to achieve scorecard objectives and subsidiary strategy.

Solution Design and Proof

Applies advanced sales methodologies (e.g., challenger sales) and coaches team in guiding customers through digital transformation solutions and using innovation to challenge solutions against changing technology (e.g., Power Apps).

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 area level.

Coaches team and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of solutions based on multiple products and position 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.

Promotes adaptation and extension of architecture patterns to accommodate complex customer requirements and drive integration solutions for industry flavor.

Coaches team to envision new and innovative solutions that use Microsoft technology to meet customer needs.

Supports team in coordinating with stakeholders to develop solutions for complex sales scenarios.

Ensures team capability to execute on those solutions.

Other

+ Embody our culture and values

Qualifications

Required/Minimum Qualifications

+ Master's Degree in Computer Science, Information Technology, Business or related field AND 4+ years technical pre-sales or technical consulting experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 6+ years technical pre-sales or technical consulting experience OR 7+ years technical pre-sales or technical consulting experience OR equivalent experience.

+ 3+ years people management experience, including if leading virtual teams, OR similar experience.

Other Requirements:

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

+ **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, or other approved documents, or verified US government clearance.

Preferred qualifications

+ 8+ years technical pre-sales, technical consulting, or technology delivery, or related experience OR equivalent experience.

+ 6+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management

+ US Government issued security clearance or prior US Government issued clearance.

**Solution Engineer Manager** **M5** - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 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 $165,600 - $272,300 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 and processes offers for these roles on an ongoing basis.

\#MCAPSA

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) .