New 
Principal Technology Specialist / Architect - CTJ - Top Secret
 Microsoft | |
 United States, Texas, Irving | |
| 7000 State Highway 161 (Show on map) | |
 Nov 25, 2024 | |
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OverviewWe are looking for a Principal Technology Specialist / Architect for our Aerospace and Commercial Defense (A&CD) team. This team is part of the Manufacturing Vertical, focusing on expanding Microsoft's presence in the Defense Industrial Base globally. The role involves driving digital transformation for customers by providing impactful industry insights, leading strategic projects, and orchestrating sales efforts across various markets. The successful candidate will be responsible for building sales momentum for Microsoft 365 GCC (Government Community Cloud) High, M365 Secret, Azure Gov, Azure Secret, Azure Top Secret, and Dynamics Gov, while ensuring compliance with various regulations such as ITAR (Int'l Traffic and Arms Regulations), DFARS (Defense Federal Acquisition Regulations), and CMMC (Cyber Security Maturity Model Certification) 2.0. This team is at the forefront of Microsoft's Gov cloud strategy within the DOB (Defense Industrial Base) working closely with internal stakeholders and partners to drive revenue and consumption targets. The role requires a deep understanding of Microsoft's commercial and government cloud offerings, as well as the ability to engage with high-level decision-makers and lead complex, high-value deals. The candidate should have extensive experience in IT (Information Technology)/BDM (Business Decision Maker) sales, consulting, and competitive selling, with a strong ability to influence change and drive results in an ambiguous environment. Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
ResponsibilitiesScale Customer Engagements* Proactively identifies and engages with key customer technical decision makers and influencers while engaging sales team and helping lead sales strategy.* Uses knowledge of customer context, and deep technical, domain, and industry knowledge to build credibility with customers.* Leads and ensures complex technical wins (e.g., cross-workload, cross-team, cross-geo, subsidiary-level impact) by establishing rules of engagement (e.g., role boundaries, handoff strategies), coaching others (e.g., technical sellers, account 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]). Ensures alignment of Microsoft technologies with future sector standards and requirements by working with industry boards and driving customer case studies and references.* Leverages 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 escalated technical blockers by conveying impact and anticipating and addressing future potential blockers based on needs. Leverage Partner Ecosystem* Scales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem (e.g., account teams) and developing deep partner relationships.* Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build subsidiary strategy. Build Strategy* Builds competitive knowledge, documents compete patterns, and shares within the community to drive change and escalations for competitive selling strategies. Acts as a subject matter expert on a particular competition. Delivers competitive knowledge back to product and engineering teams.* Proactively develops strategic cross-workload/subsidiary and account level responses to specific market threats by identifying market patterns and delivering feedback to business group on trends and needs.* Works with local account and marketing teams to shape strategic win and customer success plans and tailors to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends. Where applicable, builds consumption plans with moderately complex requirements in coordination with Partner and Industry Solutions Delivery teams after customer sign-off. Solution Design and Proof* Demonstrates 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. Leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business.* Adapts and extends architecture patterns to accommodate complex customer requirements and drive integration solutions for industry flavor. Delivers assets that can be leveraged by others in the business.* Applies advanced sales methodologies (e.g., challenger sales) to guide customers through digital transformation solutions and uses innovation to challenge solutions against changing technology (e.g., Power Apps). Education* Builds readiness plans for peers and proactively identifies gaps and new opportunities for learning. Provides insight onto Corporate, business and product groups, sales strategy, and business reviews for impact.* 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.* Monitors, responds to, and acts as a thought leader on internal tech community posts, establishes and leads vibrant tech communities including community calls, sessions, hackathons, etc., and acts as a mentor to the community. | |