Microsoft Corporation Sr. Business Strategy Manager, Early Access Engineering in Chevy Chase, Maryland
Data, Artificial Intelligence (AI), & IoT is one of the most strategic & fastest growing businesses worldwide at Microsoft.
We’re looking for an exceptional leader, sales execution driver, and cross-team collaborator to lead the main programs available to our worldwide Data&AI field sellers and partners. These programs help them having access to the key resources they need to grow our Azure Cloud Scale Analytics & Artificial Intelligence businesses.
This role will be part of the team in Microsoft Corp (HQ) organization that leads the sales strategies and the field readiness and execution of Microsoft’s Data&AI go-to-market plans.
We believe in creating clarity, energy and growth in a helpful and collaborative environment that celebrates team success. We are earnest about unblocking others, recognizing accomplishments, and celebrating diversity and inclusion. We constantly strive to create an environment that allows our employees to do the best work of their lives.
Program Leader and Subject Matter Expert
Define vision and long-term roadmap of the Analytics & AI sales program, in partnership with Sales/Marketing/Partner/Product teams and aligned with the overall Microsoft’s Data&AI business and go-to-market strategies
Lead implementation of program improvements and the change management plans needed in the long-term roadmap; inspire and onboard the virtual teams working on these plans
Analyze industry trends, customer needs, expansion opportunities and competitor’s programs, and serve as an expert to advise and lead improvements on the programs
Develop the business case and define the bill of materials (BOM) for the offers available through of the program, including market opportunity, customers served, competitive landscape, company capabilities, and product analysis
Proactively prospect partnerships with other organizations that can leverage the Data&AI programs to accelerate results, such as the Partner organization (OCP), Marketing Product Managers in the field and the Microsoft Technology Centers (MTC)
Program Management / Execution
Define and lead implementation of the program’s shorter-term goals, metrics of success and operating model to best support the overall Data&AI fiscal year strategy and sales model
Implements the performance indicators, management rhythms and controls needed to ensure consistent execution and policy compliance of all investments in the Data&AI Sales Programs
Drive field awareness and adoption of the Data & AI Sales Programs
Continuously monitor the programs vs KPIs; Optimize program for customer, field, and partner experience
Monitor cloud sales and consumption pipeline and work with sellers to assess the needs of different engagements. Guide them on submitting their customer nominations to the right program for opportunity progression. Diagnose the elements needing attention and develop a point of view on how to best proceed.
Collaborate with finance to translate opportunities into financial models that prove ROI
Field Coaching and Support
Active involvement and support across the Top Analytics & AI opportunities
Provide deal coaching support for early-stage engagements to help sellers progress their opportunities through the pipeline. You will be a coach to the field teams you interact with to help them consistently improve how they land the value of the Analytics & AI businesses and how to leverage the right Data&AI sales program to better support them in each stage of the sales cycle
Present at training events and bootcamps, ramp up New Hires on the Programs; Create and introduce job aids (Checklists, key trainings, escalation channels, etc.) to New Hires
Facilitate connection to the right teams (including Corporate Specialist teams (GBB), Product Engineering, and Field
Engineering (CSE)) for opportunity progression. Guide teams through the right escalation channels to remove blockers (e.g., Corporate SCRUMs, Executive Winrooms, Pursuit teams) and sponsor the critical escalations to help accelerating opportunities
Actively capture field feedback and insights on what could be working better / shape the future direction and strategy of the Analytics Business and Acceleration Program, as well as its interfaces with other programs and teams
Additional responsibilities include:
People leadership: Define structure and manage the work of third-party consultants/vendors, and other team members
Influence and develop functional requirements to engineering on requirements for products or Solution Accelerators that address the blockers and opportunities. Resolution of the same with a customer-first mindset.
Collaborate with Early Access Engineering team to understand historically developed and currently under development Solution Accelerators to create go-to-market materials.
Develop learnings and insights that can be shared across industry and market communities.
6+ Years of experience
Experience developing Go-to-market strategies and bringing them to execution at scale
Proven experience on Project management and prioritization, including business cases and financial models / ROI
Experience in customer facing roles including solution sales, technical pre-sales and/or consulting roles
Knowledge of enterprise and cloud technologies, products, and market landscape. Certification in domain-specific technologies (Data Engineer, Analytics platform certification)
Adaptability to engage with multi-cultural teams and customers
Qualifications and Experience:
Excellent Communicator. Ability to communicate effectively in writing, with models, and graphical representations to clearly articulate proposed scenarios and plans. required
Market Maker. Strong leadership to influence key decision makers (technical and business), influencers and peers required
Performer and Collaborator. Highly driven passionate person who consistently exceeds goals and expectations. Consistently demonstrates willingness to enable others succeed by sharing knowledge, experience, and know-how through development and engineering motions. required
Team Leader. Able to lead, inspire and mentor peers (members of the Microsoft sales, services, and marketing organizations and partners) required
Market insights. Understanding of Analytics platforms on-premises and in the cloud (Cloud Data Platforms, Datawarehouse, Hadoop and Spark platforms, etc.) preferred
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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.