Job description

Overview The Defense Industrial Base (DIB) Operating Unit (OU) is a team with a bold mission: to consolidate, simplify, and accelerate Microsoft’s presence across the DIB landscape. This expansive network includes over 100,000 organizations specializing in manufacturing, aviation, cybersecurity, and more—all united in their support of all Federal Agencies, including the U.S. Department of Defense and other mission-based intelligence and civilian organizations. Our team is dedicated to empowering these commercial contractors throughout their digital transformation journey—from envisioning new possibilities to delivering secure, scalable solutions that drive mission outcomes, elevate customer experience, and fuel Microsoft’s growth. The DIB OU will directly manage and accelerate strategic and major DIB accounts across MCAPS Americas, while also enabling growth across other OUs and SME&C. We’re building new relationships, transforming legacy operations, and helping our customers modernize with confidence. We are seeking a Cloud & AI Solution Engineer Manager to be at the forefront of guiding customers through their Cloud & AI transformation journey, helping them achieve their business priorities. Join us to evaluate applications, recommend tailored solutions, and demonstrate cutting-edge technologies that win technical decisions. This opportunity will allow you to accelerate your career growth, develop deep business acumen, hone your selling skills, and become adept at deal structuring. You will be a key leader in helping customers embrace and succeed through Cloud & AI transformation in the age of AI. You will have proven experience developing a high-performance team through continuous coaching and inspiration, and excel at building strong relationships and leadership connections to understand customer needs and partner ecosystems. You will leverage partner solutions to solve customer needs and drive long-term sustainable growth for Microsoft. 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. Responsibilities • Team Coaching: Create team goal(s) with Solution Engineering to work as a team and lean more into sales discipline including tools and processes to drive ACR revenue. Apply ‘Model, Coach, and Care’ framework through a consistent coaching rhythm. • Customer Focus: . Dedicate each week to cultivating relationships with IT leaders, business decision-makers, developers. Gain insights into their needs, broaden your network via social media, and seek out new opportunities. • Stakeholder Management: Foster and sustain effective support from key stakeholders, both within and outside the organization. Remove barriers & orchestrate resources to facilitate smooth execution & progress of engagements. • Pipeline Management: Use tools and processes to turn leads into opportunities. Update your progress weekly, target customers accurately to convert UnCommitted to Committed in milestones. • Partners Management : Establish a consistent cadence with prioritized partners, emphasizing collaboration, go-to-market strategies, accountability, and achieving ambitious goals. Guide your team to maintain regular interactions and strengthen relationships with partners to accelerate Infra, Data, AI, and Apps initiatives. • Continuous Learning: Build a learning culture in your team to stay updated on new technologies, partner solutions, industry trends, and competitors. Qualifications Required 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. 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. Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter. Preferred Qualifications Willing to obtain a US Security Clearance Understanding of Microsoft Azure Cloud platform, or other public cloud platforms (AWS, GCP), including IaaS and PaaS technologies and how they translate into business impact. Versed in cloud migration and modernization Knowledge of enterprise software solutions and cloud and datacenter infrastructure competitor landscape including AWS and GCP 3+ years people management experience (including leading virtual teams) Solution Engineering 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: careers.microsoft.com This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

Requirements

Must-haves

Pipeline Management: Use tools and processes to turn leads into opportunities. Update your progress weekly, target customers accurately to convert UnCommitted to Committed in milestones.
Continuous Learning: Build a learning culture in your team to stay updated on new technologies, partner solutions, industry trends, and competitors.
This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.
3+ years people management experience (including leading virtual teams)
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Nice-to-haves

Willing to obtain a US Security Clearance
Understanding of Microsoft Azure Cloud platform, or other public cloud platforms (AWS, GCP), including IaaS and PaaS technologies and how they translate into business impact. Versed in cloud migration and modernization
Knowledge of enterprise software solutions and cloud and datacenter infrastructure competitor landscape including AWS and GCP
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

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