**Join Microsoft’s US Public Sector Industries DIB Team—where mission meets innovation.** The Defense Industrial Base (DIB) Operating Unit (OU) is a newly formed 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 Microsoft Customer and Partner Solutions (MCAPS) Americas, while also enabling Defense Innovation growth across other OUs. We’re building new relationships, transforming legacy operations, and helping our customers modernize with confidence. The DIB OU is currently looking for a passionate **Solution Area Specialist Manager** with a strong knowledge of **Cloud & Artificial intelligence (AI)** (consisting of Data & AI, Digital App and Innovation, and Azure Infrastructure), and deep industry and Microsoft solution understanding to lead a team, driving and orchestrating deals across multiple stakeholder groups, including partners. In this role, you will drive digital technology transformation in partnership with your customers, to achieve both Microsoft and customer business outcomes. You will lead a team of sellers to execute Go-to-Market (GTM) strategy for your Industry/Territory. Leveraging your multi-functional team across the breadth of the Microsoft product portfolio, engage at the most senior levels of your customer and bring industry-relevant solutions to help the customer adopt and embrace digital technologies. With a proven history of driving growth in market share, achieving sales targets, customer obsession, and partner collaboration, this role will leverage your extensive customer network and sales experience to execute against an account plan. 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** **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. **Sales Execution** + Deliver business growth through leading and empowering account teams. You will lead execution of Go to Market (GTM) to deliver customers’ business outcomes across their entire lifecycle. + Accelerate customer satisfaction and model executive engagements with business decision makers and C-level executives. + Maximize share of wallet, achieve targets (billed revenue, consumption, and adoption), and win against competition through flawless execution. + Lead partnership across the organization to achieve business value for customers and business results for Microsoft. + Deliver success through empowerment and accountability by modeling, coaching, and caring of your team. + Develop, empower and transform your team to meet industry and customer needs by hiring, retaining and developing talent. **Scaling and Collaboration** + Guides their team to build a network of partners to cross-sell and up-sell. Leads the team to identify new partners and evaluate partner capabilities. Facilitates the development of partner strategies and ensures execution. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and building partner capabilities. + Coaches their team to learn about and apply the orchestration model. **Technical Expertise** + Supports their team on participating in Microsoft events. Contributes to setting up the events and promoting best practice sharing across subsidiaries. + Acts as the spokesman for Microsoft at external events. Provides expertise to customers/partners and shares knowledge on **Cloud transformation.** + Coaches their team on business and market knowledge **Sales Excellence** + Lays out customer satisfaction long-term strategies. Establishes standards for customer/partner experiences. + Participates in regular strategic planning for their assigned territory. + Reviews plans via Rhythm of Business (ROB) meetings and aligns the plans of their team across departments. + Guides team to align their approach with sales excellence team. + Guides their team in whitespace analysis and supports the team to identify potential business in the assigned territory. + Oversees the end-to-end business across geographical regions. + Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. + Mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required. **Other** + Embody our culture and values **Qualifications** **Required Qualifications:** + Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience OR + 7+ years technology-related sales or account management experience. **Other Requirements:** + **Cloud Screening:** Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis. + **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:** + The ability to obtain and maintain a United States Security Clearance. + Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience OR + Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience OR + 9+ years technology-related sales or account management experience. + 6+ years solution or services sales experience. + 3+ years people management experience. Solution Area Specialists M5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 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 for the role until July 26, 2025. \#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) .