Federal CSO - Defense & Intelligence

OverviewWe are looking to hire a Federal CSO- Defense & Intelligence to join Microsoft US Federal. The Microsoft US 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 US Federal personnel. Microsoft Federal personnel can expect to serve in various roles in the Microsoft US 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. The Federal Security Office sits within Microsoft US Federal and focuses on building trust and transparency with our customers and stakeholders on Microsoft's security posture, capabilities, and practices. The Federal Security Office facilitates partnership between Microsoft and USG security teams to advance and democratize the state-of-the-art in cybersecurity defense across the entirety of the US Government.

Responsibilities

Scale 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.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.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.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.Other:Embody our culture and values.

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