The posting
Company Overview Mibura is trusted by the world's leading technology companies for 17 years; we move, store, process, and secure the world's data with internet engineering at our core. Through a process of deep collaboration, we're evolving the way enterprise, cloud, defense, and carrier architectures run for the better. It's our firm belief building infrastructure powers progress, and this execution is as essential as innovation.
Our collaboration in 100+ countries across the globe with every Data Center, Internet Exchange, Low Earth Orbit Satellite to Ground Station, TelCo Carrier, Mobile Network Operator, Chip Company, OEM, and ODM keeps the world connected, businesses running, and information flowing by delivering & mobilizing ubiquitous computing, ambient intelligence, and data sovereignty — chances are you are probably using our infrastructure resources right now.
Present and Future Growth We have aggressive growth plans for 2025 and beyond, and you will be part of our first-ever in-house Business Development and Account Management team.
Key locations include Los Angeles, San Diego, San Francisco, Seattle, Dallas, Chicago, New York, and the Washington D.C. Metro areas. This role is flexible in that you can work up to 50% from home; travel percentages will vary according to role.
By applying to this role, you will be considered for multiple opportunities within Mibura across the United States, including locations beyond where the role is posted.
Job Summary
We are currently looking for Modern Work Technology Specialist professionals to join our teams across various business groups, for varying customer sizes, in our enterprise, regulated, and partner services organizations. As a Modern Work Technology Specialist, you will concentrate on one of the following categories: Teams or Cloud Endpoint, depending on your expertise. Being part of one of these teams will allow you to maintain and develop your deep technical expertise across Mibura and non-Mibura cloud-based infrastructure technologies.
As a Mibura Teams Technology Specialist (TS), your main goal is to win the technical decision of customers to purchase and use our ecosystem of partners and our technology. You will work in a team, enabling the customers through digital transformation by leveraging the Modern Workplace of Microsoft 365 and Surface. Teams TSs are expected to be able to both own and win the customer’s technical decisions, as well as find new opportunities through their contacts and work they are on for field sales specialists to further pursue. As a Teams TS, you work within a virtual team of technical, partner, and consulting resources to help educate your customers at a technical level, demonstrate and prove our solutions, and win the technical decision allowing the team to achieve and even exceed quarterly Microsoft 365 suite, Teams Calling, Meetings, Teams Premium, Microsoft 365 Copilot, Frontline Worker, Viva, and OEM Meeting/Calling devices sales/usage targets in your accounts.
As a Cloud Endpoint Technology Specialist (TS), you will help our enterprise customers modernize their endpoints and embrace a Zero Trust security model. As a Cloud Endpoint Technology Specialist, your primary goal is to establish confidence and win our customers’ trust to use Microsoft 365 Solutions which comprise of Windows endpoints (physical or virtual) managed by Modern IT using Microsoft Endpoint Manager, Azure AD, and through ‘as-a-service’ model technologies. You will partner closely with the field sales specialists to understand our customers’ business challenges, determine the necessary technology strategy, and remove technical blockers to enable digital transformation.
Responsibilities
- The Modern Work Lead is a Leader who will develop a winning sales strategy that will deliver on the Modern Work Solution Area sales goals.
- This person will lead strategic transformational shifts to drive deployment and create business value for customers.
- You will provide direction/guidance on the development of solutions across solution areas and support areas.
- You will lead virtual teams to develop strategies for driving and closing opportunities.
- You will facilitate the development of partner strategies and ensure execution.
- You will contribute to setting up the events and promoting best practice sharing across subsidiaries.
- You will oversee the end-to-end business across geographical regions.
- You will interact with Corporate leadership and stakeholders to get support for their team and the geographical regions.
- You will act as a thought leader to help their team connect Microsoft solutions to customer business impact.
- You will lead efforts to build Go To Market Plans for existing and new products unique to the Federal Government market.
- You will interact with Engineering to help prioritize new products and features in support of the Federal Government needs.
- You will design sales programs to drive unique and focused field efforts as needed.
- You will help lead efforts to smoothly launch new products successfully.
Analysis of Customer and Market Signals
- Identifies customer needs and market opportunities for enhancements or development of value propositions and marketing strategies via analysis of listening systems, feedback channels, market and industry trends, competitive analyses, and industry-specific requirements.
- Acts as a thought leader when developing problem statements, forming hypotheses, and performing experiments to test hypotheses and inform decisions on what growth strategies and value propositions to introduce.
- Evaluates how the opportunity will fit within the portfolio to determine growth potential.
- Identifies new total addressable market, market, and buyers.
- Deciphers data through experimentation to determine new growth capabilities.
- Tracks success criteria and performance metrics.
- Identifies and aligns others on growth priorities, monetization strategies, and key performance indicators (KPIs) that will help improve profitability.
- Partners with others to define and collect performance metrics, monitor, and report on progress.
- Lead sellers to drive the Modern Work business to overachieve revenue, consumption, and scorecard targets.
- Develops seller’s Solution Sales and technical skills to sell the business outcomes of the broader Microsoft Modern Work platform.
- Drives strong partnership with sales teams and other teams engaging in the customer (e.g., partners, services, Customer Success, engineering, support, etc.).
- Maintains the pipeline and the forecast to required operational standards.
- Drives new business opportunities to achieve targets contributing positively to relevant subsidiary scorecard metrics.
- Drives higher levels of operational excellence.
- Ensures appropriate 4-quarter qualified pipeline in place by workload/solution.
- Lead from the front, personally engaging at CxO level to support and coach teams on opportunity discovery and acceleration.
- Lead sellers to drive end-to-end business solutions, increasing customer and partner satisfaction and average deal sizes YoY.
- Lead cross-team to ensure customer commitment to consume to migrate and expand cloud services.
Partner Engagement
- Bring together Microsoft solutions with Partner solutions, fully leverage the synergy effect with our partners, and co-sell with them to make deals bigger and faster.
Market/Industry Thought Leadership
- Provides guidance to team on establishing Microsoft's competitive advantage and offering strategies that satisfy customers' Key Performance Indicators (KPIs) or Objectives and Key Results (OKRs).
- Drives results faster than competition and grows new markets/solution areas.
- Identifies commonalities in needs between government customers and strategize on what broad government-wide success looks like to achieve USG goals.
- Guides and supports the security businesses within each Microsoft Federal segment, leads the strategic direction for maturing new and scale sales motions, leads the way in how to think creatively in response to customer/partner needs and competition, and facilitates transformation among internal teams.
- Fosters a culture of learning, coaching, customer-centricity, accountability, collaboration, and achieving big bold goals.
- Motivates and brings teams together.
- Serves as a subject matter expert in relevant local regulatory and policy environments (e.g., opening doors and removing barriers for sales teams, partners, and customers) across geographic areas.
- Demonstrates industry capabilities to address public sector agendas.
- Influences and works across organization functions, partners, and teams to drive growth and transformation and effectively define sales processes, holding others accountable for results.
- Leads team to identify opportunities to drive optimizations and new digitalization solution strategies based on customer and market strategies and discusses/advocates for customer/market needs and solutions based on customer/partner insights.
Orchestration and Collaboration
- Builds and maintains a broad leader network within and across the partner community for specific skill sets and industries, as well as within Microsoft.
- Creates new points of entry for orchestration and collaboration.
- Defines where orchestration is needed for success.
- Influences and works across functions, partners, and teams to drive growth and transformation and effectively define sale processes, holding others accountable for results.
- Encourages and sets the tone for an organizational culture for collaboration.
- Implements customer relationship development strategies across the organization.
Domain
Teams: You will demonstrate (e.g., Architectural Design Sessions, and Proof of Concept sessions) Microsoft Teams Calling, Meetings, devices, Teams Premium, Microsoft 365 Copilot, Frontline Worker enablement, and Viva products, services, and integration; presenting and applying architecture patterns for design, development, configuration, and deployment/adoption/governance planning; applying sales methodologies (e.g., MCEM); leveraging partner/customer teams as needed.
Microsoft 365:
- Email, calendar, and scheduling
- Meetings, calling, and chat
- Social, intranet, and storage
- Content services
- Insights and analytics
- Project and task management
- Automation, app building, and chatbots
- Data Loss Prevention
- Information protection
- Threat protection
- Cloud access security broker
- Identity and access management
- Power Platform
- Endpoint and app management
- Insider risk management
- Data lifecycle management
- eDiscovery & auditing
- Security & compliance
- Windows
- AI assistant for work
Cloud Endpoint: You will develop and maintain advanced to expert level technical subject matter expertise in Microsoft products and product differentiators in assigned Solutions Plays (including Windows 11, Windows 365, Intune, Microsoft Endpoint Manager, Microsoft Azure Active Directory, Azure Virtual Desktop, Surface, and managed service solutions such as AutoPatch, Microsoft Managed Desktop, etc.).
- Scale Customer Engagements: You will be a trusted advisor and consultative technical seller with a growth mindset by developing and maintaining advanced to expert level delivery, discovery, demo, and whiteboarding skills.
- Build Strategy: You will be knowledgeable about Mibura product marketplace of our competition to unblock competitive blockers and win the technical decision for Mibura.
- Solution Design and Proof: You will win the technical decision and intent by gaining a deep understanding of a customer’s business and differentiate Mibura in complex selling environments by sharing insights, reframing the status quo, and quantifying business impact that motivates customers to take action. You will know when and how to escalate blockers, when to push back on customer objections, and how to unblock technical blockers with the customer.
- Scale Through OEM/ODM & Public Cloud: You will engage in sell-with scenarios by collaborating with partners to carry out technical engagement activities and acting as a source of trusted partner knowledge.
Preferred Qualifications
- 6+ years experience with cloud and hybrid, or on-premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
- Certification in relevant technologies or disciplines (e.g., Office 365, Power BI, Azure Architect and Development exams, Cloud Platform Technologies, Information Security, Architecture).
- Domain experience in one or more of the following: Teams: Microsoft Teams Calling, Meetings, devices, Frontline Worker enablement, and Viva products, services, and integration OR equivalent competitive experience. Cloud Endpoint: Microsoft products and product differentiators in assigned Solutions Plays (including Windows 11, Windows 365, Intune, Microsoft Endpoint Manager, Microsoft Azure Active Directory, Azure Virtual Desktop, Surface and managed service solutions such as AutoPatch, Microsoft Managed Desktop, etc. OR competitive experience.
- Applicable workload/line of business expertise with one or more of the following: technical and business process presales, post-sales consulting, or relevant company/customer IT application implementation or management.
- Prior work experience: Driving and designing a solution strategy as part of the overall opportunity lifecycle. Identifying, driving, and successfully landing pipeline and customer solutions in collaboration with sales leaders and team members. Extensive collaboration with technical pursuit teams designing cloud-based customer solutions. Success working with customers/stakeholders in presales or consulting engagements related to business applications workloads. Proven success demonstrating differentiated solution value and competitive advantage. Delivering customer-facing technical workload demonstrations to enterprise decision-makers.
Nice to Have
Required Qualifications
- 3+ years of technical pre-sales or technical consulting experience.
OR
- Bachelor’s Degree in Computer Science, Information Technology, or related field AND 2+ years of technical pre-sales or technical consulting experience.
OR
- Master’s Degree in Computer Science, Information Technology, or related field AND 1+ years of technical pre-sales or technical consulting experience.
OR
- Equivalent experience.
