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 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 with knowledge of AI Workforce (formerly known as Modern Work in FY25), industry, and Microsoft solution understanding to drive and orchestrate deals across multiple stakeholder groups, including partners.
The Solution Area Specialist will discover and qualify new leads, drive consumption with new and existing customers, identify market and customer needs and collaborate with internal teams to devise solutions and meet customer needs. In this role you will meet with customers to deepen relationships, solution developments, and will develop and manage pipeline for your territory and forecast resource needs.
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.

REQUIRED QUALIFICATIONS:

• Bachelor’s Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management
• OR equivalent experience.
• 2 years of experience in IT/business decision making sales and/or consulting in the Enterprise segment, insight across Enterprise & SMC (Small Mid-Market Commercial) sales, Marketing, Partner and/or IT services functions, and be familiar with field needs to successfully drive a new program.

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, Information Security, or related field AND 8+ years experience in technology-related sales or account management
• OR Bachelor’s Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management
• OR equivalent experience.
• Ability to drive conversations with Aerospace & Commercial Defense customers concerning.
• DFARS 252.204-7012, NIST 800-171, NIST 800-53r4, NIST 800-88
• Coach customers to properly vet which environments are best suited for their compliance requirements by comparing and contrasting FedRAMP Moderate with FedRAMP HIGH, as well as DISA SRG L2, L4, L5, L6 for placement of controlled material.
• Experience leading multi-million-dollar deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing and legal team members
• Depth of competitive knowledge and a thorough understanding of the development of winning sales strategies and deal structure.
• Demonstrated leadership through effective coaching of field sales teams across management and Individual contributors.
• Experience selling solutions to global or multinational defense contractors, including across Australia, Canada, UK, US, New Zealand and North Atlantic Treaty Organization (NATO) partner countries.
• Ability to engage back towards corporate functions to resolve either internal or external blockers to drive sales and market growth
• Cybersecurity Maturity Model Certification (CMMC) 2.0
  Solution Area Specialists IC5 - 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 September 10, 2025.