### **Overview** Microsoft Industry Solutions helps ensure Microsoft customers around the world get the best outcomes from their investments in the very latest Microsoft technologies and services.  We are focused on empowering customers on their transformation journey, from envisioning new possibilities to delivering and supporting solutions that result in successful business outcomes, delighted customers, and accelerated consumption of products and services.     We are looking for an **Area Delivery Leader (ADL) - Professional Services** with a passion for delivering AI First solutions, customer business value and a proven ability to drive innovation and high-quality delivery of services for our valued customers. You should have experience operating a $60 – 100M/year business and developing high performing teams. You should be excited about taking ownership, curious about our technology and client businesses, and ready to get into the details. If that’s you, this could be your next great career adventure!       The ADL is responsible for leading an AI First consulting organization ensuring sustained high-quality delivery and profitably, with a focus on customer engagement and time to value.   You will be part of Microsoft’s first AI consulting transformation – bringing faster results and value to our clients through our AI tooling.  You will be partnering with other areas of Microsoft to drive the impact for our clients from Microsoft products. You will be responsible for business strategy and financial results whilst being aligned to customer and operating unit objectives. You will also focus on the organizations’ priorities on Delivery Management including customer satisfaction, capacity management/workforce planning, deal proposals, quality pursuits, quality delivery, and executive stakeholder management.     The role offers a remote work arrangement, with 0 days / week in-office, and requires travel (25–50%) to customer sites.   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.  ### **Qualifications** **Required/minimum qualifications** - Bachelor's Degree in Computer Science, Engineering, or related field AND 12+ years  technology-related, business, professional services, consulting, and sales experience  - OR equivalent experience.  - 8+ years team leadership or people management experience either with or without direct reports  - OR equivalent experience.    **Additional or preferred qualifications** - Bachelor's Degree in Computer Science, Engineering, or related field AND 15+ years technology-related, business, professional services, consulting, and sales experience   - OR equivalent experience. - 15+ years experience in sales/selling.  - 10+ years people management experience, including leading managers of managers in a matrixed environment.  - 8+ years experience within Professional Services. - Experience with AI technology usage and implementation  - 8+ years project management and delivery oversight experience for complex, enterprise customers with Chief Officer (CXO)-level visibility and material impact on the company.  - 4+ years account management experience.    Consulting Practice Management M6 - The typical base pay range for this role across the U.S. is USD $153,400 - $268,800 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 $192,000 - $288,000 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:   Microsoft will accept applications for the role until November 7, 2025.   ### **Responsibilities** **AI First Consulting**  - Leverage AI within business operations and IT delivery for efficiency and speed to value  - Passion for learning and growing AI skillsets, curious mindset to AI and interest in transforming existing approaches   **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.  **Consulting Market Planning & Execution**  - Develops, orchestrates, and executes comprehensive Consulting market plan for a mid-size geography by prioritizing teams' solutions in line with global strategy and enterprise business using knowledge of local market and customer business. Gains alignment of plans from senior leaders. Articulates value proposition for Consulting within the Microsoft partner ecosystem, as well as the various Consulting available across Microsoft. Drives solution, sales planning, and portfolio management that is "on strategy," collects, and provides feedback on portfolio success. Aligns to broader Microsoft portfolio imperatives.  - Establishes and drives orchestration across Enterprise Operating Unit (EOU) on strategic and top-tier accounts to ensure alignment on account strategy. Sets clear goals for all roles in driving customer adoption across three clouds. Establishes rhythms across enterprise that facilitate collaboration on strategic, top-tier, and consumption goals.  - Grows relationship management across a broad portfolio of top customers (e.g., strategic [S500], managed customer list, enterprise customer list) with an integrated and intentional One Enterprise approach to achieve Microsoft strategic priorities.  Establishes regular cadence with Chief Officers (CXOs) and may work with customer Chief Executive Officers (CEOs).  - Drives sales strategy in support of the broader Microsoft strategy and revenue generation, including consumption, support renewals, and sales margins in a solution selling environment. Monitors pipeline, scopes pre-sales, navigates staffing planning/resource reallocation, leverages resources from across the organization to optimize resource efficiency and uses forecasts to regularly review and assess probability of success and cost of sale and identify where help is required to close deals. Drives sustainable growth by balancing customer, Microsoft, and team long-term objectives against short-term results.  - Provides advice and coaching on how best to leverage and orchestrate company processes, assets, and intellectual property (IP) around strategic digital transformation approaches, high-level deal design and project delivery, and Support services (e.g., Premier, Unified), using skills and past experience. Leverages industry knowledge and customer insights to inform key parameters for generating customer value. Participates proactively in established project governance to advocate appropriately for both customer and Microsoft and ensure delivery excellence.  - Drives execution of all aspects of the Consulting business through a defined cadence of accountability. Defines key quarterly objectives and tracks against those objectives. Executes through a variety of teams, directly and indirectly, influencing for successful outcomes. Adapts and integrates appropriately with broader Microsoft teams to execute effectively. May create structures in conjunction with segment leaders to facilitate the adaptability needed for success.  **Operational & Business Excellence**  - Drives execution excellence through rhythm of the business, driving achievement of fundamental goals, optimizing processes, driving tool adoption, and providing guidance, balancing short-term execution and longer-term success, and ensuring compliance with Microsoft policies. Implements operational processes to drive continuous improvement of team performance (e.g., closed-loop sales campaigns, project quality reviews, root-cause analysis for support issues) using learnings from successes and failures.  - Provides inputs into both Regional and Enterprise Consulting business reviews, priority setting, and annual business planning processes for a midsize area. Manages and aligns regional and global resources through account planning. Designs and manages all elements of Consulting profit and loss (P&L) to balance resources and achieve all metrics.  - Establishes and monitors local budgets for a midsize geography to drive revenue targets (e.g., sales revenue, delivery, consumption). Manages profits and losses (P&Ls) for the Consulting organization, and considers impact of decisions on the overall subsidiary P&Ls as a member of the Leadership Team. Ensures optimal deployment of resources (e.g., investing, diverting) throughout the fiscal year. Influences and impacts top-line revenue and company priorities (e.g., Azure Consumed Revenue, Support renewals).  - Ensures positive customer experience from the planning and monitoring phases through the execution phase and supports lifecycle, through the alignment of the right resources at the right time for customers within geographic areas. Proactively identifies opportunities for resource optimization and process improvement, and recommends potential changes. Identifies trends in customer experience across the customer experience lifecycle and elevates accordingly.  **Leadership**  - Builds organizational and people capability for the future through coaching, engagement, and talent management for a team of direct report leaders, while also leveraging a deep understanding of market trends and customer needs/expectations. Executes and implements the established capability strategy. Influences peer Consulting Managements to help accelerate organizational maturity by role modeling capabilities and making best practices available to others. Develops and advocates a learning culture within the organization and prioritizes learning and deepening of capability as key elements of success for every role.  - Creates and executes talent agenda in partnership with peer group leaders and Human Resources to facilitate moving talent across organizations to accelerate growth. Orchestrates across units. Ensures appropriate recognition for talent and opportunity creation for team.  - Drives an inclusive environment by engaging all Consulting employees within assigned geography (e.g., mid-size) regardless of reporting structure. Creates a culture that enables employees to do their best work through cross-functional collaboration and appreciation of diversity. Champions and implements the diversity and inclusion strategy for the Consulting organization.  **Other**  - Embody our [culture](https://nam06.safelinks.protection.outlook.com/?url=https://careers.microsoft.com/us/en/culture&data=04%7c01%7closmit%40microsoft.com%7c27f2181d96804234953708d8f3b22d06%7c72f988bf86f141af91ab2d7cd011db47%7c1%7c0%7c637527293867872556%7cUnknown%7cTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7c1000&sdata=QnmEU%2BvawaPM5eEUL1FxWPmhizgKnDLFj6dlUTOWRB0%3D&reserved=0) and [values](https://nam06.safelinks.protection.outlook.com/?url=https://www.microsoft.com/en-us/about/corporate-values&data=04%7c01%7closmit%40microsoft.com%7c27f2181d96804234953708d8f3b22d06%7c72f988bf86f141af91ab2d7cd011db47%7c1%7c0%7c637527293867882502%7cUnknown%7cTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7c1000&sdata=p3lkWaIXzH3t9t1hS9bOfKhtDFWPj6gi8zZU94LWRso%3D&reserved=0)