Director Delivery Management

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.
In doing so, we create life-changing innovations that impact billions of lives around the world.
You can help us to achieve our mission.
Microsoft Consulting Services helps Microsoft customers around the world get the best outcomes from their investments in the latest Microsoft cloud technologies.
We focus on empowering customers on their digital journey, from envisioning new possibilities to delivering solutions that result in targeted business outcomes and a great customer experience.
The Area Solution Architect is a key role in Demand Generation for the Area providing focus on early stage support.
This role is involved in Account planning with other Area roles and ensures that opportunities are developed in line with Microsoft strategy and Microsoft Consulting Services priorities.
The Area Solution Architect provides technical expertise predominantly, but not exclusively, during the 0-20% phase and guides sellers on potential Domain alignments.
Mapped to a particular geography, and interacting deeply with the local sales organization as well as Area Leadership Teams to prioritize account focus, they will have an awareness of multiple Domain Solutions & Offerings and be able to articulate what is possible and what is required to build and deploy solutions across industries.
**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.
Customer Relationships
- Creates a strategic relationship with key stakeholders as appropriate, within the account portfolio, often as part of a steering committee, to ensure service delivery is on track and major issues are being anticipated, identified, and managed.
Brings in new customer opportunities in partnership with Sales with highly significant or global impacts for Microsoft.
- Synthesizes and combines broad insights from teams across the practice as a whole regarding the business and information technology (IT) objectives, priorities, and strategies of customers across their managed portfolio in order to identify wide-spread patterns and develop strategies for the business.
Leverages proficiency to coach others to do the same.
Communicates current view of services delivery to customer executives on regular cadence.
- Ensures that their team is guiding customers through relevant change initiatives.
Internal Relationships and Coordination
- Ensures that customer opportunities, questions, and/or issues are brought to the appropriate internal teams (e.g., Sales, Architects).
Encourages others to develop and/or expand awareness of internal mechanisms in order to best address customer needs.
Establishes accountabilities to drive customer outcomes and ensures internal stakeholders are in place through Account Delivery Executives (ADEs).
Portfolio Management
- Oversees a broad portfolio of accounts managed and supported by Account Delivery Executives (ADEs) across a large territory or complex accounts (e.g., $10-20 million, across 12+ people, multi-country, multi-cloud tier 1, strategic accounts).
Manages and ensures the all-up delivery of consulting engagements.
Business Growth
- Innovates and implements long-term, strategic plans, in partnership with Sales and other Services personnel, to create new opportunities and sustainable growth for customer accounts across the worldwide account portfolio.
- Negotiates, collaborates on, reviews, and contributes to deal approval.
Challenges deal construct to ensure Microsoft initiatives are incorporated appropriately.
- Supports sales growth and quota attainment.
Ensures account team alignment and holds team accountable for delivering on strategy.
Delivery
- Influences the direction of solution offerings, guides the direction of solution deliveries through others, influences others to secure resources for deliveries, and holds teams accountable for maintaining obligations to customer contracts and ensuring delivery services across the services lifecycle.
Attends steering committee meetings with strategic customers to remove blockers and ensure delivery success.
Escalations
- Resolves issues identified and escalated from direct reports (e.g., Account Delivery Executives (ADEs)) regarding internal or critical customer issues (e.g., personnel change requests, threat of critical deal loss), and manages internal executive engagement for escalations, as needed.
Establishes escalation