Organizational Change Management Consulting & Sales Lead

Are you an Organizational Change Management (OCM) professional with a passion for sales and helping customers? Adoption, Change, and Services Management (ACSM) is a global consulting practice preparing organizations for cloud adoption by aligning people (culture), process (governance & operations), and technology. Our end-to-end services reduce digital transformation risks and accelerate business outcomes by helping executives, leaders, IT professionals, and end-users adapt to new ways of working and realize the benefits of cloud and innovative technologies. 

The OCM Consulting and Sales Lead is part ACSM focused on consulting sales and customer delivery engagements across North and South America (Canada, LATAM, US). Your goal would be to significantly enhance sales, customer delivery engagements, and business outcomes. You will be responsible for driving business development and sales of ACSM consulting services in the Americas for customers who are transforming their culture, behaviors, and operations to effectively adopt and utilize Microsoft technologies, thereby achieving business value and their desired outcomes. 

You will work closely with Sales and Delivery leaders and teams across all industries and areas and collaborate with the broader, global Microsoft, innovative solutions to enable our customers organizationally and operationally. 

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.

Responsibilities

Sales and Business Development 

• Participate in executing the ACSM Americas sales strategy that aligns to the Microsoft Customer and Partner Solutions (MCAPS) and Industry Solutions Delivery (ISD) priorities. Identify, qualify, lead, manage, and close ACSM cloud-related opportunities on prioritized accounts leading to documented customer business value and outcomes. Increase customer business value by removing nontechnical blockers to drive advanced technology (e.g., AI) and consumption. 

• Proactively look ahead and identify actions required to develop ACSM opportunities that are aligned to the ACSM strategy and solution plays. Leverage business outcomes across 3 horizons as a point of view/roadmap for digital transformation. Follow the common sales and delivery methodology for Microsoft and provide updates and action plans per required Sales rhythms. Understand revenue drivers for other Microsoft business segments and align plans appropriately.  

• Build and strengthen relationships with Microsoft Consulting sellers, partner teams, account team, specialists, and pursuit and delivery teams, through regular rhythm of connections.  
  
  

Architecture Design and Deployment 

• Collaborate with the Account Team and/or Bid Team to understand the business solution/problem. Drive agreement, based on the customer’s priorities, requirements/constraints, approach, principles, concepts, and expectations. Build and document a realistically costed, advanced/complex Solution Approach with tradeoffs that balances risk to meet customer need. 
  
  

Trusted Advisor 

• Lead the adoption of Microsoft solutions technologies based on insight into all major customer/partner projects, understanding of competitor solutions, and understanding of how customer business value can be driven through Microsoft's offerings. Differentiate Microsoft's solutions in complex and/or high-risk customer/partner conversations to influence the ACSM business value and solutions. 
  
  

Other  

• Embody our culture and values  

Qualifications

Required/Minimum Qualifications 

• Bachelor's degree in Computer Science, Business Administration, Communication, Organizational or Cultural Change Management, or related field AND 6+ years experience in Organization Change Management or Organizational Behavior in a customer-facing consulting role for enterprise-level technology changes. 
• OR Master's Degree in Computer Science, Business Administration, Communication, Organizational or Cultural Change Management, or related field AND 4+ years experience in Organization Change Management or Organizational Behavior in a customer-facing consulting role for enterprise-level technology changes.
• OR equivalent experience.  
• Fluency in English and Brazilian Portuguese. 
• 4+ years consulting sales experience.  
  
  

Additional or Preferred Qualifications 

• Bachelor's degree in Computer Science, Business Administration, Communication, Organizational or Cultural Change Management, or related field AND 12+ years' experience in Organization Change Management or Organizational Behavior in a customer-facing consulting role for enterprise-level technology changes.
• OR Master's Degree in Computer Science, Business Administration, Communication, Organizational or Cultural Change Management, or related field AND 10+ years' experience in Organization Change Management or Organizational Behavior in a customer-facing consulting role for enterprise-level technology changes.
• OR equivalent experience. 
• 6+ years’ consulting sales experience.
• 6+ year management consulting experience
• 6+ years’ project management experience. 
• 6+ years’ experience leading large complex customer-facing engagements.
• 6+ years’ experience facilitating and leading influential conversations with C-suite executives.
• Technical or Professional Certification in Domain (e.g., Security).
• Professional experience in driving organizational change. 
• Experience in organizational change management consulting. 
• Led a change team delivering a change program to support enterprise-level technology migration and transformation programs. 
• Experience leading technology adoption programs focused on Azure and Data & AI platform adoption programs preferred. 
• Certification or accreditation (one or more of the following): 
  *Prosci Certified Change Practitioner – from Prosci 
  *Certified Change Management Professional™ (CCMP™) – from the Association of Change Management Professionals (ACMP) 
  *Change Management Practitioner Certification – from APMG International

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form. Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.