Job Category: Sales
Location: Reston, VA, US
Job ID: 850908-122954
Division: Sales
Description
Microsoft U. S. Public Sector Services is looking for an experienced Contracts Executive (“CE”) to provide world class Government contracts and subcontracts negotiations and business development/capture support. The ideal candidate will be able to work as a member of a cohesive direct services sales support team in a very fast paced and highly transactional IT Services environment. Primary Responsibilities include: helping develop, capture, negotiate, execute and administer IT services proposals and contracts; primarily with the Federal Government and state & local agencies and customers. This position will also require some contracting coordination with our Channel Partners, System Integrators and ISV’s. Prompt and regular collaboration and communication with our IT Consulting Delivery Managers and Sales Executives is critical to helping sell Consulting Services and negotiate appropriate and acceptable (to Microsoft) terms and conditions in accordance with Government regulations and statutes. The ability to travel is required for internal Microsoft meetings as well as customer/partner meetings. Daily responsibilities will include the following:
Provides competent contract and subcontract negotiation support necessary to drive IT Services contract revenue for Microsoft Consulting Services;
Support contracting lifecycle strategy from contract development through contract closure;
Tracks and monitors contract pipeline revenue using web-based tools;
Support RFP bid responses, including proposal review teams to ensure successful contract wins with Public Sector customers;
Ensures contractual/legal compliance with government contracts and subcontracts;
Communicates with internal customers, Public Sector customers and Microsoft Partners to ensure proper execution of contract and subcontract negotiation and administration and close-out strategy;
- Draft, review and negotiate Federal Government Contracts, State & Local government Agreements, Teaming Agreements, Master Service Agreements, Subcontract Agreements, proposals, Non-Disclosure agreements and other various documents in support of our U.S. Public Sector Services business;
- Draft exceptions and responses with alternative language to RFP terms and conditions, compliance requirements and representations and certifications;
- Participate in face-to-face contract negotiations and consistently understand, interpret and apply the Federal Acquisition regulations and/or state & local government procurement states, including complex services terms and conditions to reach successful closure of IT services sales opportunities;
- Identify and resolve contract issues in a manner that meets customer and partner needs, negotiate change orders and ensure contractual compliance with government contract regulations and policies;
- Proactively identifies and recommends solutions for improving the RFP response, contract development and services sales processes, and participate in execution to meet team/group revenue targets;
- Attend daily/weekly pipeline and strategy calls and meetings with customers and internal employees; and,
- Work closely with Sales and Delivery teams to drive New Work Sold and Billed Revenue.
Position Requirements:
Qualifications: A B.A. or B.S. degree (or equivalent experience) and a minimum of 5 years demonstrated direct experience supporting the sales of IT Services contracts and subcontracts in the Federal Government and/or state & local government arena. Excellent working knowledge and practical experience with researching, interpreting and applying the various Federal Acquisition Regulations (FARs), Department of Defense Federal Acquisition Regulations (D/FARs), specifically FAR Part 12, Commercial Item Contracting provisions; and standard commercial terms relevant to IT services contracts. Experience negotiating Teaming Agreements and Non-Disclosure Agreements in support of capturing Government services business. Demonstrated direct experience and willingness to develop external customer relationships as well as internal team relationships through interactions over the phone, email and in person to drive Services growth in Public Sector.
Preferable Skills:
Direct IT Services Sales Support (cradle-to-grave lifecycle), Proposal/Solicitation Preparation; Contract Writing; Negotiation; Contract Administration; Intellectual Property/Data Rights; Partnership/Teaming Arrangement; Risk Management; Sole Source Procurement; FAR Part 2.101 Commercial Items contracting; SOW/Specification review; Change Management process; Customer Relationship Development.
SS:WWMS
Nearest Major Market: Washington DC
Job Segments: Purchasing, Consulting, Business Development, Risk Management, Manager, Finance, Technology, Sales, Management
Location: Reston, VA, US
Job ID: 850908-122954
Division: Sales
Description
Microsoft U. S. Public Sector Services is looking for an experienced Contracts Executive (“CE”) to provide world class Government contracts and subcontracts negotiations and business development/capture support. The ideal candidate will be able to work as a member of a cohesive direct services sales support team in a very fast paced and highly transactional IT Services environment. Primary Responsibilities include: helping develop, capture, negotiate, execute and administer IT services proposals and contracts; primarily with the Federal Government and state & local agencies and customers. This position will also require some contracting coordination with our Channel Partners, System Integrators and ISV’s. Prompt and regular collaboration and communication with our IT Consulting Delivery Managers and Sales Executives is critical to helping sell Consulting Services and negotiate appropriate and acceptable (to Microsoft) terms and conditions in accordance with Government regulations and statutes. The ability to travel is required for internal Microsoft meetings as well as customer/partner meetings. Daily responsibilities will include the following:
Provides competent contract and subcontract negotiation support necessary to drive IT Services contract revenue for Microsoft Consulting Services;
Support contracting lifecycle strategy from contract development through contract closure;
Tracks and monitors contract pipeline revenue using web-based tools;
Support RFP bid responses, including proposal review teams to ensure successful contract wins with Public Sector customers;
Ensures contractual/legal compliance with government contracts and subcontracts;
Communicates with internal customers, Public Sector customers and Microsoft Partners to ensure proper execution of contract and subcontract negotiation and administration and close-out strategy;
- Draft, review and negotiate Federal Government Contracts, State & Local government Agreements, Teaming Agreements, Master Service Agreements, Subcontract Agreements, proposals, Non-Disclosure agreements and other various documents in support of our U.S. Public Sector Services business;
- Draft exceptions and responses with alternative language to RFP terms and conditions, compliance requirements and representations and certifications;
- Participate in face-to-face contract negotiations and consistently understand, interpret and apply the Federal Acquisition regulations and/or state & local government procurement states, including complex services terms and conditions to reach successful closure of IT services sales opportunities;
- Identify and resolve contract issues in a manner that meets customer and partner needs, negotiate change orders and ensure contractual compliance with government contract regulations and policies;
- Proactively identifies and recommends solutions for improving the RFP response, contract development and services sales processes, and participate in execution to meet team/group revenue targets;
- Attend daily/weekly pipeline and strategy calls and meetings with customers and internal employees; and,
- Work closely with Sales and Delivery teams to drive New Work Sold and Billed Revenue.
Position Requirements:
Qualifications: A B.A. or B.S. degree (or equivalent experience) and a minimum of 5 years demonstrated direct experience supporting the sales of IT Services contracts and subcontracts in the Federal Government and/or state & local government arena. Excellent working knowledge and practical experience with researching, interpreting and applying the various Federal Acquisition Regulations (FARs), Department of Defense Federal Acquisition Regulations (D/FARs), specifically FAR Part 12, Commercial Item Contracting provisions; and standard commercial terms relevant to IT services contracts. Experience negotiating Teaming Agreements and Non-Disclosure Agreements in support of capturing Government services business. Demonstrated direct experience and willingness to develop external customer relationships as well as internal team relationships through interactions over the phone, email and in person to drive Services growth in Public Sector.
Preferable Skills:
Direct IT Services Sales Support (cradle-to-grave lifecycle), Proposal/Solicitation Preparation; Contract Writing; Negotiation; Contract Administration; Intellectual Property/Data Rights; Partnership/Teaming Arrangement; Risk Management; Sole Source Procurement; FAR Part 2.101 Commercial Items contracting; SOW/Specification review; Change Management process; Customer Relationship Development.
SS:WWMS
Nearest Major Market: Washington DC
Job Segments: Purchasing, Consulting, Business Development, Risk Management, Manager, Finance, Technology, Sales, Management
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