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Microsoft Corporation Solution Architect Adoption and Change Management in Cambridge, Massachusetts

Microsoft Consulting Services’ mission is to lead and serve Microsoft’s customers and partners as they realize their full potential through Microsoft software and services. Microsoft Services and its partners bring a deep expertise of Microsoft solutions - from enterprise planning to deployment and support - which helps our customers innovate to strategic advantage in their respective industries.

Within Microsoft Consulting Services, the Adoption and Change Management (ACM) and Modern Service Management (MSM) Practice is seeking an experienced ACM Architect to join our team, with the successful candidate based in the United States.

The ACM Architect is a non-technical consulting role, specializing in leading organizational change management and adoption services for Microsoft’s enterprise customers. This role leads ACM consulting engagements across in North America and LATAM and works closely with the broader adoption ecosystem to drive high-value usage of technology and, ultimately, sticky end user adoption. In a world of consumption-based economics (driven by cloud and devices), technology usage, consumption and adoption are the new currencies.

The ACM Architect role delivers high quality adoption solutions for Microsoft enterprise customers across all industries . Consulting activities can range from a digital culture readiness assessment and change strategy / roadmap through to long-term large-scale international change programs; all centered on better enabling the Microsoft Platform and achieving maximum return on investment. This role operates at the program level and it is common for individuals to be managing and delivering multiple projects at the same time. In addition to consulting delivery, the ACM Architect also drives new work sold and supports the scoping and selling of complex ACM consulting solutions, including writing statements of work and managing risk.

This is a senior role and requires candidates to have at least 10+ years of organizational change leadership and consulting experience. To be successful in the role you will need to have a balance of practical change management consulting experience and team leadership skills. You will need to have a track record in successfully dealing with a broad mix of stakeholders ranging from end users and project personnel through to executive leaders and senior managers, and you will also need to demonstrate the ability to achieve results through influence in an ambiguous environment. Self-motivated candidates with multi-language skills who are able to work across multiple cultures in a matrix organization will be viewed highly.

Please note - Travel is an integral part of this position and will be 25-50% of the role, as is demanded by the needs of our customers and our business.


Pre-Sales Support

  • Collaborates with internal stakeholders (e.g., Solution Architect, Account Delivery Executive, Pursuit Lead, Sales Solution Specialist) in the pre-sale process by understanding business requirements and providing industry and technical input and/or solution offerings to help shape the deal. Supports drafting proposals and/or statement of work (SOW).

  • Quantify the needs of the business to achieve value outcomes; champion required methodology; capture/reuse IP; and share recommended practices

  • Provides input on staffing and skill requirements for delivery to Resource Deployment, Technical Delivery Managers (TDMs), and/or Project Managers.

Technical Delivery

  • Provide strong leadership of ACM delivery teams, with an ability to influence high performance and collaboration between all parts of the Enterprise services organization

  • Follows capacity process outlined by Global Capacity Management team. Maintains tools with up-to-date skills and availability.

  • Leads meetings with customers/partners to understand business needs. Uses business, industry and technology strategies to map customer/partner requirements to the adoption and optimization of Microsoft technology solutions. Engages others appropriately to understand and define customer requirements.

  • Participates in project planning and develops project documents by identifying the risks and dependencies. Communicates the business value of planned solutions to customers/ partners. Identifies technical and business risks in programs and proposes mitigations. Assists project managers/architects in preparing for steering committee (e.g., developing artifacts). Manages their schedule and communicates to project leads. Generates and delivers Work Breakdown Structure (WBS).

  • Implements solutions and may provide oversight and leadership on workstreams across domains while adhering to Microsoft Services processes. Aligns solutions with the intent of the architecture.

  • Manages escalations, analyzes situations, and coordinates appropriate resources to resolve issues by following delivery practices, considering cost implications, and engaging in conversations with internal and external stakeholders (e.g., Customer Service and Support, Project Manager, Solution Architect, Product Group) as needed.

  • Proactively manages executive-level customer/partner/stakeholder relationships to identify and contribute to the drivers of satisfaction and dissatisfaction, determine the root cause, and establish recovery actions to improve experience. Works with account team to ensure One Microsoft approach. Shares lessons learned with workgroup and consultant community.

Intellectual Property Management

  • Acts as an ambassador in consumption of intellectual property (IP) by leveraging and/or modifying existing IP or creating repeatable content where applicable. Provides feedback on Managed IP for continuous improvement, reports IP gaps, reviews IP to be considered for harvesting and curation and ensures it is logged for consumption. Improves Managed Standard Offerings (MSO) quality and collaborates with portfolio and solution teams of the domain by providing feedback.

Business Development

  • Evangelizes the need and impact of Adoption & Change Management, both internally through field readiness, internal conferences, team/functional meetings etc. and externally through EBCs, speaking engagements, conferences, blogs etc.

  • Identifies opportunities to expand or accelerate the adoption and consumption of the cloud and Microsoft technologies. As appropriate, facilitates other team members to scale the business with existing customers by articulating value propositions of strategic Microsoft products and services and developing new offerings for the domain. Drives innovation and digital transformation. Ensures the use of existing intellectual property (IP).


  • Learns new technologies or services based on business demands and industry trends. Obtains relevant accreditations and certification(s) as advised by domain leadership team. Identifies certifications and readiness plans in partnership with domain Chief Technology Officer (CTO). Leads or participates in relevant technical communities, and conducts training sessions to evangelize technology and/or offerings based on availability. Mentors team members and acts as a technical advisor for stakeholders by providing thought leadership, articulation of solutions value, and outcomes of business strategies.

Operational Excellence

  • Completes operational tasks and readiness, and ensures timeliness and accuracy. Follows Microsoft policies, compliance, and procedures (e.g., Enterprise Services Authorization Policy, Standards of Business Conduct, labor logging, expenses, travel guidelines). Leads as example and guides team members on operational tasks, readiness, and compliance.

Understanding Customer/Partner Technical Environment

  • Gathers and propagates customer/partner insights from a broad range of stakeholders as well as the main business sponsor that will help shape and form both the definition and ongoing execution of the project. Learns to Identify and evaluate industry trends (customer industry verticals, information technology [IT] industry).

  • Works with customer/partner stakeholders (e.g., Enterprise Architects, Security Team, Development Team, Operations Team) and business sponsor to socialize both the business solution and the project approach to determine if changes are needed to the business solution. Where the cost of change is accepted by the customer, shares this feedback with the project team and the broader account team to make the necessary adjustments using mechanisms such as updating the solution approach and projected costs in presales and change requests in delivery.

  • Uses evidence-based approach to function as customer advocate and share insights with Product Engineering teams and the business with a view to improving Microsoft technologies, products, services and offerings such that they can better meet customer/partner needs.

Architecture Design and Deployment

  • Leverages a structured approach to architecture projects using existing methodologies (e.g., Waterfall, Agile, Iterative) that make use of existing reference architecture and established architectural styles and design patterns. Builds and maintains an architecture description document, an architecture decisions log, and a requirements/constraints traceability matrix to ensure the rationale for the business solution's Architecture is known and understood.

  • Defines and documents the Architecture through an architecture description document, an architecture decisions log, and a requirements/constraints traceability matrix to communicate the value proposition of the business solution along with the project approach. Leads cost-based and technology-based discussions to explain the architecture in terms of its build, deployment, and ongoing operational use to determine customer appetite for the business solution. Uses a business-value approach that values return on investment (ROI) and customer costs-savings over technical ease of execution.

  • Collaborates with the Project Manager to jointly drive project/technical governance of the design, build, and deployment into use of proof of concepts (POCs) and pilots. Works with customers to understand and demonstrate business value (e.g., release of revenue, cost savings) that the business solution realizes.

  • Works with the business sponsor and customer/partner stakeholders (e.g., Business users, Enterprise Architects, Security Team, Operations Team) to gather and ratify requirements and constraints. Manages and resolves ambiguity in the requirements and constraints and documents assumptions and implications where it cannot be resolved. Maintains the requirements/constraints traceability matrix to prove that solution components have a rationale/justification for inclusion in the Architecture of the business solution. Drives development and execution of Test Plans to prove that each requirement/constraint has been implemented as expected by the customer. Where there are defects, works in close collaboration with the Project Manager and Customer to redress or accept and document the status of the test results.

  • Collaborates with the Account Team and/or Bid Team to understand the business solution/problem. Drives agreement, based on the customer’s priorities, requirements/constraints, approach, principles, concepts, and expectations. Builds and documents a realistically costed Solution Approach with traceability of requirements, constraints, decisions, and tradeoffs that balances risk, technical credibility, and technical innovation to meet customer need, predominantly based on existing solution offerings and/or reference architecture. Jointly leads the implementation in close partnership with the Project Manager. Exercises oversight and governance and establishes quality practices and standards to realize the business solution. Uses a cohesive build methodology with an agreed release schedule and timeline so the solution can be transitioned to live operations. Ensures communication of and adherence to the pre-sales value proposition. Works with the Project Manager to highlight where assumptions have proven false. Uses change requests to modify the solution/project approach when needed. As needed, collaborates with Subject Matter Experts to receive specialized advice that can help define the solution and project approach and increase the time to value for the customer.

  • Identifies scenarios that could slow or impede pre-sales/delivery. Orchestrates the broader Microsoft team to address technical blockers and works with account/project team to resolve non-technical issues. Reports significant problems to Microsoft management and escalates when needed. Plans a way forward in complex and ambiguous situations with an innovative approach and durable design. Delegates and uses specialist skills of others to drive technical alignment across internal/external teams. Coordinates disparate approaches into a single plan of action.

  • Works in close collaboration with the Project Manager and Account Team to identify, categorize, and communicate business and technical risks. Defines risk mitigation activities that are foundational to the project plan. Defines risk contingency plans for invocation should the risk occur.

Practice Development

  • Generates new and/or improvements to existing intellectual property. Identifies which ideas should be culled. Drives the re-use of intellectual property and recommends practices in both pre-sales and delivery. Participates and contributes to internal/external communities.

Trusted Advisor

  • Develops a network of internal/external relationships to build influence in addressing problems/ blockers and facilitating additional views on the matter of interest. Stays up to date on Microsoft’s technologies, products, and services in order to communicate Microsoft's mission, strategy, and capabilities.

  • Uses evidence-based arguments that articulate complex concepts in a simple manner to respectfully challenge Microsoft and customers/partners when a decision or course of action will not produce optimal results. Serves as the "technical conscience" to challenge the status quo and unrealistic expectations. Proactively resolves conflicts and seeks resolution to balance the overall outcome. Drives consensus where possible and leads decisions to resolve conflict when needed.

  • Understands competitor solutions and identifies how customer business value can be driven through Microsoft's offerings. Steers the customer/partner conversations to the benefits of the solution rather than the features and functionalities.

Thought Leadership

  • Shares ideas, insight, and strategic, technical input with technical teams, internal communities across the field, and the larger virtual team across Microsoft using a thorough knowledge of specific Microsoft products and their context in the competitive landscape.

  • Participates in external architect community events (e.g., conferences, seminars, technical meetups, Webcasts, blogs, hackathons) and shares learnings with internal team. Acts a mentor to junior colleagues to educate them on technical and non-technical concepts.


Required/Minimum Qualifications

  • BA or BS degree in Social Science, Humanities, Psychology or Business and/or equivalent experience (MBA preferred)

  • 10+ years of professional experience in driving organizational change with at least 6+ of those years in organizational change management consulting and 3+ years leading a change team delivering a change program to support enterprise-level technology migration and transformation programs. Experience leading technology adoption programs focused on M365, Azure and D365 platform adoption programs preferred.

  • Mandatory certification or accreditation (one or more of the following):

  • Certified Change Management Professional™ (CCMP™) – from the ACMP

  • Prosci Certified Change Practitioner – from Prosci

  • Foundation Change Agent Certification – from Changefirst

  • Change Management Practitioner Certification – from APMG International

  • Accredited Change Management Specialist or Master – from the Change Management Institute

  • Post-graduate in Organizational Change Management or equivalent

Additional or Preferred Qualifications

  • 4+ years technical sales experience.

  • 4+ years project management experience.

  • A strong understanding of solution selling; previous experience selling transformation/change management, business change through technology, or similar consulting offerings

  • Executive-level interpersonal, verbal, written & presentation skills; strong listening & team building skills

  • Experience working with different regional cultures and within a virtual global practice team

  • An understanding of the Microsoft technology platform and previous experience in technology driven organizational change is preferred

  • Experience in behavioral economics; Agile delivery; and project management is valued

  • Solid understanding of Microsoft’s key ACM Practice solutions across the Domain organization workloads

  • Fluent in English. Spanish and Portuguese fluency a plus.

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.