Sales and Technical Field Roles at Microsoft

Field teams around the world serve as the public face of Microsoft and can be an important component for the company’s partners and customers using Microsoft solutions. Customers can better leverage the company’s substantial marketing, sales, and technical resources if they understand the roles of its field teams and how they fit into the company’s overall organization.

Evolution of Field Roles

Customers are most likely to encounter Microsoft personnel from one of three categories: sales, technical sales, and delivery.

As Microsoft has expanded sales of subscription-based hosted services (such as Office 365), the company has put increased value on not only initial sales figures but the consumption of services that have been sold, a key factor in customer retention. Sales, technical sales, and delivery teams are now all measured in part on how fully their customers utilize the services they have purchased, and they collaborate more closely with customers and across roles at Microsoft to ensure that customers activate and use services.