Sales, Technical, and Delivery Field Roles at Microsoft

• Customers interact with several Microsoft field teams over the course of an enterprise contract.
• Microsoft’s enterprise sales and support teams are segmented into units, with each having a lead customer-facing role, plus numerous additional support staff.
• Understanding how enterprise teams work together and their incentives can help customers speed implementation of services and resolve issues.

Microsoft field teams serve as the public face of Microsoft and can be an important resource for 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.

Overview of Field Roles

Enterprise sales and delivery groups are unified into a One Microsoft division, making it the division responsible for sales, consulting, and support services. The units within the division have roles based on the sales and support life cycle, with significant interaction between groups. (See the illustration “Microsoft Field Team Disciplines.”)