Leads strategic account management for Microsoft’s government customers, developing account plans, executive relationships, complex sales opportunities, digital transformation strategies, and partner ecosystems. Drives cloud, AI, security, data, and collaboration solution adoption, coordinates internal stakeholders, presents business cases, closes large agreements, and aligns Microsoft offerings with Army mission and modernization priorities. Requires an active U.S. Government Top Secret clearance and U.S. citizenship verification.
Overview
Responsibilities
Qualifications
Develops strategies to execute plans for the assigned customer to ensure Microsoft and partner sales goals are on target, create high-value revenue generating opportunities, and establish long-term customer success and continued interaction. Leads efforts with key internal and external partners and business and technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging relationships, influence, and industry knowledge. Builds relationships with leaders of the assigned account and the broader ecosystem to shape strategic direction and business metrics, leveraging knowledge of customer business. Generates and leverages business strategic industry-focused insights to solve customer business problems. Cultivates relationships and uses Microsoft sales strategies throughout multiple levels of the customer's organization to establish strong alignment on long-term goals and secure buy in and execution. Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Proactively coordinates with internal network of industry experts to build and maintain strong knowledge of Microsoft's offerings, the industry, competitors, and customer business priorities to articulate Microsoft's value proposition and shape business direction.
Responsibilities
Account Management
Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates a strong understanding of the customer's business model to articulate growth opportunities, leveraging industry point of view to shape ecosystem. Influences relevant (internal and external) stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's messaging to the assigned account.
Develops mature strategies to execute plans for the assigned customer to ensure Microsoft and partner sales goals are on target, create high value revenue generating opportunities, and establish long term customer success and continued interaction.
Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts, Leads and coordinates with key internal and customer stakeholders (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to deliver on account plans and grow the account, leveraging industry knowledge.
Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions and to provide a comprehensive account management experience.
Leads efforts with key internal and external partners including vertical industry partners with business and technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging relationships, influence, and industry knowledge. Participates in discussions to impact the broader ecosystem (e.g., passing legislation).
Competitive Knowledge
Proactively coordinates with internal network of industry experts to build and maintain strong knowledge of Microsoft's offerings (e.g., product landscape, solutions, industry strategy), the industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce), and customer business priorities (e.g., challenges, competitive landscape) to articulate Microsoft's value proposition and shape business direction.
Customer Engagement
Cultivates relationships and uses Microsoft sales strategies throughout multiple levels of the customer's organization (e.g., executives, business, and technical decision makers) to establish strong alignment on long-term goals and secure buy-in and execution.
Proactively develops understanding of customer's business needs, priorities, strategies, and industry insights. Anticipates customers' needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly. Shows differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge. Delivers solutions into overall business strategy.
Sales Excellence
Leads the account management team and key stakeholders with deep industry expertise to engage business or technical decision makers of the assigned account. Leverages best-in-class sales and communication strategies and tools to deliver results and identify new opportunities.
Creates and qualifies new opportunities by identifying strategic opportunities within accounts and guiding the customer on how to best identify new opportunities, leveraging customer and industry relationships.
Uses business cases to develop and present compelling value proposition presentations and specialized business plans for customers that showcase Microsoft's products and solutions, generate business and upsells, and generate new opportunities.
Leverages understanding of customer business and engages Microsoft decision makers to drive customer's strategy, goals, and optimization. Engages and collaborates with decision makers of the account (e.g., director-level) to create a mutually beneficial business value proposition, and develop plans to customize solutions that satisfy customers' Key Performance Indicators (KPIs).
Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations.
Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy.
Strategic Thinking
Generates and leverages business strategic industry-focused insights to solve customer business problems.
Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of customer business model using Microsoft capabilities. Leverages internal input and account knowledge to promote closer interactions between Microsoft and the customer.
Articulates Microsoft's and partners' point of view and creates deep connections with decision makers throughout multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.g., LinkedIn).
Qualifications
Required Qualifications
- Bachelor's Degree AND 8+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR Master's Degree AND 7+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR 11+ years experience in working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR equivalent experience.
- 4+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.
- 6+ years experience closing large, complex agreements/deals.
Other Requirements
Security Clearance Requirements: Candidates must be able to meet Microsoft, customer and/or
government security screening requirements are required for this role. These requirements include,
but are not limited to the following specialized security screenings:
• The successful candidate must have an active U.S. Government Top Secret Security Clearance.
Ability to meet Microsoft, customer and/or government security screening requirements are
required for this role. Failure to maintain or obtain the appropriate clearance and/or customer
screening requirements may result in employment action up to and including termination.
• Clearance Verification: This position requires successful verification of the stated security
clearance to meet federal government customer requirements. You will be asked to provide
clearance verification information prior to an offer of employment.
• Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud
background check upon hire/transfer and every two years thereafter.
• Citizenship & Citizenship Verification: This position requires verification of U.S. citizenship due
to citizenship-based legal restrictions. Specifically, this position supports United States federal,
state, and/or local United States government agency customer and is subject to certain
Classified as Microsoft Confidential
citizenship-based restrictions where required or permitted by applicable law. To meet this legal
requirement, citizenship will be verified via a valid passport, or other approved documents, or
verified US government Clearance.
government security screening requirements are required for this role. These requirements include,
but are not limited to the following specialized security screenings:
• The successful candidate must have an active U.S. Government Top Secret Security Clearance.
Ability to meet Microsoft, customer and/or government security screening requirements are
required for this role. Failure to maintain or obtain the appropriate clearance and/or customer
screening requirements may result in employment action up to and including termination.
• Clearance Verification: This position requires successful verification of the stated security
clearance to meet federal government customer requirements. You will be asked to provide
clearance verification information prior to an offer of employment.
• Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud
background check upon hire/transfer and every two years thereafter.
• Citizenship & Citizenship Verification: This position requires verification of U.S. citizenship due
to citizenship-based legal restrictions. Specifically, this position supports United States federal,
state, and/or local United States government agency customer and is subject to certain
Classified as Microsoft Confidential
citizenship-based restrictions where required or permitted by applicable law. To meet this legal
requirement, citizenship will be verified via a valid passport, or other approved documents, or
verified US government Clearance.
Preferred Qualifications
- Understanding of cloud, security, data, collaboration, and AI portfolio, and how these capabilities can be implemented from the enterprise to the operational edge.
- Experience in the following: AI-enabled collaboration, leveraging Microsoft’s core productivity and collaboration capabilities to improve how Army organizations communicate, plan, and operate. - AI-enabled decision dominance, understanding how cloud, data, AI, and edge capabilities can enable the Army to accelerate decision-making and achieve mission advantage.
- Experience in cloud architecture and landing zones, with experience understanding the requirements to build, operate, secure, govern, and sustain cloud environments supporting enterprise and mission workloads.
- Experience with operational-edge integration, including the ability to connect enterprise cloud capabilities with disconnected, intermittent, and constrained operational environments.
- Experience in Army mission and acquisition understanding, with the ability to translate Army operational requirements and modernization priorities into executable technology and acquisition strategies.
- Experience in partner ecosystem leadership, with demonstrated ability to collaborate with systems integrators, ISVs, OEMs, and other industry partners to deliver integrated solutions.
- Experience in executive engagement and orchestration, with the ability to engage senior Army leaders while coordinating Microsoft engineering, technical, partner, and business resources around complex opportunities.
Strategic Account Management IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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