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Microsoft · 1 day ago

Strategic Account Executive - CTJ - Top Secret

United States

Full-time

Remote

Senior Level, Lead/Staff

$133K/yr - $223K/yr

9+ years exp

Microsoft is seeking a Strategic Account Executive for the Air Force Account Team. The role focuses on empowering customers on their digital journey, managing strategic relationships, and driving revenue growth through tailored solutions and account management.

Agentic AIApplication Performance ManagementArtificial Intelligence (AI)Business DevelopmentDevOpsInformation ServicesInformation TechnologyManagement Information SystemsNetwork SecuritySoftware

Growth Opportunities

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Manages the development and application of a mature/dynamic multi-year customer account plan based on proven methodologies to manage a sustainable, long-term business portfolio

Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts

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 expertise 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

Leads efforts with key internal and external partners and business including vertical industry partners with technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging deep relationships, influence, and industry expertise

Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation)

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

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 a diverse team (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to execute and deliver on account plans and grow the account, leveraging industry expertise

Leverages internal network of industry experts to strengthen knowledge of the industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce) and customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of Microsoft's offerings (e.g., product landscape, solutions, strategy to address customer needs) to share knowledge internally, influence customers' business capabilities, drive more competitive solutions, and enhance growth of the account team

Proactively develops a strong, comprehensive understanding of customer's business needs, priorities, strategies, and industry insights

Anticipates customer's needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly

Shows long-term differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge

Delivers solutions into overall long-term business strategy

Proactively elevates stakeholder relationships and uses Microsoft sales strategies through multiple levels of the customer's organization to secure buy-in and execution

Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization

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

Brings greater ecosystem together with the customer to discuss how to enrich customer's value to their customers

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

Enables customers to provide feedback directly to executives to help transform account space by establishing open communication channels for feedback, providing executive sponsorship, and providing direction to others to ensure customer feedback is addressed through One Microsoft approach

Leverages understanding of customer business and engages Microsoft decision makers to drive customer's strategy, goals, and optimization

Engages and influences decision makers of the account (e.g., senior leaders, executives) to position Microsoft to increase customer's budget allocated to Microsoft, and tailor solutions that satisfy customers' Key Performance Indicators (KPIs)

Earns and maintains status as a trusted advisor to C-level business decision makers of the assigned account by bringing innovative ideas and leveraging industry expertise

Mobilizes and mentors the account management team and relevant internal stakeholders with deep industry expertise to build deep partnerships with decision makers of the assigned account

Leverages best-in-class sales and communication strategies and tools to meet business needs and identify new opportunities

Builds new relationships to create new opportunities and expand relationships within the customer

Creates and qualifies new opportunities by identifying strategic opportunities (e.g., large, long-term) within accounts and guiding the customer on how to best identify new opportunities, leveraging deep customer and industry relationships and consultative selling skills

Drives new business opportunities across the team by creating a partner ecosystem, and empowers team members to find new opportunities by acting as a role model and by setting a clear vision and energy for the team to drive towards

Uses business cases to develop and present compelling value proposition presentations and specialized business plans for customers that showcase Microsoft's products and solutions to connect decision makers in the account to the broader Microsoft solutions, provide thought leadership to guide others on tailoring presentations, and generate new opportunities

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)

Leverages relationships to address complex political blockers and drive execution for the customer

Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer

Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of customer business model, using Microsoft capabilities to solve customer's complex business problems

Drives strategic initiatives to promote a more holistic digital approach between Microsoft and the customer

Qualification

Account ManagementSales ExcellenceStrategic ThinkingDigital TransformationIndustry ExpertiseC-level EngagementTeam CollaborationRelationship BuildingProblem SolvingCommunication Skills

Required

Bachelor's Degree AND 10+ 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 9+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR 13+ 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

6+ years experience making recommendations to and/or collaborating with mid-to-senior level executives

8+ years experience closing large, complex agreements/deals

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

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

This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter

This position requires verification of U.S. citizenship due to citizenship-based legal restrictions

Preferred

Bachelor's Degree AND 13+ 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 11+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR equivalent experience

Demonstrated experience supporting the U.S. Air Force either while serving in uniform or through industry engagement

Strong background in sales combined with a solid understanding of technology solutions and their application in mission-critical environments

Ability to confidently engage with senior leaders, build trusted relationships, and influence decision-making at the highest levels

Proven success working in team-oriented environments, with the flexibility to navigate dynamic landscapes and perform under pressure

Capacity to manage competing priorities and adapt quickly to evolving customer needs and organizational objectives