Strategic Account Executive - CTJ - Top Secret

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The Microsoft Federal organization was established to address the unique mission, legal/regulatory requirements, and procurement rules and processes of the United States Government (USG). Microsoft Federal is committed to ensuring its resources – including appropriately qualified, experienced, and certified personnel (with necessary security clearances or otherwise) are available as needed to meet USG evolving needs. To that end, Microsoft embraces, as a mission-critical philosophy, flexibility in the recruiting, hiring, and workforce assignment of Microsoft Federal personnel. Microsoft Federal personnel can expect to serve in various roles in the Microsoft Federal organization during the course of their career to meet evolving USG needs, regardless of segment – Civilian, Defense, or intelligence community.

The Microsoft National Security Group, Defense Team is seeking a Strategic Account Executive for the following account team: Army Team.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Required/minimum Qualifications:

• 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.

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 customers and is subject to certain 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.

• 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.

Strategic Account Management IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 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

Microsoft will accept applications for the role until July 8th, 2025.

#MCAPSA

Account Management:

• Develops and orchestrates mature strategies aligned to goals, budgets, and forecasts for the U.S. Army 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 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 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 business and technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, to include participation in discussions to impact the broader ecosystem (e.g., passing legislation).
• Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for the U.S. Army. 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.

Strategic Thinking:

• Articulates Microsoft's and partners' point of view and creates deep connections with decision makers throughout multiple levels of the U.S. Army to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.g., LinkedIn).
• Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of the customers’ digital transformation and warfighting capabilities using Microsoft capabilities. Leverages internal input and account knowledge to promote closer interactions between Microsoft and U.S. Army leaders.
• Generates and leverages strategic industry-focused insights to solve customer operational mission challenges and information warfare.

Customer Engagement:

• Cultivates relationships and uses Microsoft sales strategies throughout multiple levels of the customer's organization (e.g., executives, Admiralty, technical decision makers, and end users) to establish alignment on long-term goals and secure buy-in and execution.
• Proactively develops understanding of customer's operational needs, priorities, strategies, and industry insights. Anticipates customers' needs to deliver new insights on their warfighting capabilities and strategy and educate customers on utilization. Shows differentiated value for the customer and guides internal colleagues on ways to develop deeper customer knowledge.

Sales Excellence:

• 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 and roadmaps, challenging the customer when necessary, and introducing innovative ideas relevant to the U.S. Army's strategy.
• Orchestrates high-impact solutions that enable digital transformation and drive outcomes that create value for customers. Showcases the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of defense trends.
• Leverages understanding of the U.S. Army's missions and engages Microsoft decision makers to drive optimization. Engages and collaborates with decision makers of the account (e.g., director-level) to create a value proposition, and develop plans to customize solutions that satisfy Key Performance Indicators (KPIs).
• Leverages use-cases cases to develop and present compelling value proposition presentations and specialized business plans for customers that showcase Microsoft's products and solutions, and generate new opportunities.
• Leads the extended account management team and key stakeholders with deep defense expertise to engage technical decision makers. 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.

Competitive Knowledge:

• Proactively coordinates with internal network of industry experts to build and maintain deep knowledge of Microsoft's offerings defense industry competitors, and customer mission priorities articulate Microsoft's value proposition and shape business direction.

Other:

• Embody our culture and values