Strategic Account Manager - Transport

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As a Strategic Account Executive on this account, you will work in tandem with the current AE in order to:

Customer Centric Growth: Own customer relationship e2e: accountable for strategic planning, pipe gen & orchestrating Acct team.
Deepen customer centricity: strengthening exec relationships: Expand engagement with CxOs & demonstrate MS business value leveraging Exec Sponsors. Ensure every Strat Acct has a clear, active engagement plan w/ exec sponsors.
Create high-quality acct plans: Document & apply customer strategic priorities to shape pipeline & oppt creation. inc partner engagement & ensure they’re actionable & measurable.
Establish ROB: Lead governance meetings with customer team, inc partners, to ensure alignment & accountability.
Pipeline Precision: Use Internal AI tools & agents: Identify & act on customer needs & oppts, inc inbound partner leads, to qualified pipe.
Maintain pipe robustness: Build accuracy in pipeline & milestone commitments for both consumption revenue targets.
Ensure balanced portfolio coverage: Apply consistent focus across all accts, to drive equitable growth
Operational & Commercial excellence: Drive consumption accountability: Every MACC must be supported by a consumption plan, validated w/ customer & reflected in MSX.
Integrate Unified into customer strategy: Embed Unified Support value prop in customer conversations & planning.
Proactively manage risk: Identify & mitigate business risks for the customer & MS ensuring long-term success.

Required/minimum qualifications

Customer Advocacy & Strategic Planning: Lead a collaborative, insight-driven account planning ROB, ensuring plans are regularly updated and infused with customer, partner, and internal team insights.
Anchor account plans in customer strategic priorities, with a clear focus on AI Transformation and Security opportunities.
Run QBRs with customers to track progress against the Account Plan, Customer Success Plan, and Consumption Plan—adjusting as needed to meet agreed outcomes.
Own the Executive Sponsor strategy and relationship plan for each strategic account, ensuring meaningful engagement and alignment with customer business goals.
Build deep trusted relationships with CxOs and BDMs through 3-Horizon storytelling and ROTH collaboration, expanding the breadth and depth of stakeholder relationships.
Commercial Excellence & Deal Execution: Secure and grow renewals (EA and MACC), and drive midterm upsell motions—leveraging New Commerce (MCA-E) where applicable.
Ensure Unified Support is attached to every solution offer and clearly positioned as part of the value proposition.
Maintain accountability for the commercial viability of all deals, partnering with ATS to ensure technical soundness and delivery feasibility.
Actively lead commercial negotiations, including pricing, terms, and value articulation—ensuring alignment with customer outcomes and Microsoft’s commercial strategy.
Pipeline Creation & Industry-Relevant Selling: Drive Stage 1 pipeline velocity across all solution areas, ensuring 2-3x quota coverage and forecast accuracy.
Leverage internal AI tools and Agents alongside partner-sourced opportunities to prioritise customer needs and generate qualified pipeline.
Demonstrate industry fluency by engaging in customer-specific experiences (e.g. plant tours, supply chain walkthroughs) and applying insights to pipeline shaping.
Operational Excellence & Team Leadership: Orchestrate a high-performing One Microsoft account team, running a discipline ROB that includes partners and extended account team.
Partner with ATS or SSP to ensure every MACC deal has a fully built consumption plan in MSX—with a rolling 12-month qualified pipeline tied to customer priorities, Azure regions, in alignment to the account plan to meet MACC targets
Share customer success stories and best practices across the ATU to elevate solution quality and inspire peer learning.

The Account Executive at Microsoft leads our most valued customers.​

Embracing a cross Industry approach to orchestrate and lead - in tandem with the other Account Executive - teams to understand the customers business outcomes and to execute to solve their challenges. Orchestration and rigor around shared account resources, including:​
Executive Sponsor​
Guest Executives​
Sales Manager​
ATS​
CSAM
Commercial Executive​
​IA
DSE
PDM
TS
Solution Area Specialist​
FastTrack
CET
SPT
Consulting Account Executive​
External Customer
CxOs and Line of Business Leaders
External Partners
ISVs
GSIs
Advisory