Strategic Account Executive - CTJ

Reston, VA, United States

We are looking to hire a Strategic Account Executive to join Microsoft Federal.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

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.

Responsibilities

Account Strategic Programs Management

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 comprehensive account management experience.

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. Participates 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 customers. Demonstrates 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.

Strategic Thinking

Builds relationships with industry leaders (e.g., senior leaders) of the assigned account and the

broader ecosystem to shape strategic direction and business metrics, leveraging knowledge of

customer business.

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.

Generates and leverages business strategic industry-focused insights to solve customer

business problems.

Customer and Partner 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 alignment on long-term goals and secure buy-in and execution.

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).

Proactively develops 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 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.

Ability to develop complex sales strategies that clearly define goals, strategies/tactics and metrics for measuring success. Written and verbal skills and a track record within Federal Intelligence Community (IC) agency accounts. Be able to sell at a strategic level in the territory and be able to develop strategies to move forward and close opportunities. Ability to understand a customer's business issue and work with the virtual team to architect a buying vision around Microsoft solutions that solve business issues.

Other

Embody our culture and values

Qualifications

Required/Minimum Qualifications

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 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.

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

8+ years experience closing large, complex agreements/deals.

Experience selling software-based mission solutions to IC/NRO customers including system integrator partners using on premise and or cloud services.

5+ years of experience driving digital transformation from within the Intelligence Community.

5+ years of technology experience selling and/or operating within the Intelligence Community, National Reconnaissance Office (NRO), and/or 5+ years of building strategic business partnerships through selling or consulting with Intelligence Community customers.

Other Requirements

The successful candidate must have an active U.S. Government Top Secret Clearance with access to Sensitive Compartmented Information (SCI) based on a Single Scope Background Investigation (SSBI) with Polygraph. Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. Failure to maintain or obtain the appropriate U.S. Government 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.

Cloud Screening: Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis.

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.

Strategic Account Management IC5 - The typical base pay range for this role across the U.S. is USD $122,400 - $216,500 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 $166,100 - $235,000 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 is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

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