Strategic Enterprise Account Executive - CTJ

Washington, DC, United States

We are looking to hire a Strategic Enterprise 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 As a Strategic Enterprise Account Executive, you will have the opportunity to drive digital technology transformation in partnership with our most Strategic customers, to achieve both Microsoft and customer business outcomes.

Leveraging your large, multi-functional team across the breadth of the Microsoft solutions portfolio, engage at the most senior levels of your customers and bring industry-relevant solutions to help the customer adopt and embrace digital technologies.

With a proven history of driving growth in market share, achieving sales targets, customer obsession, and partner collaboration, this role will give the opportunity to leverage your extensive customer network and sales experience to execute against your customer’s account plan.

Sales Leadership & Customer Obsession

Deliver business growth through leading and empowering account teams. Lead execution of Go to Market (GTM) to achieve customer business outcomes across the entire customer lifecycle.

Accelerate customer satisfaction and model executive engagements with business decision makers and C-Level executives.

Maximize share of wallet, achieve targets (billed revenue, consumption, and adoption), and win against competition through flawless execution.

You will lead partnership across the organization to achieve business value for customers and business results for Microsoft.

Partnership Development: Identify potential partners within the National Security Base, including defense contractors, suppliers, and relevant government agencies. Develop a comprehensive partnership approach that aligns with the OU’s organizational goals, objectives, and future revenue ambitions. Collaborate with internal teams to identify synergies and create mutually beneficial partnership and venture opportunities across business units and divisions.

Deal Structuring and Negotiation: Lead negotiations and deal structuring for National Security agreements, joint ventures, collaborations, and other strategic initiatives in collaboration with teams across Microsoft. Ensure that partnership agreements consider compliance requirements and clearance levels. Manage due diligence processes while adhering to regulatory standards.

Relationship Management: Initiate and cultivate relationships with key decision-makers and influencers in the National Security sector. Serve as the primary point of contact for key partners, fostering relationships. Monitor and track partnership performance, identifying opportunities for optimization and growth. Address partner concerns, resolve conflicts, and ensure the successful execution of partnership initiatives and ventures. Communicate and advocate insights to senior business leaders (e.g., Senior Directors, GM-level, CVP) and convey viewpoints through written documents (e.g., memos, reports) and presentations. Establish and maintain key points of contact with internal teams (e.g., Finance, Marketing, Engineering, Business Development), leveraging breadth of deep technical/product knowledge, organizational context, and market awareness to inform strategic business decisions.

Market Intelligence: Stay updated on industry trends, policy changes, and technological advancements affecting the defense sector. Leverage impactful industry insights to inform customer engagements, ventures, and deal closures. Provide regular insights and reports to leadership on market developments and potential growth opportunities.

Other

Embody our culture and values

Qualifications Required/Minimum Qualifications 15+ 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 12+ 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.

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

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

Experience working with and selling to the United States Intelligence Community.

Experience with or working for United States Defense Industrial Base (DIB).

Other Requirements

The successful candidate must have an active U.S. Government Top Secret/SCI 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.

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.

Preferred Qualifications

Experience managing United States Government contracts/bid that exceed 1Billion+ dollars.

Strategic Account Management IC6 - The typical base pay range for this role across the U.S. is USD $147,200 - $243,000 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 $193,000 - $267,000 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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