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. The Microsoft Defense Team is seeking a **Strategic Account Manager** for the Mission Unit Team. Microsoft’s Enterprise Team focuses on empowering customers on their digital journey, from envisioning new possibilities to delivering solutions that result in targeted business outcomes and a great customer experience and revenue growth for Microsoft. As an Account Director, you will have the opportunity to drive digital technology transformation in partnership with your customer, to achieve both Microsoft and customer business outcomes. Leveraging your large, multi-functional team across the breadth of the Microsoft product portfolio, engage at the most senior levels of your customer 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 a territory account plan. Account Management (Services) – Develops and oversees the execution of account plan(s) to ensure Microsoft revenue targets and customer business outcomes are met. Engages with internal and external stakeholders on business planning, to promote mutually beneficial customer digital transformation strategies. Customer Engagement – Proactively develops a strong understanding of the customer’s industry priorities and presents Microsoft solutions based on customer insights. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed. Sales Excellence – Leads and orchestrates extended virtual teams in each area of product set to consistently achieve growth in market share. Industry Knowledge – Proactively builds and maintains a strong knowledge of customers industry, associated business strategy, and key industry partners and solutions. Coordinate with internal industry experts to gather industry knowledge to improve outcomes for the customer. **Responsibilities** **Account Management** + Develops mature strategies to execute campaigns for Mission Team focus areas to ensure Microsoft and customer and strategic partner goals are met, create high value Microsoft cloud revenue generating opportunities, and establish long term customer success and continued interaction with increasingly value-added solutions. + Orchestrates the execution of technical and business strategies for the Mission Team focus areas to ensure engagements yield relevant solution strategies that drive high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and priorities of US National Security customers, Leads and coordinates with key internal and customer stakeholders (e.g., Account Team Unit, Specialist Team Unit, Industry Solutions Delivery and Customer Success team) on plan execution (e.g., prioritization, delegation) and drives accountability to deliver on mission solution aligned to customer account plans and partner strategies and grow Microsoft cloud revenue through customers and partners aligned to mission solutions, leveraging industry and technical 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 a mission focus area strategy. + Leads efforts with key internal and external partners including vertical industry partners with business and technical decision makers and implementors in developing, sharing, and promoting mutually beneficial, long-term, tailored mission solutions to grow Azure and additional Microsoft cloud 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 and partners aligned to mission focus areas. Demonstrates a strong understanding of US National Security customers’ mission, priorities and budget to articulate growth opportunities, leveraging industry point of view to shape customer technology and partner ecosystem. Influences relevant (internal and external) stakeholders and resources to drive change on behalf of customers and partners to enhance team capabilities, improve Microsoft offerings , and adapt Microsoft's messaging to the US National Security market. **Strategic Thinking** + Articulates Microsoft's and partners' point of view and creates deep connections with decision-makers throughout multiple levels of the customers' organization to drive Microsoft cloud adoption, new purchase decisions and increase interaction and participation, leveraging relevant tools (e.g., demonstrations , whitepapers, industry solutions) and other resources. + Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of customer business model using Microsoft cloud capabilities. Leverages internal input, industry knowledge, and demonstrations of capability to promote closer interactions between Microsoft and the customers and partners aligned to Mission Team focus areas. + Generates and leverages business strategic industry-focused insights to address customers’ functional mission priorities and align partners and first-party capabilities through Mission Team focus areas. **Customer Engagement** + Cultivates relationships and uses Microsoft sales and solutions strategies throughout multiple levels of the customer's organization (e.g., senior military, civilian, contractor and other business, and technical decision makers and influencers) to establish strong alignment on long-term goals and secure buy-in and execution. + Proactively develops understanding of US National Security customer's business and mission needs, priorities, strategies, and industry insights. Anticipates customers' 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. **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, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. + Orchestrates high-impact solutions that enable digital transformation for Mission Team focus areas and drive outcomes that create business value for customers and focus area partners. Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of US National security industry trends and based on account needs and customer's expectations. + Leverages understanding of customer business and engages Microsoft decision makers to drive customer's strategy, goals, and optimization. Engages and collaborates with decision makers in target customers for Mission Team focus areas (e.g., senior military or civilian leaders) to create a mutually beneficial business and mission value proposition, and develop plans to develop solutions that deliver value from Microsoft’s cloud. + Uses business cases to develop and present compelling value proposition through demonstrations, presentations, industry thought leadership and campaigns that are aligned to Mission team focus areas and showcase Microsoft's cloud and third-party partner solutions, and generate new opportunities with US National Security customers. + Leads sales orchestration and virtual team stakeholders with deep industry expertise to engage business or technical decision makers in customer accounts. Leverages best-in-class sales and communication strategies and tools to deliver results and identify new opportunities and repeatability and scale across multiple customer and US National Security customer vertical businesses. + Creates and qualifies new opportunities by identifying strategic opportunities within accounts and guiding the customer on how to best identify new opportunities, leveraging customer and industry relationships. **Competitive Knowledge** + Proactively coordinates with internal network of industry experts to build and maintain strong knowledge of Microsoft's cloud offerings (e.g., product landscape, solutions, industry strategy), the industry (e.g., emerging trends), Azure competitors (e.g., AWS, Google, Oracle), and customer business and mission priorities (e.g., policy challenges, budget complexities, competitive landscape) to articulate Microsoft's value proposition and shape business direction. **Other** + Embody our culture and values **Qualifications** **Required/Minimum Qualifications** + 11+ 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 8+ 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 7+ 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. + 4+ years experience making recommendations to and/or collaborating with mid-to-senior level executives. + 6+ years experience closing large, complex agreements/deals. **Other Requirements** 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 customer 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/Additional Qualifications** + Bachelor'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 + 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 equivalent experience Account Management IC4 - The typical base pay range for this role across the U.S. is USD $106,100 - $185,400 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 $144,000 - $203,500 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 May 27th, 2025 Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) . 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 (https://careers.microsoft.com/v2/global/en/accessibility.html) .