Account Technology Strategist

Microsoft•Washington, DC

6d•$130,900 - $251,900

About The Position

As an Account Technology Strategist (ATS) within Microsoft's Defense Industrial Base (DIB) business, you will serve as a trusted technology advisor to strategic Aerospace & Defense, Government Contractor, and Professional Services customers. You will partner with senior business and technology leaders to align mission, business, and digital transformation objectives with Microsoft's AI, Copilot, Security, Data, and Cloud platforms. As a core member of the Account Team Unit, you will orchestrate Microsoft resources, partners, and customer stakeholders to develop and execute long-term technology strategies that support mission outcomes, business growth, operational resiliency, and competitive advantage. The role helps customers modernize legacy environments, secure critical infrastructure, accelerate AI adoption, and transform service delivery in highly regulated and complex environments. It combines executive engagement, technology leadership, industry expertise, and strategic business planning, requiring a strong understanding of the Defense Industrial Base ecosystem and its technology, security, compliance, and operational challenges. The ATS provides industry and customer insights, shapes differentiated technology value propositions, leads customer education and thought leadership, and owns technical account planning for large, critical, or strategic accounts. The role develops demand and opportunities, formulates multi-horizon technology strategies and roadmaps, guides adoption of Microsoft technologies, and acts as a customer and industry advocate to Microsoft teams. The position requires U.S. citizenship verification and a Microsoft Cloud background check; access to export-controlled information also requires proof of citizenship. The typical U.S. base pay range is $130,900–$251,900 per year, with a different range for the San Francisco Bay Area and New York City metropolitan area.

Requirements

Bachelor's degree in Computer Science, Information Technology, Engineering, Business, or a related field, and 6+ years of technical consulting, technical consultative selling, business consulting, practice building, or related technical/sales experience; or equivalent experience.
Must pass the Microsoft Cloud background check upon hire or transfer and every two years thereafter.
U.S. citizenship is required and will be verified via a valid passport because the position supports U.S. government customers and is subject to citizenship-based legal restrictions.
Must provide proof of citizenship to assess eligibility for access to information controlled under U.S. export control regulations.

Nice To Haves

Bachelor's degree in Computer Science, Information Technology, Engineering, Business, or a related field, and 12+ years of technical consulting, technical consultative selling, business consulting, practice building, or related technical/sales experience; or equivalent experience.
6+ years of experience in a relevant customer industry.
6+ years of experience in digital transformation or using technology to drive customer business outcomes.
Ability to obtain and maintain a United States Government Security Clearance.

Responsibilities

Apply industry expertise and thought leadership to identify customer trends, threats, opportunities, and barriers to growth, and inform industry sales approaches and partner involvement.
Synthesize customer, industry, regional, and global insights to forecast and recommend account and subsidiary plans; challenge customers to adapt strategies and solutions based on those insights.
Coordinate cross-regional teams to gather information, assess account performance, identify risks, and oversee technical teams in driving opportunities.
Advise senior customer executives and business leaders, build relationships beyond core stakeholders, and align Microsoft capabilities with customer needs and long-term business objectives.
Lead customer business transformation through digital technologies, promote cloud, collaboration, and AI adoption, and capture significant customer wins as references.
Deliver regular industry and technology briefings, create customer enablement plans, drive customer skilling initiatives, and influence adoption of the Microsoft platform.
Establish account-planning practices and standards for budgeting, quota attainment, consumption goals, and customer consumption gaps.
Coordinate complex extended account teams, drive business forecasting and tracking, own the technical portion of account plans, and lead customer plan delivery for strategic accounts.
Record account-planning input in MSX D365 Account Plan; develop stakeholder maps, coverage plans, and execution frameworks across customer organizations.
Orchestrate Microsoft teams and local partners, including global systems integrators and consultancies, to provide technical resources for demand generation when appropriate.
Develop targeted customer strategies for AI and Industrial Metaverse adoption, identify roadmap foundations, build mid-term strategies and immediate opportunity pipelines, and coordinate execution with specialist teams and partners.
Create and qualify opportunities for product sales, solutions sales, or consumption; generate demand through partners and channels; and drive MCEM lifecycle and stage progression.
Lead customer-driven pitches with key stakeholders and account executives, assess technical feasibility of customer requirements, and work with engineering teams to prepare solutions.
Lead Account Strategy Envisioning with account teams, customers, and partners; create Stage 1 opportunities, manage consumption pipeline velocity, and resolve blockers.
Coach peers on opportunity initiation and mapping Microsoft priorities to opportunities; define and share standards and best practices.
Create and validate multi-horizon technology and business roadmaps for prominent or strategic accounts, translating customer objectives into technology architectures and plans for cloud consumption and adoption.
Analyze customer needs, outcomes, and blockers; identify stakeholders; partner with global executives on strategy and partner approaches; and drive implementation and technology adoption.
Represent the customer, industry, and internal advocate by relaying insights and feedback to product and engineering teams and driving internal action in response.
Provide account thought leadership and technical guidance to internal teams, share best practices, coach subsidiary resources, and partner with account executives to set strategy and lead teams toward outcomes.
Develop security thought leadership with customer executives using Microsoft Security and Zero Trust narratives; position security as a business enabler and coordinate specialists to improve customer security posture.
Use knowledge of Microsoft products, customer needs, competitors, and the partner ecosystem to address customer challenges and bridge process gaps.