Account Technology Strategist

Microsoft•Washington, DC

About The Position

The Account Technology Strategist supports Federal Civilian customers by translating business priorities into technology strategies and roadmaps across Microsoft’s portfolio. The role provides technology leadership, industry perspective, and consultative selling to help customers adopt AI securely, modernize core platforms, strengthen security, and realize value from Microsoft cloud investments. Working with the Enterprise Account Executive, the strategist coordinates Microsoft and partner teams across sales, solution architecture, customer success, engineering, and industry resources. The role requires executive presence, commercial judgment, and the ability to influence complex strategic negotiations while serving as a trusted technology advisor. The Federal Civilian Operating Unit is an industry-focused team helping customers achieve business outcomes through Microsoft AI, cloud, security, data, and platform solutions. Microsoft describes its culture as grounded in a growth mindset, innovation, collaboration, respect, integrity, accountability, and inclusion.

Requirements

Bachelor’s degree in Computer Science, Information Technology, Engineering, Business, or a related field, and 7+ years of technical consulting, technical consultative selling, practice building, or related technical, sales, or industry experience; or equivalent experience.
Pass the Microsoft Cloud background check upon hire or transfer and every two years thereafter.
U.S. citizenship is required and will be verified because the position supports U.S. government agency customers and is subject to citizenship-based legal restrictions.

Nice To Haves

U.S. Department of Commerce experience.
Application development experience.
Ability to architect and develop using Microsoft platforms.

Responsibilities

Document and communicate customer business objectives, technology landscape, and AI and security strategy; lead executive conversations, secure AI assessments, and roadmap discussions.
Develop and nurture trusted relationships with C-level technology executives, technical decision makers, and business decision makers; challenge assumptions constructively and offer industry-relevant solutions.
Own the technical portion of the account plan, stakeholder map, and multi-horizon technology roadmap, aligning them to customer priorities, consumption goals, Microsoft Cloud adoption, and value realization.
Lead account strategy envisioning and opportunity initiation with the extended account team, customers, and partners; create and progress billed and consumed opportunities, manage consumption pipeline velocity, and address issues across the MCEM lifecycle.
Use cloud sales experience to shape Azure, AI, data, security, and modernization opportunities; support strategic negotiations and deal structures by aligning business value, timelines, consumption commitments, adoption plans, and ROI.
Align Microsoft teams—including ATU, STU, CSU, Engineering, partners, and industry resources—and orchestrate technical capacity, executive engagement, and partner support.
Apply Federal Civilian industry knowledge to identify market trends, competitive dynamics, threats, opportunities, and barriers to growth, and translate these into customer strategies.
Serve as the customer’s technology mentor and voice within Microsoft; escalate issues, create feedback loops with product and engineering teams, and advocate for customer-supporting solutions and capabilities.
Establish governance rhythms, track account and consumption goals, define success metrics, and communicate business value through quantitative and qualitative storytelling.
Embody Microsoft’s culture and values.