Account Technology Strategist

Microsoft • Washington, DC

7d • $130,900 - $272,300

About The Position

As an Account Technology Strategist (ATS) in Microsoft's Defense Industrial Base (DIB) business, this role serves as a trusted technology advisor to strategic Aerospace & Defense, Government Contractor, and Professional Services customers. The ATS partners 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 (ATU), the ATS coordinates 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 settings. It combines executive engagement, technology leadership, industry expertise, and strategic business planning, with a focus on understanding the Defense Industrial Base ecosystem and its technology, security, compliance, and operational challenges.

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 due to citizenship-based legal restrictions associated with supporting U.S. government customers.
• Must provide proof of citizenship for assessment of eligibility to access 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 relevant industry trends, customer threats, opportunities, and growth barriers, and use insights to help customers solve business issues.
• Synthesize customer, business, industry, and competitive insights to forecast and develop account and subsidiary plans; coordinate cross-regional teams, identify account risks, and guide technical teams.
• Act as a technology mentor to senior customer leaders, build relationships beyond core contacts, align Microsoft capabilities to customer needs, and lead digital transformations that drive business outcomes and market share.
• Communicate how Microsoft technologies and services address future customer needs and compare favorably with competing solutions.
• Lead customer technology engagements and deliver recurring industry and technology briefings to senior technical decision-makers.
• Develop customer enablement and skilling plans, promote adoption of the Microsoft platform, and drive initiatives that help customers meet capacity and capability goals.
• Establish account-planning practices for budgets, quota attainment, consumption goals, and consumption gaps; coordinate complex account teams and lead forecasting and business tracking.
• Own the technical portion of account plans, lead delivery of customer plans, and capture account-planning input in MSX D365 Account Plan.
• Create stakeholder maps and coverage plans, help customer technical specialists develop sales messaging, and coordinate Microsoft teams and partners to support demand generation.
• Develop customer strategies for AI and Industrial Metaverse adoption, identify roadmap foundations and opportunities, and coordinate execution with specialist teams and partners.
• Create, qualify, and advance sales and consumption opportunities; drive demand generation, customer pitches, opportunity progression, and coordination across Specialist Team Unit (STU), Customer Success Unit (CSU), account executives, and other teams.
• Lead Account Strategy Envisioning with account teams, customers, and partners; initiate and manage opportunities, maintain consumption pipeline velocity, resolve blockers, and coach peers on opportunity development.
• Create and validate multi-horizon technology and business roadmaps for strategic accounts, translating business objectives into technology architectures and plans that drive Microsoft cloud adoption and consumption.
• Analyze customer outcomes and blockers, identify stakeholders, partner with global executives on strategy and partner approaches, and lead technology adoption and digital transformation execution.
• Represent the voice of the customer and industry to Microsoft teams, communicate product gaps and business opportunities, and drive internal action in response to customer feedback.
• Provide account thought leadership and technical guidance internally, share best practices, coach subsidiary resources, and collaborate with account executives and extended teams to deliver 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's products, solutions, industry, partners, and competitors to address customer needs and strengthen customer and partner collaboration.

Benefits

• Certain roles may be eligible for benefits and other compensation; additional benefits and pay information is available through the linked Microsoft careers page.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior