Account Technology Strategist
About The Position
The Account Technology Strategist supports Federal Civilian customers by translating business priorities into a viable technology strategy and roadmap 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 position 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 pursue business outcomes through Microsoft AI, cloud, security, data, and platform solutions. Microsoft describes its mission as empowering every person and organization to achieve more, and emphasizes 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.
Nice To Haves
- Bachelor's degree in Computer Science, Information Technology, Engineering, Business, or a related field, and 14+ years of technical consulting, technical consultative selling, practice building, or related technical, sales, or industry experience; or equivalent experience.
- 5+ years of experience in digital transformation or using technology to drive customer business outcomes.
- 4+ years of experience in business consulting, consultative selling, or change management.
Responsibilities
- Document and articulate customer business objectives, technology landscape, and AI and security strategy; lead executive conversations, secure AI assessments, and roadmap discussions tied to customer mission and transformation priorities.
- Develop and nurture trusted relationships with C-level technology executives, technical decision makers, and business decision makers; challenge assumptions constructively and bring industry-relevant solutions.
- Own the technical portion of the account plan, stakeholder map, and multi-horizon technology roadmap, aligning them with customer priorities, consumption goals, Microsoft Cloud adoption, and customer value realization; capture planning input and translate it into pipeline.
- 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 unblock issues across the Microsoft Customer Engagement Methodology lifecycle.
- Apply cloud sales experience to shape Azure, AI, data, security, and modernization opportunities; support complex negotiations and deal structures by aligning business value, deployment timelines, consumption commitments, adoption plans, and measurable ROI.
- Align Microsoft teams, including ATU, STU, CSU, Engineering, partners, and industry resources; coordinate technical capacity, executive engagement, and partner participation to support customer success.
- Apply Federal Civilian industry knowledge to identify market trends, competitive dynamics, threats, opportunities, and barriers to growth, and translate industry context into actionable customer strategies.
- Serve as the customer's technology mentor and voice inside Microsoft; escalate pressing issues, create feedback loops with product and engineering teams, and advocate for solutions that support customer outcomes.
- 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.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
