Customer Success Account Manager

Microsoft

11h

About The Position

Join Microsoft’s U.S. Public Sector Industries Defense Industrial Base (DIB) team – where mission meets innovation. The Defense Industrial Base (DIB) Operating Unit (OU) is a strategically critical organization with a bold mandate: to consolidate, simplify, and accelerate Microsoft’s presence across the DIB ecosystem. This ecosystem includes more than 100,000 organizations spanning aerospace, manufacturing, cybersecurity, mission systems, and advanced research – commercial enterprises that directly support U.S. Federal agencies, including the Department of Defense and other mission‑based intelligence and civilian organizations. Our role is to help these customers modernize with confidence – securely adopting and scaling Microsoft technologies to meet mission outcomes, regulatory requirements, and long‑term operational resilience. We partner with customers from strategy through execution, enabling secure, scalable platforms that drive significant business value and trusted outcomes. Within the DIB OU, the Customer Success Unit (CSU) is responsible for ensuring customers realize the full value of their Microsoft investments. The CSU works closely with sales, partners, and delivery teams to accelerate consumption, improve customer health, and deliver measurable outcomes across complex, regulated environments. We are seeking a Customer Success Account Manager (CSAM) to lead customer success strategy and execution for some of Microsoft’s most complex and strategically important DIB customers. This is a senior individual contributor role with enterprise‑level scope, high autonomy, and significant impact. By applying to this role, you may be considered for multiple positions at the same career stage within the DIB CSU. As a CSAM, you are the strategic owner of customer success for your assigned DIB accounts. You build deep, trusted relationships with customer executives, technical leaders, and internal stakeholders, aligning Microsoft solutions and services to customer business priorities and mission objectives. You lead the planning, orchestration, and execution of customer success programs – driving adoption, accelerating consumption, improving operational health, and proactively mitigating risks and blockers. You operate as a trusted advisor, influencing customer strategy and internal execution without direct authority, while ensuring accountability to outcomes. This is a non‑people‑manager (IC) role with enterprise‑level scope and responsibility, designed for senior professionals who thrive in high‑complexity, high‑trust environments.

Requirements

Accelerating Consumption, Usage, and Value Realization
Driving Customer Health and Operational Excellence
Executive Relationship Building and Influence
Data Analysis and Insight Driven Decision Makin‑g
Business Acumen and Financial Literacy
Consultative Engagement and Stakeholder Orchestration
Negotiation, Storytelling, and Executive Communication
Master’s Degree in Business, Sociology, Psychology, Computer Science, or related field AND 3+ years of experience in customer success, solution delivery, practice management, customer‑facing consulting, or portfolio management OR Bachelor’s Degree in a related field AND 4+ years of relevant experience OR Equivalent experience
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 customers 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.
Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.

Nice To Haves

Change Leadership and Program Facilitation
Multi Initiative‑ Program and Portfolio Management
Cross functional‑ Team Leadership without Authority
Active U.S. Security Clearance preferred; must be able to obtain and maintain a U.S. Security Clearance to meet customer and legal requirements.
3+ years of experience working within the customer’s industry
Microsoft or equivalent cloud certifications (e.g., Azure, Microsoft 365, AWS)
ITIL Foundation, PMI, and/or Prosci certification

Responsibilities

Customer Relationship Management
Build and coach engagement strategies across customer, partner, and internal stakeholder ecosystems.
Develop and support executive level‑ relationships with customer technical, business, and mission leaders.
Expand relationships beyond existing support engagements by leading outcome based‑ conversations aligned to customer priorities.
Influence and challenge senior internal stakeholders to align resources and actions to customer needs.
Partner with Account Teams to co-own‑ customer success plans and contribute to integrated account strategies.
Customer Success Leadership
Lead the strategic execution of customer success planning, program governance, and customer facing‑ reviews.
Orchestrate Microsoft delivery resources to drive adoption, accelerate value realization, and improve customer operational health.
Proactively identify, monitor, and mitigate actual and potential blockers to consumption using data insights and customer feedback.
Lead escalation management and communications for complex delivery challenges, ensuring clarity, accountability, and resolution.
Hold accountability for consumption milestones, adoption outcomes, retention, and long term‑ customer health.
Technical Relevance and Solution Alignment
Understand and align Microsoft solutions and technical capabilities (e.g., Azure, Modern Work, Dynamics) to customer needs and mission priorities.
Identify complex customer scenarios (e.g., multi-cloud, ISV, partner‑ led‑, global subsidiaries) and collaborate with technical specialists to architect solutions.
Leverage knowledge of customer platforms and Microsoft’s roadmap to enable secure digital transformation.
Strengthen Microsoft’s competitive position by articulating platform value relative to point solutions.
Operational Excellence and Collaboration
Drive disciplined execution through structured planning, prioritization, and predictable delivery.
Partner across sales, engineering, support, and partners to ensure consistent customer experience and outcomes.
Use data, telemetry, and feedback loops to inform decision‑making and continuous improvement.
Model Microsoft’s culture and values while operating with integrity, accountability, and customer obsession.