Services Account Executive

Microsoft•Sacramento, CA

About The Position

The Services Account Executive is the account-aligned owner for Microsoft Services sales. This role develops trusted relationships with customer executives and business and technology leaders, translates mission and operational priorities into actionable services strategies, and orchestrates Microsoft teams and partners across the full sales lifecycle. The successful candidate balances strategic opportunity creation with disciplined management of a high-volume territory and a durable portfolio of consulting, Microsoft Unified Services, renewal, and expansion opportunities.

Requirements

Experience in enterprise sales, services sales, consulting sales, account management, business development, or a related customer-facing role in the commercial or public sector, or equivalent experience.
Demonstrated ability to originate, qualify, shape, and close complex services opportunities involving multiple customer and internal stakeholders.
Experience building account or territory plans and managing a pipeline across opportunities of different sizes, time horizons, and levels of complexity.
Ability to communicate business value and solution strategy to executive, business, technical, procurement, and operational audiences.
Ability to collaborate across sales, customer success, technical, delivery, operations, legal, finance, and partner teams.
Working knowledge of cloud transformation, artificial intelligence, security, data, business applications, consulting, and enterprise support concepts.

Nice To Haves

Experience selling consulting, professional services, managed services, or enterprise support to State and Local Government and Education customers.
Experience with public-sector requests for information, requests for qualifications, requests for proposals, invitations to bid, procurement processes, contracting vehicles, and complex negotiations.
Demonstrated success balancing new-business development with renewal, expansion, and portfolio management responsibilities.
Industry experience in one or more priority areas, including Health and Human Services; Public Safety and Justice; Transportation; Public Finance; K-12 education; higher education; academic research; or Academic Medical Centers.
Experience working across a broad ecosystem of technology, consulting, delivery, and partner organizations to achieve customer outcomes.

Responsibilities

Lead consultative services sales by listening to customer priorities, shaping a clear point of view, and aligning Microsoft consulting and support capabilities to measurable business and mission outcomes.
Own the services sales lifecycle across assigned accounts, including account planning, opportunity identification, qualification, solution shaping, pipeline generation, forecasting, negotiation, close, renewal, and expansion.
Build and maintain relationships with customer executives, procurement leaders, business decision-makers, technology leaders, and other stakeholders who influence strategy, funding, acquisition, delivery, and adoption.
Create and execute territory and account plans that balance large, strategic consulting and Microsoft Unified Services pursuits with the operational rigor required to progress a broader volume of strategic and transactional opportunities.
Identify, qualify, lead, and close strategic cloud, artificial intelligence, security, data, business applications, consulting, and Microsoft Unified Services opportunities connected to customer priorities.
Orchestrate a One Microsoft approach across account teams, solution specialists, customer success teams, consulting teams, customer success, delivery resources, legal, finance, operations, and partners.
Integrate consulting and Microsoft Unified Services into a single customer value proposition, including implementation, adoption, operational health, risk management, and long-term platform success.
Develop high-quality close plans for qualified opportunities; manage commercial terms, contracting dependencies, approvals, risks, and customer commitments through formal agreement.
Maintain accurate and timely opportunity, pipeline, forecast, renewal, and account-planning information; use data and sales process discipline to identify risk, focus resources, and improve execution.
Serve as a trusted advisor who brings industry insight, Microsoft capabilities, and relevant customer patterns to help customers make informed transformation decisions.