Strategic Account Director

Microsoft•Boston, MA

3d•$133,000 - $239,800

About The Position

Microsoft is seeking a Strategic Account Director to lead its U.S. relationships with three strategic customers. The primary focus is a leading advertising, marketing, and communications company, alongside responsibility for U.S. strategy across two global energy and utilities customers. The role combines account ownership and sales leadership with the ability to shape technical strategy, translating customer goals for AI, data, and cloud into business outcomes. The director will work with Microsoft’s global account leadership and technical strategy teams in Paris, France, to coordinate a unified strategy across the United States and Europe. The role owns strategic account planning, pipeline, forecasts, revenue, and consumption targets. It leads Microsoft teams and partners in developing and delivering opportunities, builds executive relationships, and connects customer technology estates and roadmaps to Microsoft AI, data, cloud, and security solutions. The director also develops value-based business cases, grows adoption and consumption, manages competitive risks, and works with Customer Success to protect customer satisfaction.

Requirements

Bachelor’s degree and 10+ years of industry experience and/or experience driving digital transformation; or a master’s degree and 9+ years of such experience; or 13+ years of such experience; or equivalent experience.
6+ years of experience making recommendations to and/or collaborating with mid-to-senior-level executives.
8+ years of experience closing large, complex agreements or deals.
Must have authorization to work in the United States that does not now or in the future require employer sponsorship; the position is not eligible for visa sponsorship.

Nice To Haves

Bachelor’s degree and 13+ years of industry experience and/or experience driving digital transformation; or a master’s degree and 11+ years of such experience; or equivalent experience.
Experience discussing cloud, data, and AI solutions with technical decision makers, such as CTOs, CDOs, and engineering leaders.
Track record of working with technical teams, including solution architects and technical specialists, to shape and close complex deals.
Experience managing multiple strategic accounts and setting priorities across them.
Comfort working with global account teams and leaders across time zones, especially in Europe.
Experience in advertising, media, marketing, or MarTech; or in energy, utilities, or sustainability.
History of growing multimillion-dollar relationships through new workloads, consumption, and partner-led motions.
Executive presence with C-suite stakeholders and experience building multi-year account plans.
Experience co-selling with partners or system integrators.

Responsibilities

Own the strategic account plan for a leading marketing, advertising, and communications company, while driving U.S. strategy for two global energy and utilities customers in partnership with global account teams.
Drive pipeline, forecast, revenue, and consumption targets using Microsoft’s sales methodology, and run joint account governance with customers and partners.
Lead Microsoft’s extended team—including industry experts, technical specialists, solution architects, and Customer Success—and partners to deliver major opportunities and new business.
Build partner co-sell motions and joint solutions to scale customer outcomes.
Build trusted relationships with executive, business, and technical decision makers, and establish a regular executive business rhythm focused on value and return on investment.
Understand customer technology estates, data landscapes, and AI roadmaps, and map them to Microsoft AI, data, cloud, and security solutions.
Bring Microsoft technical resources and product groups into envisioning sessions, proofs of concept, and technical validation at appropriate times; advocate for customer roadmap needs.
Challenge customer thinking with new ideas, manage competitive risk, and capture customer wins as references.
Apply knowledge of marketing, media, advertising, energy, or industrial technology to position relevant Microsoft solutions.
Build value-based business cases and cross-solution strategies that connect business goals to Microsoft technology.
Drive upsell, cross-sell, and consumption growth; agree on customer success measures, including adoption.
Work with Customer Success to anticipate risks and protect customer satisfaction, and keep the stakeholder map—including technical sponsors—up to date.