Strategic Account Executive - CTJ - Top Secret

Microsoft•Norfolk, VA

22h•$133,000 - $239,800

About The Position

The Strategic Account Executive manages strategic customer relationships and develops multi-year account plans to grow a sustainable business portfolio. The role leads account strategies that generate sales and create opportunities for Microsoft and its partners, aligning execution with goals, budgets, and forecasts. It works across Microsoft, partner organizations, and the broader customer ecosystem, drawing on industry expertise and senior stakeholder relationships to shape strategic direction and influence business outcomes. The position builds a strong understanding of customer business needs, priorities, strategies, and industry trends; identifies opportunities for digital transformation; and develops tailored strategies that demonstrate the value of Microsoft cloud offerings. It coordinates and mentors diverse account teams, builds relationships with customer decision makers, and develops compelling business cases and presentations. The role also monitors customer satisfaction, resolves blockers and risks, and establishes recovery plans to improve the customer experience. This role requires an active U.S. Government Top Secret security clearance, verification of U.S. citizenship, and successful completion of the Microsoft Cloud background check upon hire or transfer and every two years thereafter. The typical U.S. base pay range is $133,000–$222,700 per year, with a range of $170,300–$239,800 for specified locations in the San Francisco Bay Area and New York City metropolitan area. The position will be open for at least five days, with applications accepted until it is filled.

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.
Must have an active U.S. Government Top Secret Security Clearance.
Must meet Microsoft, customer, and/or government security screening requirements; clearance must be verified before an employment offer.
Must pass the Microsoft Cloud background check upon hire or transfer and every two years thereafter.
Must verify U.S. citizenship due to citizenship-based legal restrictions applicable to the government customers supported.

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.
5+ years of experience leading technical, support, and/or partner teams.

Responsibilities

Develop and apply multi-year customer account plans to manage a sustainable, long-term business portfolio.
Lead account strategies that drive high-volume sales and create opportunities for Microsoft and its partners, aligned with goals, budgets, and forecasts.
Solicit customer feedback and use knowledge of the customer’s business model and industry to identify needs, growth opportunities, and targeted strategies.
Influence internal and external stakeholders and resources to drive customer-focused change, improve team capabilities, and adapt Microsoft offerings and messaging.
Lead collaboration with internal and external partners, including vertical industry partners and technical decision makers, to develop and promote tailored account plans.
Expand networks of internal and external partners and decision makers to support account execution and transactions.
Coordinate diverse teams, delegate and prioritize work, and drive accountability for executing account plans and growing the account.
Build knowledge of industry trends, competitors, customer priorities, and Microsoft offerings to inform internal teams and develop competitive solutions.
Understand customers’ business needs, priorities, strategies, and industry context; anticipate needs and provide insights and education on joint solutions.
Strengthen stakeholder relationships across customer organizations and secure buy-in and execution using Microsoft sales strategies.
Orchestrate high-impact digital transformation solutions and develop strategies that demonstrate the value of Microsoft cloud offerings.
Develop long-term strategies to build customer loyalty and differentiate Microsoft from competitors.
Anticipate customer satisfaction issues and risks, identify root causes, remove blockers, and establish recovery plans.
Build trust with customers through relevant insights, constructive challenge, and innovative ideas; enable executive feedback and ensure it is addressed through a One Microsoft approach.
Engage Microsoft and customer decision makers to support customer strategies and goals, position Microsoft for increased budget allocation, and tailor solutions to customer KPIs.
Serve as a trusted advisor to C-level decision makers and mobilize and mentor account teams and internal stakeholders to build partnerships.
Identify and qualify strategic opportunities, create partner ecosystems, and help team members develop new business opportunities.
Develop and present business cases, value propositions, and specialized business plans that connect customer decision makers with Microsoft solutions.
Articulate Microsoft’s and partners’ points of view, build connections across customer organizations, and use relationships to address political blockers.
Apply strategic, industry-focused insights to create long-term competitive advantage for customers.
Participate in strategic discussions and initiatives to evolve customer business models and promote a holistic digital approach between Microsoft and customers.