Strategic Account Executive - Defense Industrial Base

We are looking for a Strategic Account Executive - Defense Industrial Base for the Microsoft Federal Organization.

Do not wait to apply after reading this description a high application volume is expected for this opportunity.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day.

Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do.

In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

The Microsoft Federal organization was established to address the unique mission, legal / regulatory requirements, and procurement rules and processes of the United States Government (USG).

Microsoft Federal is committed to ensuring its resources including appropriately qualified, experienced, and certified personnel (with necessary security clearances or otherwise) are available as needed to meet USG evolving needs.

To that end, Microsoft embraces, as a mission-critical philosophy, flexibility in the recruiting, hiring, and workforce assignment of Microsoft Federal personnel.

Microsoft Federal personnel can expect to serve in various roles in the Microsoft Federal organization during the course of their career to meet evolving USG needs, regardless of segment Civilian, Defense, or intelligence community.

Responsibilities The Strategic Account Executive - Defense Industrial Base is responsible for :

Account Management

Manages the development and application of a mature / dynamic multi-year customer account plan based on proven methodologies to manage a sustainable, long-term business portfolio.

Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts.

Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts.

Leads and coordinates a diverse team (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to execute and deliver on account plans and grow the account, leveraging industry expertise.

• Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions, and to provide a comprehensive account management experience.
• Leads efforts with key internal and external partners and business including vertical industry partners with technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging deep relationships, influence, and industry expertise.

Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation).

Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers.

Demonstrates an understanding of the customer's business model to articulate growth opportunities, leveraging industry expertise to shape ecosystem.

Influences relevant (internal and external) stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's messaging to the assigned account.

Strategic Thinking

Articulates Microsoft's and partners' point of view and creates deep connections with decision makers throughout multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.

g., LinkedIn). Leverages relationships to address complex political blockers and drive execution for the customer.

Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of customer business model, using Microsoft capabilities to solve customer's complex business problems.

Drives strategic initiatives to promote a more holistic digital approach between Microsoft and the customer.

Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer.

Customer Engagement

Proactively elevates stakeholder relationships and uses Microsoft sales strategies through multiple levels of the customer's organization to secure buy-in and execution.

Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.

Proactively develops a comprehensive understanding of customer's business needs, priorities, strategies, and industry insights.

Anticipates customer's needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly.

Shows long-term differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge.

Delivers solutions into overall long-term business strategy.

Sales Excellence

Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome.

Anticipates issues / risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience.

Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy.

• Enables customers to provide feedback directly to executives to help transform account space by establishing open communication channels for feedback, providing executive sponsorship, and providing direction to others to ensure customer feedback is addressed through One Microsoft approach.
• Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers.

Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations.

Brings greater ecosystem together with the customer to discuss how to enrich customer's value to their customers.

Leverages understanding of customer business and engages Microsoft decision makers to drive customer's strategy, goals, and optimization.

Engages and influences decision makers of the account (e.g., senior leaders, executives) to position Microsoft to increase customer's budget allocated to Microsoft, and tailor solutions that satisfy customers' Key Performance Indicators (KPIs).

• Uses business cases to develop and present compelling value proposition presentations and specialized business plans for customers that showcase Microsoft's products and solutions to connect decision makers in the account to the broader Microsoft solutions, provide thought leadership to guide others on tailoring presentations, and generate new opportunities.
• Earns and maintains status as a trusted advisor to C-level business decision makers of the assigned account by bringing innovative ideas and leveraging industry expertise.

Mobilizes and mentors the account management team and relevant internal stakeholders with deep industry expertise to build deep partnerships with decision makers of the assigned account.

Leverages best-in-class sales and communication strategies and tools to meet business needs and identify new opportunities.

Builds new relationships to create new opportunities and expand relationships within the customer.

Creates and qualifies new opportunities by identifying strategic opportunities (e.g., large, long-term) within accounts and guiding the customer on how to best identify new opportunities, leveraging deep customer and industry relationships and consultative selling skills.

Drives new business opportunities across the team by creating a partner ecosystem, and empowers team members to find new opportunities by acting as a role model and by setting a clear vision and energy for the team to drive towards.

Defense Industrial Base Industry Know

If aligned by industry, exhibits knowledge of the industry, current trends, and market dynamics, and the competitive landscape.

Leverages their depth of industry knowledge to position solution area technology in industry context.

Other

Embody our culture and values

Qualifications Required / Minimum Qualifications

13+ years experience in working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and / or driving digital transformation

o OR Bachelor's Degree AND 10+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and / or driving digital transformation.

o OR Master's Degree AND 9+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and / or driving digital transformation.

• 6+ years experience making recommendations to and / or collaborating with mid-to-senior level executives.
• 8+ years experience closing large, complex agreements / deals.

Other Qualifications :

Citizenship & Citizenship Verification : This role will require access to information that is controlled for export under export control regulations, potentially under the U.

S. International Traffic in Arms Regulations or Export Administration Regulations, the EU Dual Use Regulation, and / or other export control regulations.

As a condition of employment, the successful candidate will be required to provide proof of citizenship, U.S. permanent residency, or other protected status (e.

g., under 8 U.S.C. 1324b(a)(3)) for assessment of eligibility to access the export-controlled information.

Microsoft Cloud Background Check : This position will be required to pass the Microsoft Cloud background check upon hire / transfer and every two years thereafter.

Additional or Preferred Qualifications

Bachelor's Degree AND 13+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and / or driving digital transformation

o OR Master's Degree AND 11+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and / or driving digital transformation.

Strategic Account Management IC5 - The typical base pay range for this role across the U.S. is USD $122,400 - $216,500 per year.

There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $166,100 - $235,000 per year.

Microsoft will accept applications for the role until March 26, 2024.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.

If you need assistance and / or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

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