Strategic Account Executive, Federal

Overview Overview

Microsoft’s Federal team is a dynamic, customer-obsessed organization focused on empowering the US Federal Government through cutting-edge cloud, AI, and security solutions. Our roles offer the opportunity to lead transformative engagements, drive innovation, and shape the future of the US Federal Government.

We are looking for a Strategic Account Executive , US Federal Government Team, to lead the development and application of matured/dynamic customer plans detailing critical insights and new business opportunities aligned to customer priorities.

This candidate needs to be able to manage the development and application of a mature/dynamic customer plan based on proven methodologies to manage a sustainable, long-term business portfolio. Collaborates across organization and partners in discussions to impact the broader ecosystem (e. g.

, passing legislation). Leverages close relationships with leaders (e. g.

, senior leaders, C-level executives) of the assigned account and the broader ecosystem to shape long-term strategic direction and influence business metrics. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.

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. 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.

Leverages internal network of industry experts to strengthen knowledge of the industry, competitors, and customer business priorities and leverages in-depth knowledge of Microsoft's offerings to share knowledge internally, influence customers' business capabilities, drive more competitive solutions, and enhance growth of the account team.

This role covers the midwest across to the west coast and requires overnight travel up to 50%. The person for this role needs to live in this same georgraphical area. An active TS clearance is highly preferred

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.

Responsibilities

Account Management

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

Leads and coordinates a diverse and high-performing team and key stakeholders (e. g. , industry experts) on plan execution (e.

g. , prioritization, delegation) and drives accountability to deliver on account plans and grow the account. Anticipates future needs and provides long-term strategic insight to customers as a trusted partner.

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, challenges, and inspires team to focus on top priorities and challenges to drive business case.

Leverages deep industry expertise to anticipate industry direction, ecosystem, and transformation.

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 regular meetings for strategic accounts with relevant partners. Influences transformation for partners to build innovative solutions.

Leads efforts with key internal and external partners including vertical industry partners with business and technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, customizable account plans to grow sales and partner impact, leveraging deep relationships, broad influence, and in-depth industry expertise.

Leads efforts to share Microsoft and partner strategies across other segments of the customer's account and ensure customer success in the acquisition, implementation, and consumption of Microsoft's and partner's services and solutions. Collaborates across organization and partners in discussions to impact the broader ecosystem (e. g.

, passing legislation).

Competitive Knowledge

Partners with internal industry experts to strengthen knowledge of the industry (e. g. , emerging trends, forecasting long-term developments, influencers), competitors (e.

g. , AWS, Salesforce) customer business priorities (e. g.

, challenges, competitive landscape) and leverages in-depth knowledge of Microsoft's offerings (e. g. , product landscape, solutions, strategy to address customers' needs) to provide thought leadership and mentor the account management team on ways to gain deeper industry knowledge that ultimately addresses customer needs.

Proactively explores and uncovers technologies and confirms customer interest.

Customer Engagement

Proactively owns and elevates a transformative customer stakeholder engagement strategy to foster customer trust and brand growth and loyalty. Sets organizational tone for building and maintaining long-term strategic customer relationships and for driving larger impact for the customer. Proactively defines and executes governance model to ensure mapping across seniority levels.

Proactively develops a strong, comprehensive understanding of customer's business needs, priorities, and strategies and industry insights, competition, market competitive trends, and the customers' customers. Guides internal colleagues on ways to develop deeper customer knowledge. Anticipates customers' needs to deliver new insights on customers' business strategies.

Articulates need to address customer's business needs (both internally and to the customer). Identifies and pursues opportunities to optimize offerings and delivers solutions into overall long-term business strategy. Anticipates new potential market opportunities for the customer, leveraging deep industry expertise.

Sales Excellence

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.

, C-level, high-impact customers) on Microsoft's vision, strategy, and value, and positions Microsoft to increase customer's budget allocated to Microsoft, tailor solutions that satisfy customers' Key Performance Indicators (KPIs). Translates features into business outcomes that accelerate the customer's digital presence.

Earns and maintains status as a thought leader and trusted advisor to the assigned account's C-level business decision makers by bringing innovative ideas, leveraging deep industry expertise, and bringing together the customer's customers. Mobilizes and mentors the account management team and relevant stakeholders with deep industry expertise to expand the partnership with decision makers of the assigned account.

Leverages best-in-class sales and communication strategies and tools