Strategic Account Executive

We are looking to hire a Strategic Account Executive to join Microsoft Federal Healthcare and Benefits team.

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.

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:

As a Strategic Account Executive at Microsoft, consider yourself the dedicated virtual CEO of an account who leads our top customer into the digital age. This job will provide you:

• An opportunity to drive change with your customers, to do business like never before in a new and transformational way

• A forum to co-create the art of the possible

• The chance to lead world-class, diverse teams of digital transformation advisors, engineers, architects, and delivery teams who all have a vested interest in the customer

Customer Engagement

• Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization to establish trust and credibility in future interactions. Continues to build reputation with customers during interactions by being customer-focused, consistently honoring commitments, explaining technical concepts relevant to the customer, and connecting the customer to Microsoft executives.

• Develops a comprehensive understanding of the customer's industry and the needs of each assigned account and identifies opportunities to drive optimizations and new digitalization solutions/ideas based on their needs and strategies. Works on behalf of the customer.

• Understands customer drivers of digital transformation and contributes to technology/transformation with the customer. Initiates conversations with customers on digital transformation for assigned accounts. Ensures line-of-business wins are captured (e.g., testimonials) for referencing.

Account Management

• Manages and executes plans for your account to ensure Microsoft targets and customer business needs are met. Coordinates with extended virtual teams and holds self and the team accountable for executing plans and meeting customer needs. Outlines revenue targets to deliver on account plans. Orchestrates extended team and embraces partners to scale business. Ensures sales consumption and adoption goals on target.

• Engages with internal and external stakeholders on business planning to review and plan for accounts. Set priorities, focus, and resources and strengthens operations, ensuring that the extended virtual team and other stakeholders are working toward common goals.

• Plans to determine order of priority for action on accounts based on customer needs, sales-generating importance, growth opportunity and assessment of risks. Sets goals and collaborates with the account management team to act on potential adjustments and maintain commitments.

• Builds and maintains a network of internal (e.g., Microsoft Consulting Services [MCSs]) and external partners to drive opportunities and influence impact for multiple assigned accounts. Leverages relationship with partners to develop and share customer digital transformation plans that support mutual needs.

Sales Excellence

• Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. Leverages internal resources to support customer needs. Orchestrates others (e.g., Technical Account Managers [TAMs]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.

• Orchestrates extended virtual teams and key stakeholders (e.g., industry solutions executives) to engage decision makers of assigned accounts. Leverages best-in-class sales and communication strategies and tools to meet customer needs. Creates relationship maps around stakeholders, influencers, etc.

• Articulates Microsoft's value proposition aligned to customer's business objectives. Creates a mutually beneficial industry business value proposition and executes relevant solutions. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs).

• Develops value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells. Presents business plans to customers to generate new opportunities.

• Implements strategies to engage relevant stakeholders of assigned accounts and create and/or identify upselling/cross-selling opportunities and drive usage of Microsoft products.

Industry Knowledge

• Builds and maintains knowledge of Microsoft offerings, as well as of customer business priorities and basic industry trends to positively articulate the value of Microsoft's offerings in addressing the needs of the assigned accounts and evaluating their business. Coordinates with internal industry experts (e.g., industry solutions executives) to gather industry data of assigned accounts and improve planning.

• Embody our culture and values

Qualifications:

Required/Minimum Qualifications

• 11+ years experience in working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation
  • OR Bachelor's Degree AND 8+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation
  • OR Master's Degree AND 7+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation.
• 4+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.
• 6+ years experience closing large, complex agreements/deals.
• Federal Sales experience.

Other Requirements

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. To meet this legal requirement, and as a condition of employment, the successful candidate's citizenship will be verified with a valid passport. Lawful permanent residents, refugees, and asylees may verify status using other documents, where applicable.

Citizenship & Citizenship Verification:This position requires verification of citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or localgovernment agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, and as a condition of employment, the successful candidate's citizenship will be verified with a valid passport.

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

Strategic Account Management IC4 - The typical base pay range for this role across the U.S. is USD $106,100 - $185,400 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 $144,000 - $203,500 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

Microsoft will accept applications for the role until August 27, 2024

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form .

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.