Strategic Account Technology Strategist- Defense & Intelligence

Microsoft’s Enterprise Account Team focuses on empowering customers on their AI Transformation journey.  This team is responsible for envisioning new possibilities for our customers, delivering solutions that result in targeted business outcomes and driving revenue growth for Microsoft.  

As an Enterprise Strategic Account Technology Strategist - Defense & Intelligence, you will have the opportunity to design and drive leading edge technology initiatives in partnership with your customers, both supporting your customers’ desired business outcomes and achieving Microsoft’s business objectives.

Paired with an Enterprise Account Executive, leveraging your large, multi-functional v-team across the breadth of the Microsoft product portfolio and the vast catalog of Microsoft Partner offerings, you will build and grow your network of technology executives within your customers and bring industry-relevant solutions to help the customers adopt and embrace AI technologies. With a proven history of innovating technical solutions to achieve customers’ business objectives and achieving account growth targets, this role will give you the opportunity to combine your technology and industry knowledge to deliver on AI solutions to accelerate your customers’ AI vision and to ultimately become their trusted technology advisor.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

• Customer AI and Security Strategy Leadership - Document and articulate the customer’s business objectives, technology landscape and AI and Security strategy
• Technology Relevant Trusted Seller - Drive Microsoft Business growth including partner co-sell motions and governance around consumption and intent to use
• Technology Leadership across Solution Areas - Lead AI, (including data and migration) and Security, conversations across the rooms of the house showcasing how they align to the customers business priorities.
• Defense Industry Knowledge – Apply expertise in customer businesses, technology platforms and industry to build AI strategy with the customer that is aligned to business outcomes. Challenge customers’ assumptions with constructive dialogue about their business and technology.
• Applies expertise (deep expertise across few accounts or broad expertise across many accounts) and thought leadership to identify and inform the development of the right Industry Sales Kits and industry partners within the customer's vertical industry.
• Articulates and understands specific industry-related market trends, as well as customer threats, opportunities, and barriers to growth as they relate to the customer's broader industry.

Qualifications

Experiences Required:

• Strong sales / technical and business background, with 10+ years of technology-related experience, that includes extensive direct contact with customers and partners in Defense industry.
• Possess executive maturity, presence and experience in building trust with senior decision makers 
• Ability to drive digital transformation in a highly competitive environment with proven ability to successfully anticipate market changes to drive industry-relevant solutions, address competitive threats and navigate complex customer environments
• Experience in leading and driving the entire sales cycle, orchestrating virtual selling teams where necessary, leveraging repeatable offerings that maximize revenue/market share/consumption opportunities and increase customer satisfaction
• Strong knowledge of Defense industry
• Bachelor’s degree or equivalent work experience

Additional or preferred qualification

• Master's degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years of technology-related sales or account management experience; or
• Bachelor's degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience; or
• 7+ years of technology-related sales or account management experience; and
• 4+ years of solution or services sales experience