Consulting Account Executive

We are looking to hire a Consulting Account Executive to join Microsoft Federal.

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.

Microsoft Enterprise Services, Federal Civilian is searching for a services sales professional who has direct experience in selling & managing complex services engagements. The role requires a solid understanding of Microsoft’s technology, competitive positioning, and experience in the selling of large, complex and strategic information technology projects for large government customers. The candidate must possess a demonstrated fluency calling on high-level business decision makers (CIO, CFO) with IT project-specific outcomes. This position will work closely with the Sales Account Executives responsible for product sales in developing and executing the overall services strategy for Microsoft’s Federal Civilian customers. The account territory will be focused on the Department of Energy and NASA.

Responsibilities

Strategy and Planning

• Contributes to the thinking of the Account Team and the Consulting account team to address immediate and longer-term priorities for meeting customer needs and Microsoft objectives. Leverages appropriate tools, frameworks, and methodologies to develop a deliberate approach to position potential modernization and digital transformation outcomes specific to their industries across 3 horizons which are aligned with customer's priorities. Understands the weaknesses and strengths of competitor solutions and footprints and leverage this knowledge in strategy and planning.
• Determines planning prioritization for multiple assigned accounts based on customer needs, revenue importance, growth opportunities, and account risks. Proactively looks ahead and identifies actions required to develop Consulting catalog opportunities that are aligned with the account strategy, Microsoft's strategy, and Consulting catalog go-to-market solution plays. Leverages business outcomes specific to their industries across 3 horizons as a point of view/roadmap for digital transformation. Leads the virtual Consulting account team input to account team planning sessions, follows the common sales and delivery methodology for Microsoft, and provides updates per required account team governance and rhythms. Engages with internal and external stakeholders on business planning to review and plan for accounts, structures and leads account planning rhythm to set priorities, and aligns Solution Plays and opportunities, partners, focus, and resources to regularly update the plan, ensuring that the extended virtual team (inclusive of partners) and other stakeholders are working toward common goals.

Relationship Management

• Owns and maintains in agreement with the core account team customer and partner relationships, influences key decision makers, and leads effective rhythms of connection with customer and partner stakeholders. Prioritizes appropriately for multiple assigned accounts. Contributes to creating and managing connections and driving agreement between necessary stakeholders within Microsoft and customers.
• Proactively seeks customer feedback and insights on business priorities and/or experience. 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. Understands how and when to escalate issues to ensure resolution.
• Understands how to p