Strategic Account Manager, Federal

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. We are looking to hire a Strategic Account Manager for our US Federal Government Team to lead transformative engagements, drive innovation, and shape the future of the US Federal Government.  In this critical role, you will lead the development and application of mature/dynamic customer plans detailing critical insights and new business opportunities aligned to customer priorities.

Key to your success will be your ability to manage a sustainable, long-term business portfolio and leverage strategic 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.

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
Account ManagementProactively 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 KnowledgePartners 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 EngagementProactively 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, compe