Strategic Mission Account Technology Specialist

Overview

Join Microsoft's US Public Sector Industries DIB Team-where mission meets innovation.

The Defense Industrial Base (DIB) Operating Unit (OU) is a newly formed team with a bold mission : to consolidate, simplify, and accelerate Microsoft's presence across the DIB landscape. This expansive network includes over 100,000 organizations specializing in manufacturing, aviation, cybersecurity, and more-all united in their support of all Federal Agencies, including the U.S. Department of Defense and other mission-based intelligence and civilian organizations.

Our team is dedicated to empowering these commercial contractors throughout their digital transformation journey-from envisioning new possibilities to delivering secure, scalable solutions that drive mission outcomes, elevate customer experience, and fuel Microsoft's growth.

The DIB OU will directly manage and accelerate strategic and major DIB accounts across Microsoft Customer and Partner Solutions (MCAPS) Americas, while also enabling growth across other OUs and Small, Medium, Enterprise, & Channel (SME&C). We're building new relationships, transforming legacy operations, and helping our customers modernize with confidence.

The DIB OU is currently looking for Strategic Mission Account Technology Specialist with a technical knowledge of, and experience with, Microsoft's product landscape, solutions, and strategy to act as a trusted technology advisor, both internally and externally, focusing on integrating Microsoft technology into the customer's business.

The Strategic Mission Account Technology Specialist will provide technology guidance to clients, orchestrate the interaction between clients and Microsoft resources to drive new opportunities. In this role you will act as the technology mentor for the customer, managing relationships with the technical and / or business decision-makers at the Chief Experience Officer (CxO) level. You will also gather insights about client business, leverage existing architecture approaches to achieve Microsoft's agreed commitments to clients and be held accountable for identifying the pathway and resources necessary to build a strategy.

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 and Industry Insights

Synthesizes and combines various business and industry insights from their team, global best practices, proof points from experience / case studies with countries and / or regions, and deep industry expertise related to customers and their competitors to conduct forecasting and develop recommendations for managing accounts and subsidiary planning.

Ensures that all levels of the organization provide alternate perspectives to enable customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights.

Orchestrates global teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Brings in business and industry insights to address the broader business challenges for the customer and deliver solutions.

Applies deep expertise and thought leadership to identify 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. Applies industry knowledge to support customers in solving issues. Partners with customers and / or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business.

Trusted Advisor

Provides Account thought leadership inclusive of information technology (IT), business strategy knowledge, and technology landscape, and shares best practices internally while providing coaching to subsidiary resources. Leverages account thought leadership in partnership with account executives to set strategy, own accountability for outcomes, and lead extended teams. Provides technical guidance to internal teams to position technology while using customer landscape knowledge. Creates connections and feedback loops with Product and Engineering teams.

Creates security thought leadership with the customer's executives (e.g., technical decision maker [TDM] / business decision maker [BDM]) using the Microsoft Security and Zero Trust narratives and engages TDM and BDM stakeholders to position security as a business enabler and instill a security mindset in all aspects of the customer's technology landscape. Uses their understanding of the customers' technology and security needs to establish Microsoft's security credentials and to build opportunities to improve the customer's security posture and orchestrates execution through security specialists.

Maintains and leverages a broad knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs. Proactively coordinates with internal and external network of industry experts (e.g., Regional and Global Experts, industry-specific partners) to build knowledge of the industry and the competitive landscape. Leverages deep understanding of their customers to share knowledge with virtual team and promote customer business perspectives.

Acts as the voice of the customer and internal advocate by providing insights, feedback, and challenges from the customer to internal teams (e.g., product groups, engineers) across all levels of the organization. Drives action to ensure that internal teams understand and respond to insights. Escalates pressing issues for customers to Microsoft internal stakeholders (e.g., Headquarters) to facilitate the appropriate solutions and capabilities for the customer.

Technology Strategy Formulation

Leads analysis of overall customer situation for some of the largest and most complex accounts, and advises on gaps that would benefit from Microsoft solutions, using an understanding of the business strategies and outcomes that technology can support. Leads the adoption of technologies by plotting the strategic, long-term vision of the customer's / partner's business strategy and drives action to bring to fruition. Acts as a strategic link between Microsoft and the customer for identifying a pathway for strategic efforts and resources necessary for building a strategy.

Contributes to the creation of trusted, long-term (e.g., three years plus) multi-horizon technological and business roadmaps for highly prominent, challenging, and / or strategic accounts based on a deep understanding of business and technology priorities and the customer's industry landscape. Validates the strategy and plan with customer stakeholders and drives envisioning and articulates business and program changes in the roadmaps around new and groundbreaking capabilities. Contributes to the translation of the customer's business objectives in conjunction with Industry Sales Kits and Solution Plays (including consumption-heavy workloads and cloud services) to develop an effective Industry Technology Architecture to plan for and drive consumption and adoption of Microsoft cloud and a higher share of customer potential and propensity (CPP).??

Technology Sales : Demand Generation and Orchestration

Creates, develops, and drives opportunities based on industry best practices. Presents opportunities to the customer and creates demand. Develops a plan, within a broader strategy, to create and qualify a set number of opportunities for product sales, solutions sales, or consumption. Leverages multiple channels (e.g., social media) to create demand. Leads technical teams for driving opportunities including Specialist Team Unit (STU), Customer Success Unit (CSU), and others, as necessary. Leads efforts to reach out to key stakeholders to give customer-driven pitches and drives the appropriate customer reach together with the account executive to generate new demands.

Leads mission Account Strategy Envisioning (ASE) with the extended account team, customer, and partner to deliver the outcomes for the customer through joint envisioning, as a vehicle for Industry Sales Kits and Horizontal Solution Plays. Creates new Stage 1 opportunities, both billed and consumed, with Technical Decision Maker (TDM) customer stakeholders, managing consumption pipeline with extended team to maintain velocity, and unblocking issues. Orchestrates efforts to drive MCEM lifecycle and stage progression in collaboration with the Specialist Team Unit (STU), Customer Success Unit (CSU). Coaches peers (often as a mentor across a region or country) on how to create and maintain an opportunity initiation and how to map Microsoft priorities to opportunities. Defines the technology blueprint for opportunity initiation, and sets and shares standards and best practices for others to follow.

Leads the customer journey into the era of agentic AI by creating a targeted approach tailored to their current mission requirements and positions Microsoft as a leader for the future, both for accelerating productivity as well as helping the customer create new capabilities to support their business and missions. Leverages expertise of current technology landscape and understanding of AI, cloud and AI infrastructure and security capabilities to plot the foundational elements on the technology roadmap that need to be in place to realize value for the customer. Builds a mid-term strategy for mission programs as well as an immediate opportunity pipeline and orchestrates execution through the appropriate technical teams from the Specialist Team Unit (STU) and with appropriate Partners.

Diffferentiated Value Proposition

Acts as the customer's Technology Mentor in established relationships with senior mission pursuit and mission program leaders including technical decision makers (TDMs) and / or business decision makers (BDMs) at the Chief X Officer (CXO)-level. Develops extended relationships beyond core customers, advises on solutions, and aligns Microsoft capabilities with customer mission requirements. Leads customer business transformations through digital technologies for assigned accounts to drive mission outcomes and create business value for customers by understanding the DIB industry and position to provide guidance and to challenge customer thinking with innovative ideas that showcase the need for change and new strategic direction, and proactively involves corporate and cross-industry resources to drive customer transformation. Ensures line-of-business wins are captured (e.g., customer write-ups) as reference for scale.

Partners with a line-of-business leader or senior executive within a large-scale or high-impact customer organization to articulate how complex Microsoft technology / services will meet future business needs better than the competition and will enable the achievement of long-term growth and success. Leverages the full scope of Microsoft's digital technologies for offering varied solutions and services.

Mapping and Account Planning

Helps customer technical specialists build the message to sell Microsoft offerings to other parts of their business. Contributes to the creation of stakeholder maps for accounts, determines and orchestrates a coverage plan, and builds out an execution framework across multiple Rooms of the House of the customer.

Orchestrates internal teams and partner ecosystem (inclusive of global systems integrators, consultancy partners, and Microsoft Industry Solutions (IS) to ensure sufficient technical resources for demand generation, when appropriate. Contributes to global resource requirement availability, and understands how to allocate and create the appropriate resources for the project. Proactively bridges technology resources with the customer.

Establishes best practices and standards around account planning and review for aligning with quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Share account planning output with the customer and constantly realign to the customer's expectations. Coordinates highly complex extended account teams (e.g., spanning complex technologies, geographies, functions) and drives forecasting and tracking of the business. Owns the technical portion of the account plan and leads the customer plan delivery for large, critical, and / or strategic accounts. Captures all Account Planning input in MSX D365 Account Plan. Provides Account thought leadership inclusive of information technology (IT), industry, and business strategy knowledge, and shares best practices internally while providing coaching to subsidiary resources. Leverages account thought leadership in partnership with account executives to set and refine strategy, own accountability for outcomes, and lead extended teams.

Education and Thought Leadership

Leads customer technology engagement by motivating and inspiring technical resources of?customer, partner, and Microsoft towards customer's business transformation. Delivers regular (e.g., quarterly, monthly) industry / technology engagements and / or briefings to customer Chief X Officers (CXOs), their technical team, and business decision makers (BDMs) to drive execution and focus on competitive advantage.??

Uses existing and new readiness resources and demonstrates expertise in creating enablement plans for large and high-stakes customers, and all-up Microsoft business. Drives innovations to help customers meet capacity and capability goals, maximize reach and impact, and drive long-term engagement and thought leadership on the Microsoft platform, and influences large customers to see and adopt the strategic value. Drives customer skilling initiatives and execution along with the account executive (AE) and enterprise skilling initiative (ESI) teams.

Other

• Embody our culture and values

Qualifications

Required / Minimum Qualifications

Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 5+ years technical consulting, technical consultative selling, practice building, or related technical / sales / industry experience

OR equivalent experience.

Other Qualifications :

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

Citizenship & Citizenship Verification : ?This position requires verification of U.S citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and / or local United States government agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport.

Citizenship & Citizenship Verification : ?This role will require access to information that is controlled for export under U.S. export control regulations, potentially under the International Traffic in Arms Regulations or the Export Administration Regulations.? As a condition of employment, the successful candidate will be required to provide proof of citizenship, for assessment of eligibility to access the export-controlled information. To meet this legal requirement, citizenship will be verified via a valid passport.

Additional or Preferred Qualifications

Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 9+ years technical consulting, technical consultative selling, practice building, or related technical / sales / industry experience

OR equivalent experience.

3+ years experience in digital transformation or using technology to drive customer business outcomes.

2+ years experience in business consulting, consultative selling, or change management.

3+ years experience leading technical, support, and / or partner teams.

Microsoft AI and Azure Certifications

TOGAF-certified

Strategic Account Technology IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 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 $137,600 - $222,600 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here :

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and / or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations. ()