Account Management - Public Sector

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.

The Account Manager- Public Sector role is pivotal in cultivating and maintaining strong relationships with customers. This position involves using Microsoft sales strategies to engage with executive, business, and technical decision-makers at high levels within customer organizations. The Account Manager will proactively develop a comprehensive understanding of the customer's business and technology needs, identify opportunities for optimization, and present solutions based on customer insights. This role also includes advocating on behalf of the customer internally to ensure their needs are addressed, supporting business transformation through technology, and fostering trust and brand loyalty through multiple levels of the customer's organization.

Responsibilities

Customer Engagement

• Proactively cultivates relationships with customers and uses Microsoft sales strategies with executive, business, and technical decision makers at high levels of the customer's organization through consultative engagement to establish alignment and secure buy-in and execution. Connects the customer to Microsoft business and technical executives. Establishes Rhythm of Business (RoB) with top customer sponsors to regularly highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI).
• Proactively develops a comprehensive understanding of the customer's business and technology needs and priorities for each assigned account. Identifies opportunities to drive optimizations and new business and technology solutions based on customer's strategies. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed.
• Supports business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers. Leverages consultative and insightful listening skills that disrupts the mindset of customers by bringing innovative ideas that showcase the need for change and new strategic direction.

Account Management

• Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts and works to ensure engagements yield high volume sales for both Microsoft and the customer that are on track with goals, outcomes, and forecasts.
• Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders.
• Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs.

Sales Excellence

• Actively seeks customer feedback regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction. Helps in the creation of long-term strategies aimed at maintaining levels of customer satisfaction.
• Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple assigned accounts.
• Develops compelling, value-proposition presentations and specialized business plans for customers that drive business outcomes.

Industry Knowledge

• If aligned by industry, exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape.

Qualifications

Required/Minimum Qualifications

• 7+ years experience in working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
• OR Bachelor's Degree in Business, Technology, or related field AND 5+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
• OR Master's Degree in Business Administration AND 4+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
• OR equivalent experience.

Additional or Preferred Qualifications

• Bachelor's Degree in Business, Technology, or related field AND 8+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
• OR Master's Degree in Business Administration AND 6+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
• 5+ years account management experience OR equivalent.

Microsoft is an equal opportunity employer. Consistent with applicable law, 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.