Account Technology Strategist

Overview

Lead the future of AI-powered transformation for one of the world's most influential telecommunications organizations. The Federal Civilian Operating Unit is a high-performing, industry-focused team dedicated to helping customers achieve ambitious business outcomes through Microsoft's AI, cloud, security, data, and platform solutions.

Microsoft's Enterprise Account Team empowers customers on their AI transformation journey by envisioning new possibilities, delivering solutions that create targeted business outcomes, and driving durable revenue growth for Microsoft.

As an Account Technology Strategist supporting Federal Civilian customers, you will translate business priorities into a viable technology strategy and roadmap across Microsoft's portfolio. You will bring deep technology leadership, industry perspective, and consultative selling skills to help the customer securely adopt AI, modernize core platforms, strengthen security posture, and realize measurable value from Microsoft cloud investments.

In collaboration with the Enterprise Account Executive, you will orchestrate Microsoft and partner teams across sales, solution architecture, customer success, engineering, and industry resources. This role requires executive presence, strong commercial judgment, and the ability to influence complex strategic negotiations while becoming a trusted technology advisor to the customer.

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/security strategy. Lead executive conversations, secure AI assessments, and roadmap discussions that connect Microsoft capabilities to Federal Civilian customers’ mission and transformation priorities.

Customer Technology Leadership - Develop and nurture trusted relationships with C-level technology executives, technical decision makers, and business decision makers. Challenge assumptions through constructive dialogue and bring industry-relevant solutions that accelerate business outcomes.

Strategic Account Planning and Roadmap - Own the technical portion of the account plan, stakeholder map, and multi-horizon technology roadmap. Align the plan to customer priorities, consumption goals, Microsoft Cloud adoption, and customer value realization; capture account-planning input and translating into pipeline.

Demand Generation and Pipeline Orchestration - Lead Account Strategy Envisioning and opportunity initiation with the extended account team, customer, and partners. Create and progress billed and consumed opportunities, manage consumption pipeline velocity, and unblock issues across the Microsoft Customer Engagement Methodology (MCEM) lifecycle.

Cloud Sales and Commercial Strategy - Apply deep cloud sales experience to shape Microsoft Azure, AI, data, security, and modernization opportunities. Support complex strategic negotiations and deal structures by aligning business value, deployment timelines, consumption commitments, adoption plans, and measurable ROI.

Cross-Team and Partner Orchestration - Lead and align internal Microsoft teams, including Account Team Unit (ATU), Specialist Team Unit (STU), Customer Success Unit (CSU), Engineering, partners, and industry resources. Orchestrate the right technical capacity, executive engagement, and partner ecosystem to deliver coordinated execution and customer success.

Industry Knowledge - Apply Federal Civilian industry knowledge to identify market trends, competitive dynamics, threats, opportunities, and barriers to growth. Translate industry context - including mission modernization, AI-enabled operations, data platforms, cybersecurity, citizen services, and secure cloud adoption - into actionable customer strategies.

Trusted Advisor and Customer Advocacy - Serve as the customer's technology mentor and voice of the customer inside Microsoft. Escalate pressing issues, create feedback loops with product and engineering teams, and advocate for solutions and capabilities that support customer outcomes.

Operational Excellence and Value Realization - Establish governance rhythms, track progress against account and consumption goals, define success metrics, and articulate business value through quantitative and qualitative storytelling.

Other: Embody our culture and values

Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 7+ years technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience

OR equivalent experience.

Required Qualifications

Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 7+ years technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience OR equivalent experience.

Other Requirements

• 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 customer 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, or other approved documents, or
• verified US government Clearance

Preferred Qualifications

US Dept of Commerce experience

Application Development experience

Ability to architect and develop using Microsoft platforms

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:

https://careers.microsoft.com/us/en/us-corporate-pay

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.

Insights from previous hires

Top skills: Automation, Business, Architecture, Analytics, Sales, Management, Business Analysis, Account Management, Technical Support, NET Framework

Common previous titles: Manager Customer Success, Cloud Solution Architect, Technical Specialist, Tech Support Engineer, Senior Tech Support Engineer, Senior Solution Engineer, Senior Product Manager, Senior Engineer Manager, Senior Manager Customer Success, Engineer Senior