Strategic Account Management Director

Overview

Strategic Account Management Director at Microsoft. This role orchestrates global teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Partners with customers and/or partners to provide innovative solutions and to integrate Microsoft technology in their business. Uses deep knowledge of Microsoft product landscape, solutions, and strategy to address customer needs. Acts as the voice of the customer and internal advocate. Provides analysis of overall customer needs for large, complex accounts and advises on gaps that would benefit from Microsoft solutions. Leads customer business transformations through digital transformation for assigned accounts. Creates stakeholder maps, coverage plans, and execution frameworks. Establishes best practices and standards for aligning with quota attainment, consumption goals, and customer gaps to inform quarterly and fiscal objectives. Utilizes readiness resources and creates enablement plans for large and high-stakes customers within One Microsoft.

Responsibilities

Account Management

• Manages the development and application of a mature multi-year customer account plan based on proven methodologies to manage a sustainable, long-term business portfolio. Leads strategies for the assigned account to yield high-volume sales and open new opportunities for both Microsoft and partners, aligned to goals, budgets, and forecasts.
• Solicits feedback on additional needs, products, and features to develop targeted strategies. Demonstrates understanding of the customer's business model to articulate growth opportunities and shape ecosystem. Influences stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities and Microsoft offerings.
• Leads collaboration with internal and external partners and industry partners with technical decision makers to develop tailored account plans that grow sales and partner impact. Collaborates across the organization and partners to impact the broader ecosystem.
• Expands strategic network of internal and external partners and decision makers to ensure execution of core tasks and a comprehensive account management experience.
• Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, increase revenue potential, and open new opportunities for Microsoft and partners. Leads and coordinates a diverse team on plan execution and drives accountability to deliver on account plans and grow the account.

Competitive Knowledge

• Leverages internal networks to strengthen knowledge of the industry, competitors, and customer business priorities. Shares knowledge internally to influence customers' business capabilities, drive solutions, and enhance account growth.

Customer Engagement

• Develops a strong understanding of the customer's business needs, priorities, strategies, and industry insights. Delivers insights on business strategy and educates customers on addressing them jointly. Guides internal colleagues to deepen customer knowledge and deliver solutions into overall long-term strategy.
• Elevates stakeholder relationships and uses Microsoft sales strategies across multiple levels of the customer's organization to secure buy-in and execution. Expands strategic customer relationships to drive larger impact across the organization.

Sales Excellence

• Orchestrates high-impact solutions enabling digital transformation and demonstrates the value of Microsoft's cloud offerings. Builds cross-ecosystem solutions aligned to account needs and industry trends.
• Creates long-term strategies to build loyalty and anticipates issues/risks on customer satisfaction. Establishes recovery actions and maintains trusted advisor status with executive stakeholders. Encourages feedback to Microsoft executives and drives One Microsoft alignment.
• Engages decision makers to drive customer strategy, goals, and optimization. Tailors solutions to meet KPIs and expands relationships within the customer.
• Mentors account teams and internal stakeholders to build deep partnerships with decision makers and identify new opportunities. Uses strong sales and communication strategies to meet business needs and drive opportunities.
• Creates and qualifies new opportunities by identifying strategic opportunities and guiding customers on how to identify additional opportunities. Builds a partner ecosystem and motivates team members to pursue opportunities.

Strategic Thinking

• Articulates Microsoft's and partners' point of view to drive purchase decisions and increase engagement across multiple levels of the customer organization. Addresses complex blockers and drives execution.
• Uses industry-focused insights to create long-term competitive advantage for the customer.
• Participates in strategic discussions to evolve the customer's business model using Microsoft capabilities. Drives strategic initiatives toward a holistic digital approach for Microsoft and the customer.
• Embody our culture and values.

Qualifications

Required Qualifications

• Bachelor's Degree AND 10+ years in an industry and/or driving digital transformation OR Master's Degree AND 9+ years in an industry and/or driving digital transformation OR 13+ years in an industry and/or driving digital transformation OR equivalent experience.
• 6+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.
• 8+ years experience closing large, complex agreements/deals.

Preferred Qualifications

• Bachelor's Degree AND 13+ years in an industry and/or driving digital transformation OR Master's Degree AND 11+ years in an industry and/or driving digital transformation OR equivalent experience.
• Do you have 10+ years of experience managing large, complex global relationships AND/OR relevant industry experience, particularly in the healthcare payor sector.

Other Qualifications

• Microsoft is unable to sponsor a work visa for this role due to the nature of the role’s job duties.

Strategic Account Management IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations within the San Francisco Bay area and New York City area; the base pay range in those locations is USD $170,300 - $239,800 per year. Certain roles may be eligible for benefits and other compensation. Find additional information here:

Microsoft will accept applications for the role until September 25, 2025.

Microsoft is an equal opportunity employer. If you need assistance or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

Seniority level

• Not Applicable

Employment type

• Full-time

Job function

• Industries

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