Note: The job is a remote job and is open to candidates in USA. Microsoft is seeking a Senior Services Account Executive to lead services sales engagements for State and Local Government and Education customers. The role develops executive relationships, translates customer priorities into services strategies, and manages consulting, support, renewal, and expansion opportunities across the full sales lifecycle.
Responsibilities
- Lead consultative services sales by listening to customer priorities, shaping a clear point of view, and aligning Microsoft consulting and support capabilities to measurable business and mission outcomes
- Own the services sales lifecycle across assigned accounts, including account planning, opportunity identification, qualification, solution shaping, pipeline generation, forecasting, negotiation, close, renewal, and expansion
- Build and maintain relationships with customer executives, procurement leaders, business decision-makers, technology leaders, and other stakeholders who influence strategy, funding, acquisition, delivery, and adoption
- Create and execute territory and account plans that balance large, strategic consulting and Microsoft Unified Services pursuits with the operational rigor required to progress a broader volume of strategic and transactional opportunities
- Identify, qualify, lead, and close strategic cloud, artificial intelligence, security, data, business applications, consulting, and Microsoft Unified Services opportunities connected to customer priorities
- Orchestrate a One Microsoft approach across account teams, solution specialists, customer success teams, consulting teams, customer success, delivery resources, legal, finance, operations, and partners
- Integrate consulting and Microsoft Unified Services into a single customer value proposition, including implementation, adoption, operational health, risk management, and long-term platform success
- Develop high-quality close plans for qualified opportunities; manage commercial terms, contracting dependencies, approvals, risks, and customer commitments through formal agreement
- Maintain accurate and timely opportunity, pipeline, forecast, renewal, and account-planning information; use data and sales process discipline to identify risk, focus resources, and improve execution
- Serve as a trusted advisor who brings industry insight, Microsoft capabilities, and relevant customer patterns to help customers make informed transformation decisions
- Demonstrate knowledge of public-sector buying and contracting environments, including requests for information, requests for qualifications, requests for proposals, invitations to bid, procurement rules, cooperative contracts, funding cycles, and stakeholder governance
- Understand the distinct missions, operating models, and buying patterns across state government, local government, and education customers
- Apply relevant industry knowledge across Health and Human Services; Public Safety and Justice; Transportation; Public Finance; higher education; University athletics; academic research; and Academic Medical Centers
- Recognize how policy, funding, procurement timing, incumbent relationships, delivery capacity, and organizational readiness affect opportunity strategy and sales-cycle progression
- Position consulting and Microsoft Unified Services as connected components of the customer journey, creating seamless paths from strategy and implementation through adoption, operational health, and ongoing value realization
Skills
- * Bachelor's Degree AND 6+ years consultative sales experience in the commercial or public sector (e.g. finance, local government) or related work OR equivalent experience
- * Bachelor's Degree in Business, Information Technology (IT), or related field AND 10+ years consultative sales experience in the commercial or public sector (e.g. finance, local government) or related work OR equivalent experience
- * Experience in enterprise sales, services sales, consulting sales, account management, business development, or a related customer-facing role in the commercial or public sector, or equivalent experience
- * Demonstrated ability to originate, qualify, shape, and close complex services opportunities involving multiple customer and internal stakeholders
- * Experience building account or territory plans and managing a pipeline across opportunities of different sizes, time horizons, and levels of complexity
- * Ability to communicate business value and solution strategy to executive, business, technical, procurement, and operational audiences
- * Ability to collaborate across sales, customer success, technical, delivery, operations, legal, finance, and partner teams
- * Working knowledge of cloud transformation, artificial intelligence, security, data, business applications, consulting, and enterprise support concepts
Benefits
- Certain roles may be eligible for benefits and other compensation.
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