Strategic Account Director at Microsoft

We are looking to hire a Strategic Account Director with experience in the Energy / Oil & Gas industries.  In this role you will lead the dialogue with one of our most significant clients. You will exercise both formal and informal leadership over a broader team committed to supporting this esteemed client.

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.

Qualifications

Required/minimum qualifications:

• 8+ years experience closing large, complex agreements/deals. 8+ years experience making recommendations to and/or collaborating with mid-to-senior level executives. Bachelors Degree AND 10+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation.
  • OR Masters Degree AND 9+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation.
  • OR 13+ years experience in working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation.

Additional or preferred qualifications:

• 1+ year(s) people management experience. Bachelors Degree AND 13+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation.
  • OR Masters Degree AND 11+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation.

Strategic Account Management M5 - The typical base pay range for this role across the U.S. is USD $130,000 - $217,600 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 $168,600 - $237,500 per year

Microsoft will accept applications for the role until November 30, 2024. 

Responsibilities

People Management

• Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
  • Model - Live our culture; Embody our values; Practice our leadership principles.
  • Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
  • Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Leading and Transforming the Business

Develops and drives go-to-market sales strategy and execution to ensure success within their market based on Microsofts and customer/partner needs. Develop strategies and coaches’ managers to align teams with customers, compete, and market strategies that drive sales, consumption, and Digital & Artificial Intelligence (AI) transformation solutions. Leads, collaborates with, and empowers managers to execute on strategic initiatives, achieve targets and build and manage pipelines that achieve growth and accelerate customer/partner value realization. Develops talent internally and attracts the talent needed to Microsoft. Leads teams by example, driving high-value engagements and creating trusting relationships with customers and partners. Coaches’ teams and drives the execution of go-to-market based on customer, partner, and Microsoft needs, and scaling business across markets. Oversee and direct actions to drive balance in business, financial, and people outcomes. Manages customer planning across accounts to ensure that teams across organizations drive end-to-end orchestration for customer value realization and outcomes. Defines long-term expectations and goals across teams to consistently leverage opportunities and effectively develop, align, and execute on market sales strategies.

Leads and aligns business within the segment, driving strategic direction across teams to enable revenue growth by proactively addressing business and competitive needs. Drives orchestration among internal teams and holds others accountable. Leads and influences across segments, partners, and internal leaders to drive growth and transformation across accounts. Aligns and gains buy-in from leaders and functions across the organization to ensure success of mutual plans and objectives. Influences the adoption of change based on breakthrough discoveries to drive impact (e.g., new operating model, improving collaboration). Drives teams to deliver success for business accountabilities. Leads teams across an organization to consistently leverage customer/partner insights and market strategies to act on opportunities to drive consumption, new solutions, and annuity business. Leads and coaches’ team and/or managers to maintain a growth and customer/partner mindset in response to the business environment. Empowers teams to enable Digital & Artificial Intelligence (AI) transformation for our customers and realize value from solutions that drive impactful market share growth. Directs teams to strategies and expectations for leveraging established systems, programs, and tools that enable consistent customer planning and a rhythm of business (RoB) to align end-to-end solutions with go-to-market priorities across the customer portfolio and Microsoft solutions lifecycles.

Defines ongoing and long-term customer value realization and satisfaction strategies contributing to net-new revenue and business growth. Holds teams accountable for customer value realization satisfaction, and coaches them on best practices and semi-annual survey results. Ensures internal and external executives are aligned on key areas of improvement to further impact increasing customer value realization and satisfaction. Manages and leverages key executive relationships across customer stakeholders (business and IT) to understand drivers of business value, satisfaction, and sentiments. Maintains a strategic perspective on customers and partners to business models and helps them evolve to achieve growth, be competitive, and realize greater alignment between the partner and Microsofts business models and needs. Understands portfolio of strategic partners (Global Systems Integrator (GSI), Independent Software Vendor (ISV) and drives engagement across teams.

Accelerating Growth

Leverages industry and market expertise, proactively leading teams to identify solutions to drive new opportunities and strategies in alignment with customer needs. Establishes a technology-driven professional presence in the market and represents Microsoft as a thought leader who can articulate connections between Microsoft solutions to relevant business contexts with industry and market leaders (e.g., speaking at external events, sitting on boards). Pursues the industry of choice to create more strategic relevance and value with customers. Coaches’ teams to consider global perspectives in best practices in local trade, regulatory, and policy environments across geographic areas. Coaches’ managers and teams tailor customer engagement for specific industries with relevant customer references and socializes best practices across their organization. Identifies and creates customer references for landmark successes in one or more strategic industries to develop a competitive advantage and to articulate ability to deliver customer value to achieve outcomes. Leverages experiences and expertise with customers across industry to influence the development of programs that help scale and accelerate successful engagements.

Leads and coaches’ teams on the development and implementation of scalable go-to-market for maximizing revenue, consumption, and growth across solution areas. Shares best practices and holds managers and teams accountable for leveraging market-specific insights and highlighting solutions that solve business and technology challenges. Coaches’ teams to identify and proactively engage influencers to drive Microsofts perspective across accounts and to utilize available programs to drive customers to expand budget. Sets the expectations for and enables teams to be self-sufficient in leveraging digital assets and data insights and exhausting all opportunities to develop relationships with new and existing customers.

Defines expectations and sets strategies for teams to leverage drivers of Digital & Artificial Intelligence (AI) transformation relevant to their customers and partners across business units. Acts as a thought leader in optimally leveraging transformation across solution areas. Consults with customers and internal/external Partners to ensure successful value realization in delivery of solutions to customers. Drives and coaches’ teams to orchestrate across units and Partners to leverage and accelerate innovative transformation opportunities. Coaches’ managers to ensure internal partners are educated on industry trends and solutions. Develops and share strategies for expanding relationships across customers lines of business that enable innovative solutions, deliver business value, and create market growth. Coaches and supports teams to leverage industry experts within MS to identify and execute on transformation opportunities.

Driving Success with and Through Others

Fosters and defines a culture of inclusion, learning, mentorship, coaching, customer-centricity, accountability, collaboration, and achievement of bold goals. Influences and inspires managers and teams across the organization to motivate, engage, and bring teams together. Leads a diverse and inclusive workforce, creates and hires diverse teams, and fosters an inclusive working environment via well-established inclusive behaviors. Develops and rewards high-performing individuals and teams, hires diverse talent, prioritizes development, leads by example, and prepares people for more senior positions in other parts of the organization.

Leads business planning and alignment beyond fiscal year boundaries across segments, partners, and teams to drive growth and transformation, define expectations for sale execution, and holds teams accountable for results. Defines where orchestration is needed for success, creates new points of entry for integration and collaboration, sets the tone for an organizational culture of inclusion. Shares best practices and a global perspective across the organization for managing competing priorities, reducing complexity for customers, and mitigating execution challenges, while maintaining a high level of accountability. Drives clarity when leading engagements across the organization by defining mutual and shared priorities across lines of business to drive impactful outcomes. Leads and coaches’ teams on engagements with key stakeholders to develop clear short- and long-term execution strategies that meet customers and Microsofts objectives. Defines best practices across teams for developing go-to-market strategies based on mutual business needs and scaling across markets and globally.

Builds and maintains a broad executive network inclusive of partners. Cultivates an ecosystem of customer and external partners and defines where there is a need for partners to act in Microsofts market to accelerate consumption and/or growth. Inspires and influences engagements between partners and executives on long-term business planning, development of scalable strategic partnerships, and influencing customer needs and outcomes across one or more industries. Ensure teams across their organization maintain relationships with an ongoing long-term focus that looks past quarterly and annual targets. Models and creates a rhythm of business (RoB) with customers and partners that enables continuous engagement and future strategic planning.