Account Strategist Jobs in Virginia (NOW HIRING)

Overview
Overview
As a Strategic Account Technology Strategist (ATS) within Microsoft's Defense Industrial Base (DIB) business, you will serve as the trusted technology advisor to some of Microsoft's most strategic Aerospace & Defense, Government Contractor, and Professional Services customers. You will partner with senior business and technology leaders to align their mission, business, and digital transformation objectives with Microsoft's AI, Copilot, Security, Data, and Cloud platforms.
As a core member of the Account Team Unit (ATU), you will orchestrate Microsoft resources, partners, and customer stakeholders to create and execute long-term technology strategies that drive mission outcomes, business growth, operational resiliency, and competitive advantage. You will help customers modernize legacy environments, secure critical infrastructure, accelerate AI adoption, and transform how they deliver services in highly regulated and complex environments.
This role combines executive engagement, technology leadership, industry expertise, and strategic business planning. The successful candidate will possess a deep understanding of the Defense Industrial Base ecosystem, including the technology, security, compliance, and operational challenges faced by government contractors and mission-critical organizations.
Microsoft's mission is to empower every person and every organization on the planet to achieve more. We foster a culture of growth mindset, innovation, inclusion, and accountability, enabling our employees and customers to achieve meaningful impact.
Responsibilities
Customer AI and Security Strategy Leadership

• Develop and articulate customer technology strategies, digital transformation roadmaps, and AI adoption plans aligned to business and mission priorities.
• Lead executive-level discussions around AI, Copilot, Security, Data, and Cloud transformation.
• Document customer business objectives, technology landscapes, modernization initiatives, and strategic priorities.
• Translate complex mission and business requirements into actionable technology strategies that deliver measurable outcomes.

Trusted Technology Advisor

• Build and maintain trusted relationships with CIOs, CTOs, CISOs, Chief Engineers, Program Executives, and other senior decision makers.
• Serve as Microsoft's technology strategist and advocate within assigned strategic accounts.
• Challenge customer assumptions through constructive dialogue and industry-informed perspectives.
• Act as the voice of the customer, influencing Microsoft product teams, engineering, and leadership to address customer opportunities and needs.

Defense Industrial Base Industry Expertise

• Apply deep knowledge of the Aerospace & Defense, Government Contracting, and Professional Services industries to shape customer technology strategies.
• Understand market trends, acquisition environments, government mandates, cybersecurity requirements, and emerging mission needs impacting customer growth and competitiveness.
• Provide thought leadership regarding AI adoption, secure modernization, digital engineering, software innovation, and mission transformation.
• Leverage industry insights to identify opportunities for innovation, business growth, and operational efficiency.

Technology Leadership Across Solution Areas

• Lead conversations spanning Microsoft Security, Azure, Data & AI, Business Applications, Modern Work, and Copilot.
• Drive integrated solution strategies that demonstrate how Microsoft technologies support customer business and mission outcomes.
• Guide customers through cloud migration, application modernization, AI deployment, security transformation, and data platform modernization initiatives.
• Collaborate with technical specialists, architects, and partners to ensure solutions align with strategic customer objectives.

Strategic Account Planning and Execution

• Lead technology strategy development as part of the overall account planning process.
• Identify opportunities to accelerate customer innovation, platform adoption, and business transformation.
• Drive alignment between customer priorities and Microsoft consumption, revenue, and growth objectives.
• Partner with Account Executives, Customer Success teams, Specialists, and Partner organizations to execute account strategies and deliver outcomes.

Ecosystem Orchestration and Partner Engagement

• Influence and coordinate virtual teams across Microsoft and the partner ecosystem.
• Drive co-sell strategies and partner engagement to accelerate customer outcomes.
• Ensure appropriate technical expertise, resources, and executive sponsorship are aligned to strategic opportunities.
• Facilitate executive briefings, workshops, and strategic reviews.

Executive Communication and Thought Leadership

• Deliver industry and technology briefings to executive stakeholders.
• Present strategic recommendations, business cases, and technology roadmaps to senior customer leadership.
• Communicate complex technical concepts in a business-focused manner.
• Represent Microsoft as a thought leader within the Defense Industrial Base community.

Qualifications
Required Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field

AND

• 5+ 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 customers 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.
Citizenship & Citizenship Verification: This role will require access to information that is controlled for export under U.S. export control regulations, potentially under the International Traffic in Arms Regulations or the Export Administration Regulations. As a condition of employment, the successful candidate will be required to provide proof of citizenship, for assessment of eligibility to access the export-controlled information. To meet this legal requirement, citizenship will be verified via a valid passport.
Preferred Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 9+ years technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience OR equivalent experience.
• 3+ years experience in digital transformation or using technology to drive customer business outcomes.
• 2+ years experience in business consulting, consultative selling, or change management.
• 3+ years experience leading technical, support, and/or partner teams.
• 6+ years supporting Defense Industrial Base, Aerospace & Defense, Federal Systems Integrators, or mission-focused organizations.
• Experience with Microsoft Azure, Microsoft Security, Microsoft Copilot, Data & AI solutions, and cloud transformation strategies.
• Experience developing executive technology roadmaps and long-term strategic plans.
• Ability and Willingness to acquire and maintain a US Government Clearance.
• Experience engaging with senior business and technology executives.
• Experience driving digital transformation, cloud modernization, cybersecurity, or AI adoption initiatives.
• Experience leading cross-functional teams and influencing stakeholders without direct authority.
• Experience leading large, complex business transformation initiatives.
• Understanding of government compliance and cybersecurity requirements, including environments supporting regulated workloads.
• Strong executive presence with the ability to influence C-level decision makers.

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.