OverviewState and Local Government and Education (SLED)Role OverviewThe Services Account Executive is the account-aligned owner for Microsoft Services sales. This role develops trusted relationships with customer executives and business and technology leaders, translates mission and operational priorities into actionable services strategies, and orchestrates Microsoft teams and partners across the full sales lifecycle. The successful candidate balances strategic opportunity creation with disciplined management of a high-volume territory and a durable portfolio of consulting, Microsoft Unified Services, renewal, and expansion opportunities.
ResponsibilitiesKey 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.
State and Local Government and Education Business Acumen- 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.
Key Foundational CharacteristicsGrowth mindset, grit, and calm leadership: Sets the tone through realistic optimism, resilience, curiosity, and composure under pressure. Uses a clear problem-solving framework when challenges or recurring themes arise, distinguishes between issues that can be resolved independently and those requiring escalation, and escalates with appropriate context, options, and a recommended path forward.
Strategic hunting and disciplined account management: Demonstrates the experience or ability to create and pursue large, complex consulting and support opportunities while maintaining the operational rigor needed to manage renewals, expansions, and a steady volume of transactional deals. Allocates time and resources intentionally so near-term execution supports, rather than displaces, long-term growth.
State and Local Government and Education fluency: Understands public-sector procurement, competitive solicitations, stakeholder complexity, and the operating priorities of major sub-verticals. Can explain how consulting and support should be positioned together to reduce risk, accelerate outcomes, strengthen adoption, and create durable customer value.
Executive presence and influence: Communicates with clarity, credibility, and sound judgment. Builds alignment across senior customer stakeholders and complex internal teams without relying on formal authority.
Business ownership and operational excellence: Runs the territory as a business, establishes priorities, maintains pipeline and forecast discipline, identifies risks early, and follows through on commitments with urgency and accountability.
Customer and mission orientation: Starts with the customer mission and desired outcomes, not the portfolio. Connects technology and services decisions to the operational, constituent, student, patient, workforce, or community impact the customer is seeking.
QualificationsRequired Qualifications- 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.
Preferred Qualifications- Experience selling consulting, professional services, managed services, or enterprise support to State and Local Government and Education customers.
- Experience with public-sector requests for information, requests for qualifications, requests for proposals, invitations to bid, procurement processes, contracting vehicles, and complex negotiations.
- Demonstrated success balancing new-business development with renewal, expansion, and portfolio management responsibilities.
- Industry experience in one or more priority areas, including Health and Human Services; Public Safety and Justice; Transportation; Public Finance; K-12 education; higher education; academic research; or Academic Medical Centers.
- Experience working across a broad ecosystem of technology, consulting, delivery, and partner organizations to achieve customer outcomes.
Services 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 metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 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.
