Services Account Executive- Public Sector

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Services Account Executive role is designed to represent both Unified Support and Consulting Services across all stages of the sales framework. The SAE acts as a trusted advisor, partnering with AEs, SSPs, CSAMs, and STUs to accelerate cloud growth, AI transformation, and customer value realization.

Core responsibilities:

1. Deliver Secure, Personalized Cloud Journeys

   • Align services to customer goals and drive measurable outcomes.
   • Embed services insights into account planning and transformation efforts.

2. Protect & Grow Unified Base Services

   • Engage early for proactive renewals.
   • Collaborate with CSAMs to reinforce value and uncover growth opportunities.
   • Achieve renewal rate targets and grow renewing accounts.

3. Drive Growth Through Enhanced Solutions

   • Land Enhanced Solutions with every product sale.
   • Sell consulting engagements and secure new Unified deals.

4. Strategic Partnership & Planning

   • Co-create transformation plans with full account teams.
   • Support MACC planning and execution milestones.
     

The SAE role is designed for high-impact sellers who can drive AI transformation, cloud growth, and customer success across Strategic and Upper Majors accounts. Recommended qualifications include:

1. Strategic Sales Expertise

• Proven ability to co-create transformation plans with AEs, CSAMs, and STUs.
• Experience in quota retirement through ATU-led Account Plans and CSU-led Customer Success Plans.
• Familiarity with MACC planning, consumption forecasting, and milestone execution.

2. Unified & Consulting Services Knowledge

• Deep understanding of Unified Base Services and Enhanced Solutions.
• Ability to land consulting engagements, secure renewals, and grow Unified deals.

3. Customer Engagement & Planning

• Skilled in account planning orchestration, including long-term visioning and 3-horizon roadmaps.
• Ability to lead Quarterly Business Reviews, executive sponsor engagement, and customer governance.

4. Technical & AI Fluency

• Comfortable engaging across all MCEM stages: Listen & Consult, Inspire & Design, Manage & Optimize, Empower & Achieve.
• Capable of aligning services to AI transformation goals and technical strategy.

5. Cross-Functional Collaboration

• Strong partnership with ATU, STU, CSAM, and SSP roles.
• Ability to embed services insights into planning and execution.

• Lead Services Sales to realize customer vision through consultative selling, listening, and continuous planning to achieve Enterprise [Major or Strategic] customer business outcomes.​
• Collaborate with stakeholders using a One Microsoft Approach. Identify sales opportunities and drive customer value across sales stages. Manage the sales process for the Microsoft Services portfolio to execute sales across AI Business Solutions, AI Cloud Platforms, and Security.​
• Engage in cross-solution selling with the STU, leveraging the Microsoft Services portfolio to increase revenue growth. Position and sell the Unified Mission Critical Portfolio and Security Services to maintain a secure cloud infrastructure.​
• Identify and sell Microsoft Services to address customer challenges through co-innovation with partners and teams. Engage cross-industry resources to achieve AI Transformation ambitions. Utilize the Account planning process to identify opportunities supported by Custom Consulting Sales and Unified GBB resources.​
• Manage the assigned territory by forecasting accounts, developing a portfolio plan, and executing a sales strategy to increase Unified penetration through alignment with key stakeholders.​
• Build a durable annuity business by securing multiyear agreements and managing renewal with high predictability.