Director, Strategic Accounts- Retail

Overview

The Retail & Consumer Goods organization brings together deep industry expertise, strategic customer relationships, and Microsoft capabilities to help customers address their most important business priorities. As part of this team, you will build trusted relationships with senior customer leaders, collaborate across Microsoft and our partner ecosystem, and help shape long-term strategies that create meaningful business impact. In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

As an Director of Strategic Accounts for Retail, you will lead the development and execution of a strategic, long-term customer plan designed to grow a sustainable business portfolio and deepen Microsoft's relationship with one of our largest Retail customers. You will partner with senior and C-level executives, using customer insights, industry knowledge, and Microsoft's offerings to influence strategy and drive business outcomes. This opportunity will allow you to strengthen your executive engagement, strategic account leadership, and industry expertise while expanding customer relationships and identifying new opportunities for impact.

This is a client-facing role requiring regular onsite engagement. Candidates must be located within the greater Chicago, Boston, or Charlotte areas and able to work onsite with clients 2-3 days per week.

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.

Responsibilities

Account Management

• Develop and execute multi-year account strategies that grow revenue, expand Microsoft's footprint, and create long-term value for Microsoft, customers, and partners.
• Apply business and financial acumen to understand the customer's business model, financial priorities, growth drivers, and strategic objectives, and engage credibly with C-level executives and corporate boards.
• Build relationships with key decision makers and orchestrate internal teams, partners, and industry resources to execute account priorities and identify new opportunities.

Competitive & Industry Knowledge

• Use knowledge of customer priorities, industry trends, competitors, and Microsoft's portfolio to deliver relevant insights, differentiate Microsoft, and shape customer strategy.
• Anticipate market shifts and customer needs to identify opportunities, address competitive threats, and strengthen Microsoft's position.

Customer Engagement

• Develop a comprehensive understanding of the customer's business, strategy, priorities, and industry to anticipate needs and bring forward new ideas and solutions.
• Engage executives and stakeholders across the organization to build alignment, influence decisions, and connect Microsoft's capabilities to long-term business outcomes.

Sales Excellence

• Lead complex, strategic opportunities that deliver measurable customer value, accelerate transformation, and grow revenue.
• Build compelling business cases and value propositions that connect Microsoft solutions to customer financial goals, KPIs, investment priorities, and business outcomes.
• Earn trusted-advisor relationships with C-level executives and corporate boards by bringing relevant industry perspectives, financial insight, and ideas that challenge and advance their thinking.
• Identify and qualify large, long-term opportunities while mobilizing Microsoft teams and partners to deliver an integrated customer experience.

Strategic Thinking

• Bring industry, business, and financial insights into executive-level conversations to help customers address complex challenges, evolve their business models, and create competitive advantage.
• Influence strategic direction across multiple levels of the customer organization, navigating complex stakeholders and aligning Microsoft capabilities to the customer's long-term priorities.

Qualifications

Required/minimum qualifications

• 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 OR equivalent experience.
• 6+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.
• 8+ years experience closing large, complex agreements/deals.

Other Requirements

• This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.

Additional or preferred qualifications

• 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 OR equivalent experience.

• 10+ years of enterprise sales, strategic account management, or business development experience managing complex Fortune 500, Global 2000, or similarly scaled enterprise accounts.

• Experience leading multi-million-dollar, multi-year technology agreements and driving revenue growth.

• Experience selling cloud, AI, data, security, or digital transformation solutions.

• Experience within retail, pharmacy, healthcare, consumer goods, or related industries.

• Business and financial acumen to connect technology investments to customer priorities, KPIs, and measurable outcomes.

• Experience developing multi-year account strategies and identifying growth opportunities across business units.

• Experience engaging and influencing C-suite executives, corporate boards, and senior decision makers.

• Understanding of customer business models, industry trends, financial drivers, and competitive dynamics.

• Experience navigating matrixed organizations and leading cross-functional teams through complex sales opportunities.

Strategic 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.

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.