Overview
The Strategic Consulting Team (SCT) is part of the Services Acceleration team and plays a central role in accelerating adoption of the Microsoft platform and driving AI Transformation, creating value across the entirety of our customers' digital and AI journey through Consulting Sales and repeatable and customized innovative solutions.
Industry SCT sellers serve as the strategic bridge between Services Acceleration, Frontier Co, regional sales teams, and priority industry motions. They translate industry-specific transformation themes into high-value consulting opportunities, aligning Microsoft's cloud and AI capabilities to customer business priorities and measurable industry outcomes. Working in close partnership with Frontier Co, SCT Industry Team originates transformation opportunities and brings the right resources together to turn Microsoft's cloud and AI capabilities into realized customer value.
As a Strategic Consulting Executive, you will operate as an experienced individual contributor at the heart of industry-led transformation and custom deal-making, engaging executive stakeholders, selling transformation, and applying deep industry and business acumen through a consultative selling approach to drive measurable business outcomes. Industry Strategic Consulting sellers focus on Microsoft's priority industries, bringing industry-specific expertise, market insight, and transformation patterns to shape high-value customer opportunities.
You will provide strategic direction and guidance to sellers and business stakeholders to achieve revenue targets, own strategic opportunities from inception to closure, and bring the quality of strategic counsel customers expect from top consulting firms.
This is an individual contributor role—your impact is delivered through expertise, influence, and orchestration.
Responsibilities
Industry SCT Charter and Accountabilities
- Act as the primary industry bridge into Frontier Co, ensuring alignment, knowledge transfer, and coordinated execution across Services Acceleration, Frontier, ISD, ISE, and regional sales organizations.
- Serve as the global industry subject matter specialist in consulting sales and point of contact for assigned priority industries, bringing specialist perspectives, insights, and leading practices to the field.
- Drive industry-led sales execution across priority industries by partnering closely with Frontier Co, and regional teams.
- Shape and accelerate high-value opportunities through industry-specific customer narratives, business outcomes, and transformation patterns.
- Develop, coach, and scale industry-centric opportunity creation by helping sellers identify, qualify, and advance strategic engagements.
Accelerate Cloud Growth
- Identify, qualify, guide, and close strategic consulting opportunities on prioritized accounts aligned to customer business value and outcomes; driving advanced workloads, usage, and consumption, and accelerating Microsoft Cloud differentiation in the market to grow market share.
- Develop industry-specific account theses and transformation plays, applying deep business and industry acumen to customer priorities, industry challenges, regulations, and market trends.
Deal Excellence
- Shape CCCV-impacting opportunities through industry-specific narratives, customer business outcomes, and transformation patterns.
- Build and maintain close plans for all qualified opportunities, define a commercial strategy, identify risks and issues; secure account-team and customer buy-in, anticipate and mitigate blockers to maintain deal velocity, and ensure margin, consumption, and key metrics are met.
- Maintain accurate forecasting in systems of record (e.g., MSX), keeping sales stage, forecast recommendation, and due dates current; consistently delivering on committed forecasts, and coaching peers on forecasting accuracy.
- Qualify and prioritize opportunities with the highest potential for impact and consumption, aligned to organizational strategy; draw on trusted stakeholder relationships, offer fresh perspectives to customers, and secure pre-sales investment to shape compelling propositions.
- Guide terms and negotiation with executive stakeholders (e.g., CFO, CEO, board, elected officials); handling objections constructively, securing contract signature, driving a smooth sales-to-delivery transition, meeting or exceeding RBI targets, and identifying repeatable IP that can be scaled to grow market share.
Relationship Management
- Activate FDE Industry Studios, ISD Industry Squads, and Frontier Industry Advisor Teams to bring the right expertise into priority customer pursuits.
- Define and guide customer "rhythms of connection" jointly with the Account Team and Services Account Executive (SAE); proactively surfacing consulting value, relationship risks, and issues, determining root cause, removing blockers, and establishing recovery plans to strengthen satisfaction.
- Own key customer and partner relationships in agreement with the core account team; influencing decision makers, and developing the overall Microsoft-customer relationship at executive level.
- Differentiate the Industry SCT motion by owning the industry expertise, Frontier alignment, and industry pipeline-shaping agenda, while orchestrating closely with Strategic, Specialist, and Strategic Partnerships SCT teams to bring one integrated customer strategy to the field.
Strategy and Planning
- Bring and scale repeatable IP into account plans, drawing on revenue drivers across Microsoft segments (e.g., MACC) to generate sustained cloud growth.
- Coach sellers on industry-centric opportunity creation by helping them identify customer transformation themes, qualify high-value opportunities, and shape industry-aligned pursuits.
Qualifications
- Extensive business consulting experience.
- Significant industry sales experience in the commercial or public sector. Expertise in RCG industries, with the ability to translate industry disruption into board and executive-level transformation agendas.
- Ability to orchestrate across Frontier, ISD, FDE, regional sales, and delivery.
- Business proficiency in English is required.
Additional or Preferred Qualifications
- Demonstrated experience selling business transformation to executive stakeholders, with the consultative depth and strategic counsel associated with experienced practitioners at top consulting firms.
- Proven ability to navigate executive-level relationships, guide executive negotiations, and drive the sales cycle for digital transformation initiatives aligned with transformation goals.
Services Account Management IC5 - The typical base pay range for this role across United Kingdom is £ 95,300.00 - £ 136,100.00 per year. Certain roles may be eligible for benefits and other compensation.
Find additional benefits and pay information here:
https://careers.microsoft.com/v2/global/en/corporate-pay/united-kingdom-corporate-pay.html
Services Account Management IC5 - The typical base pay range for this role across Belgium is € 110,300.00 - € 182,200.00 per year. Certain roles may be eligible for benefits and other compensation.
Find additional benefits and pay information here:
https://careers.microsoft.com/v2/global/en/corporate-pay/belgium-corporate-pay.html
Services Account Management IC5 - The typical base pay range for this role across Germany is € 109,700.00 - € 157,400.00 per year. Certain roles may be eligible for benefits and other compensation.
Find additional benefits and pay information here:
https://careers.microsoft.com/v2/global/en/corporate-pay/germany-corporate-pay.html
Services Account Management IC5 - The typical base pay range for this role across Netherlands is € 95,700.00 - € 162,300.00 per year. Certain roles may be eligible for benefits and other compensation.
Find additional benefits and pay information here:
https://careers.microsoft.com/v2/global/en/corporate-pay/netherlands-corporate-pay.html
Services Account Management IC5 - The typical base pay range for this role across France is € 98,100.00 - € 143,700.00 per year. Certain roles may be eligible for benefits and other compensation.
Find additional benefits and pay information here:
https://careers.microsoft.com/v2/global/en/corporate-pay/france-corporate-pay.html
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.
