Strategic Account Executive - Bundeswehr & BWI

Overview

Help shape the digital future of one of Germany's most important institutions. The digital transformation of government and defense organizations is one of the most significant modernization initiatives in Germany today. Together with BWI GmbH, the primary IT service provider of the German Armed Forces (Bundeswehr), Microsoft helps modernize critical infrastructure, secure cloud environments, digital workplaces, and mission-enabling technologies.

As a Strategic Account Executive for Bundeswehr and BWI, you will own and grow one of Microsoft's most significant customer relationships in Germany. You will develop long-term business and transformation strategies, understand the requirements of a highly secure and complex environment, and guide the customer through large-scale modernization initiatives. Working closely with leaders across the customer organization and Microsoft, you will build trusted executive relationships and identify where Microsoft technology can deliver measurable business and mission value.

This opportunity will allow you to advance your career through ownership of one of Microsoft's most strategic public sector accounts, deepen your expertise in cloud transformation, cybersecurity, AI, and mission-critical technologies, and influence large-scale programs of national significance for Germany's digital sovereignty and resilience.

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

• Develop and execute a long-term account strategy for Bundeswehr and BWI, driving sustainable growth, innovation, and customer success.
• Build trusted relationships with key stakeholders and executive decision-makers across the customer organization, positioning Microsoft as a trusted advisor for modernization, innovation, and mission-critical technology transformation.
• Identify new business opportunities and create innovative solution strategies leveraging Microsoft's cloud, AI, security, and digital transformation portfolio.
• Lead complex sales engagements, strategic negotiations, and large-scale transformation programs.
• Anticipate customer risks, address challenges, remove blockers, and drive recovery plans to sustain customer satisfaction and long-term success.
• Draw on Microsoft's ecosystem of industry, security, and technical experts to deliver meaningful customer outcomes and expand strategic relationships that increase Microsoft's long-term value.

Qualifications

• Several years of experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology).
• OR Bachelor's Degree in Business, Technology, or related field AND several years of experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology).
• OR Master's Degree in Business Administration AND several years of experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology);
• OR equivalent experience.
• Experience influencing, advising, and collaborating with leaders and executive stakeholders, with a proven record in Strategic Account Management, Enterprise Sales, or Business Development and communication, negotiation, and executive engagement skills.

Preferred Qualifications

• A proven track record of managing and growing strategic enterprise or public sector accounts.
• Experience working with defense, government, public sector, critical infrastructure, or other highly regulated industries.
• Knowledge of cloud computing, cybersecurity, artificial intelligence, and digital transformation strategies.
• Experience influencing and leading cross-functional teams without direct authority.
• Knowledge of public sector procurement, governance, and budgeting processes.
• Several years of account management experience, or equivalent.

Security and Customer-Specific Requirements

Given the nature of this customer, you will operate within a highly secure and regulated environment. This role requires:

• Eligibility and willingness to obtain and maintain a German government security clearance.
• A demonstrated ability to work with sensitive and confidential information.
• A high level of personal integrity, professionalism, and sound judgment.
• Understanding of complex governance structures and decision-making processes within large public sector organizations.
• Willingness to travel regularly to customer locations and engage with stakeholders across Germany.

Additional information

In line with our Flexible Work approach, for roles at Microsoft Germany, we recommend spending at least two days per week in the office or at the customer site.

Pay and benefits

Strategic 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

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.