Mission Account Executive - Defense Industrial Base

Job ID: 200055132Posted: 2026-09-10Location: United States, Maryland, Annapolis JunctionSalary: USD $133,000 - $222,700 per yearEmployment type: Full-TimeWork site: 0 days / week in-office – remoteRole type: Individual ContributorTravel: 25-50%Profession: SalesDiscipline: Account ManagementCompany: MicrosoftOverviewJoin Microsoft’s US Public Sector Industries DIB Team—where mission meets innovation.The Defense Industrial Base (DIB) Operating Unit (OU) is a newly formed team with a bold mission: to consolidate, simplify, and accelerate Microsoft’s presence across the DIB landscape. This expansive network includes over 100,000 organizations specializing in manufacturing, aviation, cybersecurity, and more—all united in their support of all Federal Agencies, including the U.S. Department of Defense and other mission-based intelligence and civilian organizations.Our team is dedicated to empowering these commercial contractors throughout their digital transformation journey—from envisioning new possibilities to delivering secure, scalable solutions that drive mission outcomes, elevate customer experience, and fuel Microsoft’s growth.The DIB OU will directly manage and accelerate strategic and major DIB accounts across MCAPS Americas, while also enabling growth across other OUs and SME&C. We’re building new relationships, transforming legacy operations, and helping our customers modernize with confidence.The DIB OU is currently looking for several Mission Account Executives with a proven history of driving growth in market share, achieving sales targets, deep knowledge of Microsoft’s product landscapes, customer obsession, and partner collaboration. In this role you will have the unique opportunity to drive program pursuits and growth activities, bringing your strategic perspective and demonstrated successful track record interacting with federal agencies and the broader DOD.By applying to this position, you are being considered for multiple like career stages within our organization.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.ResponsibilitiesBuild and execute a cohesive, data-driven strategy to shape, capture, and close strategic growth opportunities in new or existing markets that allow the DIB to penetrate, expand, and deliver best-in-class capabilities to the U.S. and partner nation forces.Grow existing business and generate and capture new business aimed at large programs of record or similar transitioned programs at scale.Develop a deep understanding of the existing and prospective client base, know the current or planned programmatic and technical roadmaps, and understand the competitive landscape.Develop and maintain effective working relationships with broader DOD & Federal Agencies to identify new business opportunities, proactively communicate and resolve program issues, and provide strategic direction across customer's growth, delivery, engineering, and manufacturing teams.Collaborate closely with Business Line Operations and Engineering leads to develop and execute coordinated campaigns to capture new business opportunities. Inform product development through ongoing engagement with clients and translation of client challenges into material solutions.Communicate Microsoft’s value to customers, partners, competitors, and the interested public. Project the company’s ethos, conveying insights that illustrate our approach to building next-generation defense technology and our competitive edges in doing so.Foster a culture of trust, open communications, customer focus, innovation, and continuous improvement.Deliver on financial performance commitments and strategic market growth initiatives.Develop on contract growth opportunities for existing contracts.Play a key role in developing winning teaming strategies, competitive analysis, price analysis, white papers and highly rated proposals.Embody our culture and valuesQualificationsRequired/Minimum QualificationsMaster's Degree in Business Administration AND 4+ years 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 6+ years 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.Other Requirements: Security Clearance Requirements: Candidates must be able to meet Microsoft, customer and/or government security screening requirements are required for this role. These requirements include, but are not limited to the following specialized security screenings:The successful candidate must have an active U.S. Government Top Secret Security Clearance. Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. Failure to maintain or obtain the appropriate clearance and/or customer screening requirements may result in employment action up to and including termination. Clearance Verification: This position requires successful verification of the stated security clearance to meet federal government customer requirements. You will be asked to provide clearance verification information prior to an offer of employment. Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.Citizenship & Citizenship Verification: This position requires verification of U.S. citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customer and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government Clearance Preferred/Additional QualificationsMaster's Degree in Business Administration AND 8+ years 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 12+ years 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.5+ years account management experience OR equivalent.Demonstrated success leading acquisition, management, development, and/or capture of federal agencies and/or broader DoD air and missile defense programs of record.Experience in the technical, programmatic, and operational challenges of developing, deploying, and sustaining complex technologies, software, and integrated weapons systems.Ability to identify, establish, and leverage key relationships with senior level officials and program stakeholders within federal agencies and the broader DoD.Understanding of and experience navigating the Defense Acquisition Process.Demonstrated performance leading cross-functional teams and managing organizational resources.Currently possesses and is able to maintain an active U.S. Top Secret security clearanceMust be willing to travel up to 50%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: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.