Strategic Account Executive - Public Sector

Job description

**Overview** Israel's defense and national security organizations are undergoing one of the most demanding technology transformations in the world — where cloud, AI, and cybersecurity are not IT projects but operational imperatives. This role sits at the center of that transformation. As Strategic Account Executive for Defense, you will lead Microsoft's business relationship with a portfolio of Israel's most strategic defense customers. You will work directly with executive decision makers, lead a cross-functional team of sales, technical, and services professionals, and shape multi-year technology roadmaps in an environment where trust, discretion, and technical depth matter as much as commercial acumen. Microsoft's mission is to empower every person and every organization on the planet to achieve more. We come together with a growth mindset, innovate to empower others, and collaborate to realize shared goals — building on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive. **Responsibilities** - **Own the account strategy.** Define and execute a multi-year strategy for your accounts, anchored in each customer's mission and business outcomes. Own the account plan, revenue targets, and executive relationship map. - **Build executive relationships.** Establish and sustain trusted advisor relationships with senior leadership across the defense sector, and represent the customer's interests within Microsoft. - **Own the pipeline end to end.** Drive pipeline generation, qualification, forecast accuracy, and win rates. Lead a virtual team spanning solution sales, technical specialists, professional services, and partners to build and close complex opportunities. - **Drive cloud, AI, and security adoption.** Lead strategic conversations on AI, data, and cybersecurity, and translate them into committed technology programs with measurable business impact and sustained platform growth. - **Lead complex commercial negotiations.** Own large-scale enterprise agreements, contract renewals, and multi-year commitments — structuring deals with commercial rigor and securing executive sponsorship on both sides. - **Operate with discipline and integrity.** Maintain accurate pipeline and forecast data in CRM, and operate in full compliance with corporate governance, export control, and public sector procurement requirements — a critical requirement in the defense environment. - **Keep growing.** Continuously develop your commercial and technical expertise, adopt AI-based sales tools, and raise the bar for deal quality across the team. **Qualifications** ### Required qualifications - 6+ years of enterprise sales, business development, or strategic account management experience in the technology industry, with a proven track record of consistently meeting and exceeding sales targets - Demonstrated experience leading cross-functional teams through complex, multi-stakeholder sales cycles - Deep understanding and experience selling cloud platforms - Strong executive communication and stakeholder management skills at C-level and senior command level - Ability to meet the security clearance and vetting requirements applicable to Israel's defense sector - Fluent Hebrew and professional-level English ### Preferred qualifications - Experience selling to and advising government, defense, or national security organizations - Bachelor's or master's degree in Business, Engineering, Information Technology, or a related field - Experience selling cloud, AI, or cybersecurity solutions into classified, air-gapped, or sovereign environments 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.**](https://careers.microsoft.com/v2/global/en/accessibility.html)