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Microsoft Technology Account Lead - Aerospace and Defense

February 24, 2026

Summary The Microsoft Technology Account Lead (MTAL) is responsible for building trusted client account relationships with Accenture and Microsoft stakeholders as well as clients themselves, whilst leading sales, revenue, delivery, and client satisfaction for Microsoft focused deliverables. As the Microsoft lead, the MTAL will work closely with Accenture Account Leadership to create, own, execute and maintain the plan for strategic business growth on the Microsoft platform across one or more accounts within a client industry sector.Key Accountabilities Account Management * Work as a key Microsoft advisor and go-to-contact for clients and Accenture Account Leadership. Builds and manages Microsoft relationships with client C-suite at one or more priority accounts. * Manage key, strategic client relationships either personally or through a medium to large account team. * Develop and implement a relationship management plan for strategic, complex existing accounts to build key relationships at decision making levels. * Consult with a range of customer representatives at different levels to identify the outcomes they require, introducing relevant internal specialists and utilizing their expertise to gather and analyze complex customer data, clarify mid- to long-term customer needs, and develop and agree to a specification of customer requirements. * Develop prescribed solutions and generate new opportunities by maintaining relationships with partner organizations to ensure smooth integration or a successful alliance execution. Account Leadership * Lead the development and implementation of a Microsoft strategy to ensure that intended business benefits are realized and tracked within and across client account(s). * Champion a Microsoft AI and innovation stream within the overall Accenture account plan, ensuring the right resources are in place to execute the strategy. Selling * Act as a Trusted Advisor: Build credibility through deep Microsoft product knowledge and consulting expertise to originate and expand a portfolio of Microsoft work. * Lead Solution Configuration: Direct cross-functional teams to design complex, tailored Microsoft solutionsâincluding products, services, and contractual termsâthat align with the customerâs mid- to long-term strategic needs. * Manage Bid Responses: Oversee the development of pricing strategies, contract terms, and risk controls in response to RFPs, tenders, and bid solicitations. * Drive Account Growth: Proactively identify opportunities to expand the customerâs Microsoft footprint by introducing additional products and services that enhance business value. * Develop and Execute Renewal Strategy: Craft and implement renewal strategies tailored to customer type, focusing on key service elements to ensure retention and long-term engagement. Key Performance Indicators Client Experience * Overall & thought leadership / inspiration Account Growth * Account Sales & Revenue Growth - both AMBG and Avanade * Account level CCI (Sold & Delivered) * Personal Chargeability (30%) Knowledge * Supports efforts to build customer satisfaction, loyalty, and commitment, and secures organizational resources to do so. * Is a strong big-picture thinker; makes frequent, clear references to the organizationâs vision and strategy and the efforts required to drive them forward. * Shows a strong commitment to identifying all relevant issues and making decisions that maximize outcomes for all key stakeholders.Experience<div><ul><li>Education and/or experience in the relevant field/business</li><li>7+ years of customer management and/or enterprise sales experience within the Aerospace and Defense consulting industry; Demonstrated success in managing strategic client relationships and driving growth in a service-based sales environment.</li><li>7+ years of validated ability to lead a multidisciplinary team in configuring and delivering complex Microsoft solutions aligned to client strategy.</li><li>Familiarity with Microsoft technology stack; foundational or higher-level Microsoft certifications strongly preferred.</li><li>5+ years of experience working with the required Industry verticals and an ability to articulate Microsoftâs specific differentiation story within those industries in relation to at least one of the other major cloud providers.</li></ul></div>Compensation at Avanade varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience. As required by local law, Avanade provides a reasonable range of compensation for roles that may be hired as set forth below.Â We anticipate this job posting will be posted on 1/28/2026 and open for at least 30 days.Â Avanade offers a market competitive suite of benefits including medical, dental, vision, life, and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off. See more information on our benefits here:<a href="" target="_blank">Information on benefits is here.</a>California - $175,000 - 200,000Cleveland - $150,000 - 170,000Colorado - $150,000 - 170,000District of Columbia - $170,000 - 190,000Illinois - $165,000 - 185,000Maryland - $170,000 - 190,000Massachusetts - $170,000 - 190,000Minnesota - $165,000 - 185,000New York / New Jersey - $175,000 - 200,000Washington - $170,000 - 190,000.

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...