You’re Chasing the Wrong Microsoft Contact
Every Microsoft partner I talk to wants the same thing:
“I just need a meeting with the Account Executive.”
I get it. On paper, the AE looks like the golden ticket. They’re the quarterback, right? The one calling the plays, managing the customer, driving the deal?
But here’s the truth most partners miss:
Quarterbacks don’t win games alone.
And in Microsoft, the AE isn’t the one on every play. They’re not in every customer conversation. They’re not the one hearing the pain points, the roadblocks, and the “we need help now” moments.
That’s the job of the specialists.
The People Closest to the Problem Are Closest to the Power
Want to know who’s actually in the room when a customer says:
“We’re overwhelmed by all this AI talk. Where do we even begin?”
“Our licenses are a mess—we’re overspending and still underutilized.”
“Security’s keeping me up at night. I don’t even know what we’re missing.”
It’s not the AE.
It’s the AI Workforce Specialist.
It’s the Cloud Security Architect.
It’s the Copilot Strategy Lead.
These are the people living on the front lines. They don’t just know the priorities—they feel the urgency. And when you show up aligned to their motion, with an offer that helps them win?
They pull you in.
Not after months of chasing.
Not after sending your 9th email.
They pull you in because you’re useful to the customer conversation—right now.
Don’t Get Me Wrong—AE Relationships Still Matter
I’m not saying ignore the AEs.
You still want to connect. You still want them to know who you are. But you need to understand the context.
Most AEs are juggling dozens of customers across multiple product lines. They’re trying to land Copilot, secure the tenant, migrate the infrastructure, and push adoption.
They’re doing it all.
That means you’ve got to show up ready—with a clear offer, a defined ask, and alignment to a specific customer priority. You get one shot to make it count.
So use that AE time wisely. Be sharp. Be specific. Be brief.
And if you want to build a pipeline that doesn’t depend on chasing the quarterback?
Get close to the specialists.
FY26 Is the Year of the Specialist
Microsoft’s shifting how it shows up in the field—and if you’re not watching, you’ll miss it.
You’re going to see new titles like:
These aren’t just new names. They’re new doors.
Because each one is tied to a real customer motion—and that means they have real urgency, real pressure, and real goals to hit.
Which means they’re looking for real partners who can help.
Not with a long-winded capabilities deck.
Not with a list of every service you offer.
But with a focused solution that aligns to their motion and accelerates the sale.
The Bottom Line
Stop chasing titles. Start chasing alignment.
The specialists are the ones hearing what the customer really needs. They’re the ones searching for a partner who can solve it fast.
And when you become that partner?
You don’t have to beg for meetings.
You get pulled in. You get seen. You get invited.
So yes—build relationships with AEs.
But if you want to scale in FY26, get to know the people who live at the edge of the customer conversation.
Because the faster you align with them…
The faster Microsoft starts aligning with you.
Healthcare Strategist, vCISO, and Microsoft Alum
2wI would challenge this and say the ATS or the CSAM would be the one to connect with.
(Ex-Microsoft) Technology Advisor emphasizing tech stack cost optimization, automation, and GenAI Strategy/Implementation/ROI.
2wThis is an underappreciated topic. Everyone is trying to convince sellers they should put you in front of their customers because you drive so much impact. "We have X% repeat customers, we’ve had Y CSAT numbers Z years in a row..." That's not resonant; it's incredibly difficult to stand out if customer impact is your stated goal. Frame your value in terms of how it impacts the seller specifically. That is the only way you'll stick in the top of their Teams client.
InfoCat Manager | EPM & Cloud Solutions Expert | Helping CFOs Drive Optimal Performance
2wEnlightening, thank you.