Overview

We are currently looking for Account Executives to join our teams across various business groups, for varying customer sizes, in our enterprise, regulated, and partner services organizations.

Microsoft’s Enterprise Team focuses on empowering customers on their digital journey, from envisioning new possibilities to delivering solutions that result in targeted business outcomes and a great customer experience and revenue growth for Microsoft.

You will have the opportunity to drive digital technology transformation (in partnership with your customer) to achieve both Microsoft and customer business outcomes. Leveraging your large, multi-functional team across the breadth of the Microsoft product portfolio, you will engage at the most senior levels of your customer to bring industry-relevant solutions to help the customer adopt and embrace digital technologies.

With a proven history of driving growth in market share, achieving sales targets, customer obsession, and partner collaboration, this role will give the opportunity to leverage your extensive customer network and sales experience to execute against a territory account plan.

As an Account Executive, you will be considered as one of the following, depending on your expertise:

• The Account Executive at Microsoft leads our most valued customers into the digital age. Embracing a challenger mindset, the successful Account Executive manages, orchestrates, and leads their virtual teams and closes opportunities with customers that produce transformative business outcomes.

• The focus of the Microsoft Consulting Services Account Executive role is to lead the Microsoft Consulting Services (MCS) sales account strategy in Microsoft’s most strategic enterprise customers, developing and winning digital transformation opportunities that enable customer outcomes and drive Microsoft cloud consumption.

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.

By applying to this role, you will be considered for multiple opportunities within Microsoft across the United States including locations beyond where the role is posted. This role is flexible in that you can work up to 50% from home. Travel percentages will very according to role

Responsibilities

The Account Executive will be responsible for the following:

Customer Engagement

• Builds and maintains relationship with business decision makers at high levels of the customer's organization through consultative engagement to establish trust and credibility in future interactions. Continues to build reputation with customers during interactions by being customer-focused, consistently honoring commitments, explaining technical concepts relevant to the customer, and connecting the customer to Microsoft executives. Leverages selling methods to network and create a pipeline, consume account-based marketing outputs, and reflect the engagement strategy in our customer plan.

• Develops a strong understanding of the customer's business and technology needs to identify opportunities to drive optimizations and new business and technology solutions/ideas. If industry aligned, also develops an understanding of the customer's industry.

• Initiates conversations with customers on digital transformation for assigned accounts. Mitigates competitive risk. Ensures line-of-business wins are captured for referencing through insightful listening.

Account Management

• Manages and executes account plans for multiple accounts to ensure Microsoft revenue targets and customer business needs are met. Coordinates with and orchestrates extended virtual teams and holds self and the team accountable for achievement of revenue and consumption targets and drives integrated joint account governance through customer plans on regular frequency.

• Builds and maintains a network of internal and external partners to drive opportunities and influence impact for multiple assigned accounts. Engages with internal and external stakeholders on business planning and sets priorities, focus, and resources. Strengthens operations, ensuring that the extended virtual team and other stakeholders are working toward common goals.

• Plans ahead to determine order of priority for action on accounts based on customer needs, sales-generating importance, growth opportunity and assessment of risks.

Sales Excellence

• Seeks customer feedback of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. Leverages internal resources to support customer needs. Orchestrates others to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as needed to improve customers' overall experience. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.

• Orchestrates extended virtual teams and key stakeholders (e.g., customers' sponsors) to engage decision makers of assigned accounts by leveraging best-in-class sales and communication strategies and tools to meet customer needs. Documents and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc. Implements strategies to engage relevant stakeholders of assigned accounts and create and/or identify upselling/cross-selling opportunities and drive usage of Microsoft products.

• Articulates Microsoft's value proposition aligned to customer's business objectives. Creates a mutually-beneficial industry business value proposition and executes relevant solutions. Develops plans to offer solutions that satisfy customers' key performance indicators.

• Develops value-proposition presentations and specialized business plans for customers that drive business outcomes to generate business and upsells. Presents business plans to customers to generate new non-qualified opportunities.

Industry Knowledge

• Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face. Coordinates with internal industry experts to gather industry data of assigned accounts and improve planning.