Overview
As the Account Executive, you will play a pivotal role in helping this organization on their digital and AI journey, delivering solutions that generate business outcomes and growth for Microsoft. You will collaborate with stakeholders to identify, design, and accelerate the most valuable digital and AI initiatives that align with the organization's business goals.
You will leverage your understanding of the communication, transportation and retail to guide the organization in exploring new and emerging technology trends. Your role will involve creating a clear and shared vision for their transformation, coordinating opportunities across the organization, Microsoft, and Partner teams. You will work closely with executives (Technology and Business) to develop and update their digital roadmap, ensuring alignment with their long-term goals and delivering incremental benefits throughout their digital journey.
In addition to your technical and strategic expertise, you will bring significant sales experience to the role. This includes:
- Demonstrated success in achieving and exceeding sales targets, with a strong understanding of sales processes and methodologies.
- Experience in developing and executing sales strategies that drive business growth and customer satisfaction.
- Proven ability to build and maintain strong relationships with key stakeholders, including C-level executives, to influence decision-making and drive sales opportunities.
- Expertise in identifying and qualifying new business opportunities, and effectively managing the sales pipeline to ensure consistent and predictable revenue growth.
- Strong negotiation skills and the ability to close complex deals that deliver value to both the customer and Microsoft.
The ideal candidate for this role will have:
- A keen interest in technology with a solid foundation in core technologies
- Extensive experience in addressing communication, transportation, and retail business challenges through innovative technology solutions.
- A strategic planning approach that connects activity to long-term goals and outcomes while delivering incremental benefits
- Excellent relationship-building and consultative skills to learn, build trust, and challenge
- A strong history of success based on collaboration and coordination of virtual teams
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 succeed at work and beyond.
Responsibilities
Industry Knowledge:Use your knowledge of the communication, transportation and retail to help plan and dirve transformation strategy that meets the customers business outcomes. Challenge and guide this transport organisation with constructive conversations about their business and technology.
Strategic Customer Engagement: You will have a full understanding of customer's business needs, priorities, strategies, & deliver new insights on their business strategy to educate them on ways to address them jointly. Show long-term differentiated value for the customer. You will also have to proactively elevate relationships through multiple levels of the customer's organization to secure alignment and execution. You will always consider the ‘bigger picture’ for your customers, with the ability to absorb information, and be conceptual and creative in problem-solving excellence.
Business Relationship Owner: You will be responsible for defining the strategic vision and leading the transformation with the customer’s CxO level Technology, Digital and Business Decision Makers (BDM). This requires leadership skills and ability to challenge conventional thinking. Success will come through achieving our customer’s success.
Team Mobiliser and Orchestrator: You will need to learn how to navigate Microsoft, work across functions, and the eco-system, understand the systems – all to maximise the value to your customer. From exec sponsors to product experts & commercial leaders, you will need to be resourceful to ensure your customer is getting the full support across the organisation.
Sales Leader and Operational Excellence: Achieving results by understanding digital transformation drivers and customer priorities. Identifying new opportunities and helping customers accelerate their move to the digital age for their own benefit as well as their customers and stakeholders. Delivering consistent, repeatable achievement of revenue and consumption targets
Sales Challenger: Continuously building industry and technical knowledge. Bringing innovative industry solutions, benchmarks and references to C-level executives that drive greater efficiencies, optimization and increase customer satisfaction.
Strong Communicator: You will be able to articulate complex problems and solutions in a simple, logical, and impactful manner.
Inclusive Leader: With strong interpersonal skills you will create an inclusive culture within your team that embraces diversity and reflects our mission to empower every person and organisation on the planet to achieve more. You will have the ability to easily establish trust-based relationships and gain valuable insights through collaboration and communication with your customer and your team.
Qualifications
- Proven 5-7+ years of experience in solution selling for cloud and AI solutions, with strong focus on driving digital and AI-led transformation, preferably in communication, transportation, and retail industries.
- Engages customers in strategic conversations to identify business outcomes and position Microsoft solutions (including AI/Copilot) as enablers of transformation, in collaboration with partners and services.
- Drives pipeline creation and opportunity qualification through collaboration with internal teams, partners, and marketing, ensuring strong alignment with customer priorities and measurable business impact.
- Expands existing accounts by driving solution adoption and consumption growth (including Azure and Copilot), working closely with partners, technical teams, and services.
- Identifies customer business needs and technical readiness, shaping solutions that deliver clear business value and ROI, with strong executive alignment.
- Leads deal orchestration and execution, implementing close plans to drive predictable and successful deal closure for complex enterprise engagements.
- Demonstrates strong account and territory management, including opportunity planning, pipeline management, partner engagement, and deal negotiation.
- Possesses strong problem-solving skills, leveraging cloud and AI technologies to address complex customer challenges.
- Demonstrates strong collaboration and leadership skills, influencing cross-functional and virtual teams, and engaging effectively with senior customer stakeholders.
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.**