Overview
Seeks to deepen relationship with customers during interactions by being customer-focused; connecting the customer to Microsoft executives. Proactively develops a comprehensive understanding of customer industry and identifies opportunities to drive optimization and digitalization solutions. Engages with customers to lead strategic technology transformation. Develops and oversees the execution of account plans for multiple accounts to ensure Microsoft revenue targets and customer business needs are met. Sets priorities, focus, and resources and strengthens operations. Expands network of key internal partners to ensure execution of core tasks and account transactions. Orchestrates others to anticipate issues on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience. Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise to expand customer relationships. Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customers' business objectives. Develops strategies to secure buy in and execution of plans and aims to identify new opportunities within assigned accounts. Implements strategies to engage stakeholders and sells opportunities and usage of Microsoft solutions. Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in customer industry.
Responsibilities
Account Executive – Education
Expands network of key internal (e.g., Education Industry Solutions, Education Data & AI, Security & Compliance) and external partners (e.g., system integrators, ISVs, and education-specialized partners) for education accounts to ensure execution of core tasks and account transactions. Grows sales and partner impact and engages mainstream and education-focused partners to develop and promote mutually beneficial education business and technology transformation strategies. Where applicable, shares opportunities outbound with partners and reviews/accepts opportunities shared inbound. Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure, inclusive of partners, across K-12, Higher Education, and education public agencies.
Anticipates moves within assigned education accounts, as well as potential problems and ways to mitigate risks (e.g., regulatory requirements, student data privacy, compliance, budget and procurement cycles). Determines prioritization of action for multiple assigned accounts based on customer needs, education-specific business impact, sales-generating importance, growth opportunities, and account risks, while maintaining a high level of commitment and accountability for assigned accounts. Consults and coordinates with the account management team to make necessary adjustments, determine what actions to tackle first, and re-adjust priorities to respond to pressing and changing demands typical of the education sector.
Thinks strategically about customer planning for assigned education industry accounts, setting standards and priorities, outlining where and how to invest resources of the account management team and other stakeholders. Engages internal and external decision makers on long-term education business planning, anticipating needs to turn enterprise education accounts into strategic accounts. Influences and scales strategic plans (inclusive of partners) and involves senior leadership. Ensures teams are documenting and executing against the Account Plan.
Develops and oversees the execution of account plans utilizing Microsoft’s common sales and delivery methodology for multiple education accounts to ensure Microsoft revenue targets and customer business outcomes (student outcomes, operational efficiency, accessibility and inclusion, financial stewardship) are met. Drives accountability across extended virtual teams and internal education industry experts. Leads extended teams and embraces partners to scale education business by understanding partner goals and creating mutual growth opportunities. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through regular customer planning cadence. Identifies key education stakeholders, customer needs, and priorities. Proposes initial Education Industry Solutions and Sales Plays.
** Customer Engagement – Education Industry**
Builds and maintains relationships with executives and business and technical decision makers at high levels of education organizations (e.g., CIO/CTO, CDO, CFO, Secretaries/Directors of Education, Deans/Provosts) through consultative engagement. Establishes Rhythm of Business (RoB) with customer sponsors to highlight the value of Microsoft education solutions and expected Return on Investment (ROI) and outcomes (e.g., improved student outcomes, teacher productivity, operational efficiency, secure collaboration).
Deepens relationships by being customer-focused, honoring commitments, and connecting customers with Microsoft executives and education partners to foster trust, brand growth, and long-term loyalty across multiple levels of the organization. Assists partners in joint-selling by establishing shared go-to-market strategies within education segments and expanding relationships in new education markets. Leverages digital selling and account-based marketing to grow pipeline and reflect education-specific engagement strategies in the customer plan.
Proactively develops a comprehensive understanding of the customer’s education priorities, academic and administrative processes, regulatory requirements, and technology needs. Identifies opportunities to drive optimization and innovation (e.g., learning analytics, AI in education, security, compliance, cloud modernization, accessibility). Presents solutions based on customer insights and advocates internally to ensure education customer needs are addressed.
Understands customer drivers of education transformation and leads new opportunities by orchestrating internal teams to accelerate digital learning and modernization initiatives. Engages customers to define and lead strategic technology transformation within assigned education accounts. Proactively mitigates competitive risk. Ensures line-of-business education wins (e.g., student outcomes, teacher productivity, operational efficiency, testimonials) are captured for reference.
** Industry Knowledge – Education Industry**
Proactively builds and maintains strong knowledge of Microsoft’s education product landscape, industry solutions, and strategy, as well as the business priorities, regulatory challenges, and competitive threats faced by education customers. Coordinates with internal Education Industry experts and specialized partners to gather industry insights and improve account planning. Demonstrates a strong understanding of education customers’ strategies and the evolving education industry landscape.
** Sales Excellence – Education Industry**
Leads and orchestrates extended virtual teams and key stakeholders with deep education industry expertise to expand relationships with decision makers across assigned education accounts. Leverages best-in-class sales methodologies and communication tools to meet education customer needs and accelerate sales. Documents and maintains a comprehensive stakeholder map in the account plan, including influence, sentiment, and decision roles.
Seeks formal and informal customer feedback to understand drivers of satisfaction or dissatisfaction within education accounts. Leverages internal resources and orchestrates cross-functional teams (e.g., Customer Success Account Management – CSAM) to anticipate risks, resolve issues, and improve overall customer experience. Establishes clear success measures aligned to education outcomes and manages execution to prevent recovery scenarios.
Develops education-focused value propositions, business cases, and specialized business plans that drive measurable academic and operational outcomes, enabling upsell and cross-sell opportunities. Presents business plans to generate new non-qualified opportunities.
Implements strategies to engage education stakeholders, identify upselling and cross-selling opportunities, and drive consumption of Microsoft solutions using standard Microsoft sales and delivery methodologies. Educates education decision makers on Microsoft’s value proposition aligned to customer objectives. Establishes competitive differentiation and develops solution plans aligned to education KPIs, ensuring the right partner solutions are positioned for education industry needs.
Qualifications
Required/minimum qualifications
Master's Degree in Business Administration AND 4+ years experience working in the Education industry, driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR Bachelor's Degree in Business, Technology, or related field AND 6+ years experience working in the Education industry, driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR equivalent experience.
Additional or preferred qualifications
Master's Degree in Business Administration AND 8+ years experience working in the Education industry, driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR Bachelor's Degree in Business, Technology, or related field AND 12+ years experience working in the Education industry, driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR equivalent experience.
5+ years account management experience OR equivalent.
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.**