Overview
In SME&C, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium Enterprise & Channel (SME&C) organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SME&C Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SME&C organization and the value we deliver to our customers, partners, and one another, every day.
The Digital Account Executive facilitates Microsoft to better serve our SME&C-Corporate managed clients to realize their potential and help them on their Digital Transformation journey. The Account Executive adds value by developing and maintaining strong customer relationships, including building relationships with executives at the Chief-level (CxO) and other Business and Technical Decision Makers within the customers’ organizations. The Account Executive must effectively leverage all the digital tools and processes available and orchestrate the other team members to address customer needs and requirements. Additionally, the Account Executive engages with Partners to find the best solution to address the customer's needs.
This opportunity will allow you to accelerate your career growth, hone your solution sales and collaboration skills, and deepen your cloud expertise. This role is flexible; you can work up to 50% from home.
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
Responsibilities
Customer Engagement
- Central point maintaining strong customer relationships and advocates for customers within the organization/Microsoft.
- Surfaces customer organization structure to identify decision makers leveraging partners and v-teams.
- Ensures continuity of customer accounts and monitors customer satisfaction metrics by proactively establishing conditions of satisfaction at outset of engagement and managing escalation process.
Account Management
- Thinks strategically about sales territory for accounts, setting standards and priorities, outlining where to and how to leverage specialized and technical resources and other roles, engaging internal and external decision makers on long-term business planning.
- Helps existing/new customers to cloud solutions via a cohesive plan across adds, consumption, , through upsell, cosell motions, and renewal maximizing customer business outcomes and experience
- Understands and accelerates customer’s cloud strategy.
Maintain Product, Solution and Industry Expertise -
- 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; demonstrates a strong understanding of the customers' business strategy and the direction of the industry.
Orchestration
- Orchestrates specialized resources to engage with customers to provide strong solutions-based and technology-based engagement to help customers address their challenges and opportunities.
Leverages additional resources such as partners to engage with the customer to provide the right solution to the customer on their transformation journey.
Qualifications
**Required/Minimum Qualifications **
6+ years of sales and negotiation experience with year-over-year growth
- OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 4+ years of sales and negotiation experience or related work or internship experience with year-over-year growth
- OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 3+ years of sales and negotiation experience or related work.
- OR equivalent experience.
**Additional or Preferred Qualifications **
8+ years of technology sales and negotiation experience with year-over-year growth
- OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years of sales and negotiation experience or related work or internship experience with year-over-year growth
- OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 5+ years of sales and negotiation experience or related work.
- OR equivalent experience.
Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships.
- Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.
- High Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.
- Collaborative. Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
- Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.
Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
- Complex sales trainning, (extensive presentation skills, effective marketing tactics, negotiation, financial analysis,
- Knowledge and sales experience of cloud offerings and solutions is preferred
- Knowledge and sales experience of line of Business applications, business process consulting or automation, CRM, Employee Performance Management (systems and processes).
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.**