Overview
Manages the development and application of a mature/dynamic customer plan based on proven methodologies to manage a sustainable, long-term business portfolio Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation). Leverages close relationships with leaders (e.g., senior leaders, C-level executives) of the assigned account and the broader ecosystem to shape long-term strategic direction and influence business metrics. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations. Leverages internal network of industry experts to strengthen knowledge of the industry, competitors, and customer business priorities and leverages in-depth knowledge of Microsoft's offerings to share knowledge internally, influence customers' business capabilities, drive more competitive solutions, and enhance growth of the account team.
Responsibilities
Sales Management
Develops and executes sales plans across multiple customers to drive growth and achieve agreed business outcomes. Works with internal teams and partners to ensure account activities are aligned with customer goals, priorities, and forecasts. Identifies key stakeholders and understands customer needs to propose relevant solutions and opportunities.
Takes a strategic approach to planning by setting priorities, allocating resources effectively, and engaging decision makers in long‑term account discussions. Anticipates evolving customer needs and helps strengthen relationships by positioning accounts for long‑term success. Ensures account plans are documented and aligned across teams.
Manages a portfolio of complex accounts by leading planning, prioritization, and pipeline activities. Reviews forecasts, identifies risks, and adjusts strategies to stay aligned with business priorities. Leads cross‑functional teams and simplifies execution by focusing on the most impactful initiatives and partners.
Customer Engagement
Acts as a trusted advisor to customers by supporting business and technology initiatives that drive measurable value. Uses consultative listening to understand customer challenges, introduce new ideas, and guide customers toward improved outcomes. Is regularly engaged by customers for advice on transformation and strategic direction.
Builds and maintains strong relationships with executive, business, and technical stakeholders. Establishes regular engagement cadence with key customer sponsors to review progress, demonstrate value, and reinforce return on investment. Uses both direct and digital engagement methods to strengthen relationships and develop pipeline.
Develops a thorough understanding of each customer’s business, priorities, and technology landscape. Anticipates future needs and brings relevant insights to support informed decision‑making. Identifies opportunities to introduce new solutions and advocates internally to help address customer priorities. Acts as a trusted advisor helping customers evolve their business strategies.
Industry Knowledge
Maintains a strong understanding of relevant industries, market trends, and competitive dynamics. Uses industry insights to position solutions in a business context and support customer innovation and transformation initiatives. Applies industry knowledge to help customers understand how technology can address current and future challenges.
Sales Excellence
Actively gathers customer feedback to understand satisfaction drivers and areas for improvement. Works with cross‑functional teams to address risks, resolve issues, and improve overall customer experience. Defines success measures with customers and supports execution to ensure consistent outcomes.
Develops clear, value‑based business cases and account narratives that link solutions to customer goals. Communicates value propositions effectively to generate new opportunities and guide decision‑making. Identifies opportunities for expansion by aligning solutions to customer priorities and performance metrics.
Positions oneself as a trusted advisor and thought leader with senior stakeholders by communicating clearly, leading virtual teams, and building strong relationships. Maintains visibility of key stakeholders and influencers to support effective engagement and execution.
Qualifications
Master's Degree in Business Administration AND 4+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), 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 an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), 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 an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), 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 an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR equivalent experience.
5+ years sales / 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.**