Digital Account Executive

Overview

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At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is a culture of innovation, opportunity, and inclusivity, with a diverse, high-performing team focused on collaboration, learning, and customer success.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career.

The Digital Account Executive facilitates Microsoft’s ability to serve our Medium Enterprise managed clients on their Digital Transformation journey by building strong relationships with executives at the Chief-level (CxO) and other Business/Technical Decision Makers. You will leverage digital tools and orchestrate cross-team resources to address customer needs and engage with Partners to identify the best solutions.

Key responsibilities include coordinating resources across sales and specialized roles, excelling in territory and pipeline management, and being accountable for forecasting revenue. You will also represent the voice of the customer, sharing industry and competitive knowledge, and accelerate your career growth through deepening cloud expertise.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. We value respect, integrity, accountability, and inclusion, and we strive to create a culture where everyone can thrive at work and beyond.

• Customer Engagement
• Focus on generating new pipeline by engaging with CXO, ITDM, and BDM through territory planning, marketing signals, and digital assets.
• Maintain customer relationships and advocate for customers within the organization and Microsoft.
• Surface customer organizational structure to identify decision-makers leveraging partners and v-teams.
• Engage with C-Suite executives, emphasize customer satisfaction metrics, own issues, and reinforce engagement.
• Ensure continuity of customer accounts and monitor satisfaction metrics, establishing conditions of satisfaction at engagement onset and managing escalation.

• Account Management
• Think strategically about sales territory, set standards and priorities, and leverage specialized/technical resources and other roles for long-term planning.
• Help customers adopt cloud solutions through upsell, co-sell motions, and renewals to maximize outcomes.
• Understand and accelerate the customer’s AI and cloud strategy.
• Build a growing and sustainable pipeline every quarter.

• Partnering
• Build partner relationships to drive scale and revenue; coach and influence partners on solution needs.
• Coordinate resources across teams to execute territory plans with partners; drive accountability and coach teams to meet/exceed plans.

• Product, Solution and Industry Expertise
• Maintain deep knowledge of Microsoft products, solutions, and industry priorities; align with customers’ business strategies.
• Orchestrate resources to deliver solutions-based engagement and leverage partners as needed on the transformation journey.

• Other
• embody our Culture and Values.

• Bachelor’s Degree in Business Management, Information Technology, Marketing (or related field) AND 3+ years sales and negotiation experience or 5+ years sales/negotiation experience; OR equivalent experience.
• Hands-on experience in Security and Artificial Intelligence.

• 8+ years of technology sales and negotiation experience with year-over-year growth.
• Strategic thinking and execution; ability to develop and implement sales and business strategy options and build relationships.
• Strong communication, negotiation, organizational, presentation, financial acumen, and written/verbal…