Digital Account Executive
Microsoft
Digital Account Executive
Las Colinas, Texas, United States
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Overview
In the Small, Medium Enterprise & Channel (SME&C) organization, we have set out to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. As part of the Americas SME&C Corporate team, you will support a dedicated set of customers in identifying and achieving their business objectives through digital engagement and partner co-selling. You will also be able to work cross-collaboratively while living our shared SME&C Corporate priorities: Diversity and Inclusivity, Well-being, 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 Corporate 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 realize their potential and help them on their Digital Transformation journey. The Account Executive adds value by developing and maintaining customer relationships that include building relationships with executives at the Chief-level (CxO) as well as other Business and Technical Decision Makers within the customers’ organizations. The Digital Account Executive has to effectively leverage all the digital tools and processes available and orchestrate the other members of the team to address customer needs and requirements. Additionally, the Digital Account Executive engages with Partners to be able to find the solution that will address the customer needs.
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.
Qualifications
Required/Minimum Qualifications
- 8+ 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 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.
- 5+ years of Corporate level sales with midmarket customers with C-suite experience.
Additional or Preferred Qualifications
- 10+ years of software industry 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 8+ 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 7+ years of sales and negotiation experience or related work.
Responsibilities
- Strategically identifies and qualifies business opportunities, leading them through the sales lifecycle to maximize customer engagement. Drives improvements in pipeline accuracy and hygiene by expertly applying common sales and delivery methodology for the Microsoft sales organization (e.g., MCEM) criteria for qualifying and progressing sales prospects. Advocates for Microsoft solutions to customer by articulating value and strategically promoting upsell/cross-sell opportunities. Orchestrates customer strategy development, leading the creation of sales strategies to achieve customer goals, and presents sophisticated Microsoft solutions in high-stakes deals. Collaborates with customer leaders and stakeholders to thoroughly analyze budget considerations and decisively align strategic priorities for investment with a significant impact on business outcomes.
- Strategically manages and proactively leads renewals and anniversaries for both enterprise agreement (EA) and cloud solution provider (CSP), with a focus on maximizing customer engagement and satisfaction. Develops tailored renewal options that align with partners and customer business outcomes and licensing vehicle and supports others in the renewal process. Seeks out opportunities to consolidate and drives cross- and upsells that are closely integrated with customer priorities and predicted outcomes. Establishes and refines the process for forecasting and timing renewals to optimize growth, consumption, and on-time renewals. Conceives and implements strategic actions for T-minus plans with a focus on sustainable impact. Provides expertise on available licensing SKUs and programs and advises on how they can be leveraged to meet complex customer needs. Implements and drives negotiation strategies and stakeholder maps. Takes lead in driving conversations with appropriate parties and collaborates with partners to scale and maximize resources effectively. Collaborates with partners to ensure right outcome(s) for the customer. Works with customers and partners to drive assessments and deep dives into customer environments. Understands and leverages investments in possible ways during renewal process. Conducts in-depth assessments into customer environments to understand needs and coordinates and implements resources and internal partners (e.g., commercial executives) to drive growth and consumption targets.
- Leads in-depth analysis of customer satisfaction metrics (e.g., timeliness and quality of contact) and develops and implements comprehensive strategies to address identified trends. Acts as a trusted advisor and resource for others on advanced customer satisfaction strategy and practices. Strategically oversees primary contact and ensures comprehensive feedback is gathered from appropriate contact, inputs information into applicable database(s), and incorporated from a broad range of sources, including cross-functional teams. Serves as an escalation contact for customer dissatisfaction and designs and implements effective resolutions promptly (e.g., prioritization, escalation). Serves as a point of contact for complex customer issues and ensures responses to customers are completed in a timely manner. Manages the escalation process and strategically engages Microsoft executives to enhance impact. Drives initiatives to anticipate and preemptively address potential customer issues, tailoring requirements to solutions to maximize satisfaction and streamline experiences. Initiates and negotiates conditions of satisfaction with customers at outset of engagement for strategic accounts.
- Strategically orchestrates customer engagements, ensuring alignment of resources across broader teams (e.g., pod members, partners, virtual teams, cross-functional teams), and mentoring team members on fostering customer relationships and engagement strategies. Applies advanced synthesis of customer interactions to enhance strategic impact and effectiveness within the organization. Strengthens and expands relationships with key customers and implements advanced tiered approaches to the cadence of customer engagements across multiple lines of business. Acts as a senior advocate and trusted advisor for the customer and influences internal strategies by providing insights from customer perspectives. Leads the utilization and refinement of customer relationship management tools (e.g., MSX D365) to optimize client relationship development. Initiates and leads proactive outreach to engage with customers through innovative digital channels (e.g., social selling, podcasts, webinars), setting benchmarks for digital engagement.
- Strategically builds and leverages a deep knowledge of Microsoft's landscape, solutions, and strategy within the industry of assigned accounts, as well as a thorough comprehension of the business priorities. Provides Microsoft point of view on Microsoft solutions and appropriate industry trends and use cases. Exhibits a level of understanding of the strategic customers' business strategy and appropriate industry trends and use cases. Completes required training and certifications. Constructs and executes a comprehensive personal development plan with long-term career objectives.