Digital Account Executive

In Small, Medium, Corporate (SMC) and Digital Sales 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 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 be able to work cross-collaboratively while living our shared SMC and Digital Sales Culture 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 SMC and Digital Sales 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 SMC-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 best solution that will address the customer needs.

This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise. 

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.

Relocation assistance is not available for this role.

Responsibilities

Account Management

• Identifies and qualifies opportunities and pursues through lifecycle; drives adoption through to cross-sell/upsell to new opportunities. Drives movement of customers to cloud solutions and to healthy cloud mix in customer accounts where appropriate. Drives customer adds and existing customers to new solutions. Understands and accelerates customer digital transformation strategy. Assists customers in building roadmap to achieve desired outcomes. Presents range of options and Microsoft three-cloud strategy to customer in large and complex deals to achieve desired outcomes that address multiple strategic factors. Drives conversations with customers around budgets, availability of budgets, and prioritization. Learns about challenger mindset and best practices with customers.
• Determines priority for each account in portfolio; identifies resources to develop plan to execute against prioritization. Determines plan to meet target based on customer goals and available resources. Ensures cohesive plan across consumption, ads, upsell, and renewal. Leverages existing sales plays and prioritized partners to drive new business and pipeline creation.
• Attends to renewals; addresses renewal options with internal partners and customers to align business outcomes and ensure renewal. Ensures renewals are prioritized and motioned appropriately; presents solutions in accordance with customer outcomes. Adheres to process for forecasting and timing renewals appropriately to drive consumption (e.g., T-180). Leverages renewals to maximize customer adds. Creates and implements action plans for T-180.
• Collaborates with others, both internally and externally to Microsoft in order to achieve revenue targets. Orchestrates collaboration to match teams and resources to customer needs. Drives cadence for internal stakeholder roles and resources. Holds self and others accountable for agreed upon outcomes.
• Helps customers drive value from existing Microsoft investments.

Customer Engagement

• Establishes and maintains customer engagements; focuses on value of customer contact. Documents customer contacts to ensure continuity. Builds breadth and depth of customer relationships and identifies appropriate level of customer contacts. Begins to develop contacts across lines of business. Identifies co