Strategic Account Executive

We are looking to hire a Strategic Account Executive.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Microsoft aspires to help our customers achieve their own digital transformation, leveraging the power of Microsoft Cloud solutions and support offerings.

We are always learning. Insatiably curious. We lean into uncertainty, take risks, and learn quickly from our mistakes. We build on each other's ideas because we are better together. We stand in awe of what humans dare to achieve and are motivated every day to empower others to do more and achieve more through our technology and innovation. Together we make a difference.

Responsibilities

Account Management

Manages the development and application of a mature/dynamic multi-year

customer account plan based on proven methodologies to manage a sustainable,

long-term business portfolio. Leads strategies for the assigned account that yield

high-volume sales and open new opportunities for both Microsoft and the

partners, aligned to goals, budgets, and forecasts.

Orchestrates the execution of strategies for the assigned account to ensure

engagements yield high-volume sales, drive plans to increase revenue potential,

and open new opportunities for both Microsoft and the partners, aligned to

goals, budgets, and forecasts. Leads and coordinates a diverse team (e.g.,

industry experts) on plan execution (e.g., prioritization, delegation) and drives

accountability to execute and deliver on account plans and grow the account,

leveraging industry expertise.

Proactively expands strategic network of key internal and external partners and

decision makers, including vertical industry partners, to ensure execution of core

tasks and account transactions, and to provide a comprehensive account

management experience.

Leads efforts with key internal and external partners and business including

vertical industry partners with technical decision makers in developing, sharing,

and promoting mutually beneficial, long-term, tailored account plans to grow

sales and partner impact, leveraging deep relationships, influence, and industry

expertise. Collaborates across organization and partners in discussions to impact

the broader ecosystem (e.g., passing legislation).

Proactively solicits feedback on additional needs, products, and features to

develop targeted strategies for customers. Demonstrates a understanding

of the customer's business model to articulate growth opportunities, leveraging

industry expertise to shape ecosystem. Influences relevant (internal and external)

stakeholders and resources to drive change on behalf of the customer and to

enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's

messaging to the assigned account.

Strategic Thinking

Articulates Microsoft's and partners' point of view and creates deep connections

with decision makers throughout multiple levels of the customers' organization

to drive purchase decisions and increase interaction and participation, leveraging

relevant tools and resources (e.g., LinkedIn). Leverages relationships to address

complex political blockers and drive execution for the customer.

Engages in strategic discussions by articulating ideas to evolve and facilitate

evolution of customer business model, using Microsoft capabilities to solve

customer's complex business problems. Drives strategic initiatives to promote a

more holistic digital approach between Microsoft and the customer.

Leverages unique, strategic, industry-focused business insights and opportunities

to create long-term, competitive advantage for the customer.

Customer Engagement

Proactively elevates stakeholder relationships and uses Microsoft sales strategies

through multiple levels of the customer's organization to secure buy-in and

execution. Expands strategic customer relationships to drive larger impact for the

customer and spread into other areas of the organization.

Proactively develops a proficient, comprehensive understanding of customer's

business needs, priorities, strategies, and industry insights. Anticipates customer's

needs to deliver new insights on their business strategy, and educate customers

on ways to address them jointly. Shows long-term differentiated value for the

customer, leveraging industry expertise and guides internal colleagues on ways

to develop deeper customer knowledge. Delivers solutions into overall long-term

business strategy.

Sales Excellence

Orchestrates the creation of long-term strategies aimed at building a level of

loyalty that would be hard for competitors to overcome. 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. Builds trust and loyalty with the customer by providing up-to-date

insights, challenging the customer when necessary, and introducing innovative

ideas relevant to the customer's business strategy. Enables customers to provide

feedback directly to executives to help transform account space by establishing

open communication channels for feedback, providing executive sponsorship,

and providing direction to others to ensure customer feedback is addressed

through One Microsoft approach.

Orchestrates high-impact solutions that enable digital transformation for

assigned accounts and drive outcomes that create business value for customers.

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. Brings greater ecosystem together with the customer to discuss

how to enrich customer's value to their customers.

Leverages understanding of customer business and engages Microsoft decision

makers to drive customer's strategy, goals, and optimization. Engages and

influences decision makers of the account (e.g., senior leaders, executives) to

position Microsoft to increase customer's budget allocated to Microsoft, and

tailor solutions that satisfy customers' Key Performance Indicators (KPIs).

Uses business cases to develop and present compelling value proposition

presentations and specialized business plans for customers that showcase

Microsoft's products and solutions to connect decision makers in the account to

the broader Microsoft solutions, provide thought leadership to guide others on

tailoring presentations, and generate new opportunities.

Earns and maintains status as a trusted advisor to C-level business decision

makers of the assigned account by bringing innovative ideas and leveraging

industry expertise. Mobilizes and mentors the account management team and

relevant internal stakeholders with deep industry expertise to build deep

partnerships with decision makers of the assigned account. Leverages best-in class sales and communication strategies and tools to meet business needs and

identify new opportunities. Builds new relationships to create new opportunities

and expand relationships within the customer.

Creates and qualifies new opportunities by identifying strategic opportunities

(e.g., large, long-term) within accounts and guiding the customer on how to best

identify new opportunities, leveraging deep customer and industry relationships

and consultative selling skills. Drives new business opportunities across the team

by creating a partner ecosystem, and empowers team members to find new

opportunities by acting as a role model and by setting a clear vision and energy

for the team to drive towards.

Competitive Knowledge

Leverages internal network of industry experts to strengthen knowledge of the

industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce) and customer

business priorities (e.g., challenges, competitive landscape) and leverages in depth knowledge of Microsoft's offerings (e.g., product landscape, solutions,

strategy to address customer needs) to share knowledge internally, influence

customers' business capabilities, drive more competitive solutions, and enhance

growth of the account team.

Other

Embody our culture and values

Qualifications

Required/Minimum Qualifications

13+ years experience in working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation
OR Bachelor's Degree AND 10+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation
OR Master's Degree AND 9+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation.
6+ years experience making recommendations to and/or collaborating with mid to-senior level executives.
8+ years experience closing large, complex agreements/deals.

Additional Or Preferred Qualifications

Bachelor's Degree AND 13+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation
OR Master's Degree AND 11+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation.

Strategic Account Management IC5 - The typical base pay range for this role across the U.S. is USD $122,400 - $216,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $166,100 - $235,000 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

Microsoft will accept applications for the role until May 13, 2024.

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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