Digital Account Executive

Microsoft•,

4d•$41 - $86

About The Position

The Digital Account Executive helps Microsoft serve Medium Enterprise managed clients by supporting their potential and digital transformation journeys. The role builds and maintains deep customer relationships, including with C-level executives and business and technical decision-makers. It uses digital tools and processes, orchestrates internal teams and partners, and identifies solutions that address customer needs. The position coordinates sales and specialized resources, manages territories and pipelines, and forecasts sales revenue. It also represents the voice of the customer and shares industry and competitive knowledge. The role offers an opportunity to develop sales and collaboration skills and deepen cloud expertise. The role is part of Microsoft's Small Medium Enterprises and Channel (SME&C) organization, a customer-focused, AI-powered sales organization that works with partners and internal teams to help businesses adopt technology. Microsoft describes its mission as empowering every person and organization to achieve more and emphasizes growth mindset, innovation, collaboration, respect, integrity, accountability, and inclusion.

Requirements

Bachelor's degree in Business Management, Information Technology, Marketing, an equivalent field, or a related field, plus at least 3 years of sales and negotiation experience or related work experience; or at least 5 years of sales and negotiation experience; or equivalent experience.

Nice To Haves

Bachelor's degree in Business Management, Information Technology, Marketing, an equivalent field, or a related field, plus at least 8 years of sales and negotiation experience or related work experience; or at least 10 years of technology sales and negotiation experience; or equivalent experience.

Responsibilities

Coordinate internal and external stakeholders, teams, and resources to achieve revenue targets, meet deadlines, and align resources with customer needs.
Use partner and internal networks, organizational insights, and partner solutions to improve account performance and help customers realize value from Microsoft investments.
Identify and qualify business opportunities, guide them through the sales lifecycle, and maintain accurate, well-qualified pipeline records using Microsoft sales methodologies such as MCEM.
Present Microsoft solutions and their value to customers, identify upsell and cross-sell opportunities, and tailor solutions to customer strategy and complex deal requirements.
Engage customer leaders and stakeholders to discuss budgets and align investment with strategic priorities.
Prioritize accounts and coordinate cross-functional resources to develop and execute strategic plans that meet or exceed quarterly or half-year quotas.
Plan across consumption, upsell, and renewal opportunities; use investment programs, sales plays, and partners to generate business and pipeline.
Partner with customer success teams on success plans, unified support and consumption plans for MACC customers, and partner co-sell strategies.
Develop industry knowledge and hold self and others accountable for agreed timelines.
Manage enterprise agreement and cloud solution provider renewals and anniversaries, tailoring renewal options to customer outcomes, partners, and licensing vehicles.
Identify consolidation, cross-sell, and upsell opportunities; forecast renewals and coordinate timely actions to support growth, consumption, and on-time renewals.
Develop renewal plans, negotiation strategies, and stakeholder maps; understand licensing SKUs and programs; and collaborate with customers, partners, and internal teams.
Assess customer environments and coordinate resources, including commercial executives, to support growth and consumption targets.
Analyze customer satisfaction metrics, gather and record feedback, address dissatisfaction, resolve issues promptly, and improve escalation processes.
Serve as a customer point of contact, ensure timely responses, engage Microsoft executives when appropriate, and anticipate customer needs and potential issues.
Establish conditions of satisfaction at the start of engagements and tailor solutions to improve customer satisfaction and streamline experiences.
Lead customer engagements and coordinate pod members, partners, virtual teams, and cross-functional resources.
Build and deepen customer relationships, set engagement cadence across lines of business, advocate for customers, and use customer relationship management tools such as MSX D365.
Engage customers through digital channels such as social selling, podcasts, and webinars.
Capture and synthesize customer insights, understand customer businesses and ROI considerations, research accounts using digital tools, and identify customer decision-makers.
Connect customer needs and priorities to Microsoft's priorities and strategy, apply industry expertise, and present relevant use cases while anticipating needs and trends.
Build and maintain knowledge of Microsoft's solutions, strategy, and relevant industries; complete required training and certifications; and develop and implement a personal development plan.