Digital Account Executive

Microsoft•Fargo, ND

1d•$61 - $86

About The Position

The Digital Account Executive helps Microsoft’s Medium Enterprise managed clients realize their potential and advance their digital transformation. The role develops and maintains deep customer relationships, including with C-level executives and business and technical decision makers. It uses digital tools and processes, coordinates internal teams, and engages partners to identify solutions that address customer needs. The position manages territory and pipeline disciplines, forecasts sales revenue, and serves as a voice of the customer by sharing industry and competitive knowledge. The role is part of Microsoft’s Small Medium Enterprises and Channel organization, a high-growth, AI-powered global sales team focused on customer success and collaboration with partners. The position offers the opportunity to develop sales and collaboration skills and deepen cloud expertise while supporting Microsoft’s mission and values. Account management responsibilities include developing account and portfolio plans, qualifying opportunities, managing pipeline and renewals, coordinating cross-functional teams and partner resources, and pursuing consumption, upsell, cross-sell, and revenue targets. Customer engagement responsibilities include acting as the primary customer contact, managing satisfaction and escalations, coordinating customer engagements, gathering feedback, and using digital channels and customer relationship management tools. The role also requires maintaining knowledge of Microsoft solutions, industry direction, and customer business priorities, and completing required training and certifications.

Requirements

Bachelor’s degree in Business Management, Information Technology, Marketing, or a related field, and 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.
Experience managing customer relationships, sales opportunities, negotiations, and account or pipeline processes.
Ability to coordinate internal and external stakeholders and partner resources to address customer needs.

Nice To Haves

Bachelor’s degree in Business Management, Information Technology, Marketing, or a related field, and 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.
Experience or familiarity with Microsoft sales and delivery methodologies, such as MCEM; Microsoft customer relationship management tools, such as MSX D365; and Microsoft licensing programs and SKUs.

Responsibilities

Collaborate with internal and external stakeholders to achieve revenue targets and deadlines, align teams and resources with customer needs, and optimize account performance.
Identify and qualify business opportunities, guide opportunities through the sales lifecycle, maintain accurate pipeline records, and advocate for Microsoft solutions through value demonstrations and upsell or cross-sell opportunities.
Prioritize accounts and coordinate cross-functional resources to develop and execute strategic plans that meet or exceed quota.
Create cohesive plans covering consumption, upsell, and renewals; use sales plays, investment programs, and partners to generate new business and pipeline.
Partner with customer success teams on customer success plans, unified support, and consumption plans for MACC customers; develop co-sell strategies with partners.
Manage enterprise agreement and cloud solution provider renewals, tailoring options to customer and partner outcomes and licensing needs, and pursuing consolidation, cross-sell, and upsell opportunities.
Forecast renewal timing and sales, define negotiation strategies and stakeholder maps, coordinate customer assessments, and align internal resources to growth and consumption targets.
Analyze customer satisfaction, gather and record feedback, address dissatisfaction and escalations, resolve customer issues promptly, and proactively prevent potential issues.
Serve as the primary customer contact and orchestrate engagements across internal teams, partners, and other resources; build and deepen customer relationships and represent customer needs within Microsoft.
Use customer relationship management tools and digital channels to track and foster relationships and engage customers.
Research customers and accounts, identify decision makers, understand customer business needs and priorities, and develop tailored industry use cases and business discussions.
Build and maintain knowledge of Microsoft solutions, strategy, customer industries, and business priorities; complete required training and certifications and maintain a personal development plan.
Hold self and others accountable for agreed timelines and share customer, industry, and competitive knowledge.