Digital Account Executive

Microsoft•Atlanta, GA

9h•$31 - $65

About The Position

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. As a Digital Account Executive you will leverage the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business. The Small and Medium Business (SMB) segment within SME&C is at the leading edge of growth and transformation. It’s a tremendous growth engine for the company dedicated to bringing the Microsoft cloud to millions of SMB customers worldwide through scalable routes to market, growing revenue, market share and net new customers while enabling a high level of customer and partner experience. Develops partnerships with customers, and reaches trusted-advisor status. Maintains breadth and depth of customer relationships and increases level of customer contacts. Leverages existing customer relationships in other accounts to bridge knowledge gaps, promote experience and value with Microsoft solutions with other customers. Uses digital tools and technology to conduct research and engage customers. Identifies key trends causing customer dissatisfaction and works systematic efforts to resolve. Creatively addresses renewal options with internal partners and customers to maximize business outcomes and likelihood of renewal. Identifies partners to drive new business and pipeline creation. Makes recommendations or influences sales plays. Conducts analyses into what customers are using versus needs. Identifies resources and partner solutions to help customers derive value from existing Microsoft investments. Mentors others in orchestration and serves as escalation point to resolve collaboration needs. Leverages relationships and resources across solution areas to drive account outcomes. Assists customers in building roadmap to achieve desired outcomes. Understands and accelerates customer cloud strategy. Consolidates and shares best practices with others, and uses knowledge to engage with customers and with internal teams. 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.

Requirements

Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 1+ year(s) sales and negotiation experience or related work experience OR 3+ years sales and negotiation experience OR equivalent experience.

Nice To Haves

Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 5+ years sales and negotiation experience or related work experience OR 7+ years technology sales and negotiation experience OR equivalent experience.

Responsibilities

Account Management
Determines priority and depth for each account in portfolio. Orchestrates resources to develop plan to execute against prioritization. Leverages relevant data (e.g., individual customer plan, analysis, available resources/programs) to determine and implement plan that meets or exceeds quota independently. Ensures cohesive plan across consumption, upsell, and renewal. Leverages investment programs to scale across customers. Leverages existing sales plays and prioritized partners to drive new business and pipeline creation. Supports the development of success plans for unified support and consumption plans for MACC customers, in partnership with customer success (e.g., CSAM) teams and guidance from peers. Brings in partner(s) as part of portfolio planning. Develops and leverages basic industry knowledge. Holds self and others accountable for agreed upon time frames.
Actively identifies and qualifies business opportunities, supporting their progression through the sales lifecycle to grow customer engagement. Contributes to pipeline accuracy and hygiene by applying common sales and delivery methodology for the Microsoft sales organization (e.g., MCEM) criteria for qualifying and moving sales prospects forward. Advocates Microsoft solutions to the customer by demonstrating value and encouraging upsell/cross-sell opportunities. Understands customer strategy and presents Microsoft solutions in deals. Engages with customer leaders and stakeholders to discuss budget considerations and align priorities for investment.
Manages renewals and anniversaries, both enterprise agreement (EA) and cloud solution provider (CSP). Provides renewal options to customers to maximize business outcomes. Cross- and upsells in accordance with customer priorities and outcomes. Adheres to process for forecasting and timing renewals appropriately to drive growth, consumption, and on-time renewals. Creates and implements actions for T-minus plans. Collaborates with partners to ensure right outcome(s) for the customer. Conducts analyses into what customers are using versus needs and utilizes and aligns resources and internal partners (e.g., commercial executives) to drive growth and consumption targets.
Coordinates with internal and external stakeholders to understand and achieve revenue targets. Assists in strategic alignment of teams and resources with customer needs to improve experience. Gathers organizational insights and supports the alignment of virtual teams with key opportunities. Utilizes a network within and across the partner ecosystem and resources to drive account performance. Identifies resources (e.g., v-team orchestration) and partner solutions to help customers derive value from existing Microsoft investments.
Customer Engagement
Captures and shares key learnings internally about customers. Develops understanding about customer business. Uses available digital tools to conduct and compile research on existing accounts and customers. Demonstrates understanding across applicable industry and takes relevant use cases to customers.
Monitors customer satisfaction metrics (e.g., timeliness and quality of contact). Manages primary contact appropriately to ensure feedback is gathered from appropriate contact, inputs information into applicable database(s), and incorporated from the correct sources on an ongoing basis. Triages customer dissatisfaction and handles in timely manner (e.g., prioritization, escalation). Learns to resolve customer issues and supports others in responding to customers in a timely manner. Manages escalation process appropriately and leverages Microsoft executives to yield positive impact. Anticipates potential customer issues and matches requirements to solutions to maximize satisfaction and simplification.
Serves as the primary contact for and establishes and maintains customer engagements and orchestrates and aligns resources (e.g., pod members, partners, v-team) as needed. Documents and synthesizes customer contacts for maximum effectiveness. Build and maintains breadth and depth of customer relationships and increases level of customer engagements across lines of business. Updates and leverages customer relationship management tools (e.g., MSX D365). Reaches out to and engages with customers through digital channels (e.g., social selling, audio, video).
Maintain Solution and Industry Expertise
Actively acquires knowledge of Microsoft's landscape, solutions, and strategy in the industry of assigned accounts and understands the business priorities. Gains an understanding of the strategic customers' business strategy and the direction of appropriate industry(ies). Completes required training and certifications. Develops and implements personal development plan.
Embody our Culture and Values