Digital Account Executive

Microsoft•Dallas, TX

About The Position

The Digital Account Executive helps Microsoft serve Medium Enterprise managed clients, enabling them to 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 sales and specialist teams, and engages partners to identify solutions that meet customer needs. The position manages territory and pipeline disciplines, forecasts sales revenue, and represents the customer within Microsoft 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, partners, innovation, inclusion, collaboration, and continuous learning. The opportunity supports career growth, sales and collaboration skills, and cloud expertise. Microsoft’s stated mission is to empower every person and organization to achieve more, supported by a growth mindset, innovation, collaboration, respect, integrity, accountability, and inclusion.

Requirements

Bachelor’s degree in Business Management, Information Technology, Marketing (or equivalent), 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 (or equivalent), 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 meet revenue targets, deadlines, and customer needs.
Build and use relationships across customer organizations and the partner ecosystem to improve account performance and identify suitable solutions.
Identify and qualify business opportunities, guide prospects through the sales lifecycle, maintain pipeline accuracy, and advance opportunities using Microsoft sales methodologies and criteria.
Present Microsoft solutions and their value, pursue appropriate upsell and cross-sell opportunities, and tailor solutions to customer strategies and complex deals.
Engage customer leaders on budgets and investment priorities; set account priorities and develop strategic plans to meet or exceed quota.
Coordinate cross-functional resources and develop plans spanning consumption, upsell, renewals, customer success, and partner co-selling.
Manage enterprise agreement and cloud solution provider renewals, including renewal timing and forecasting, licensing options, negotiation strategies, stakeholder maps, and customer and partner outcomes.
Assess customer environments and coordinate internal and partner resources to support growth, consumption, and renewal goals.
Analyze customer satisfaction, collect and record feedback, resolve dissatisfaction and customer issues promptly, and manage escalations, including engaging Microsoft executives when appropriate.
Serve as the primary customer contact and orchestrate engagements across Microsoft teams and partners; build relationships and establish an appropriate engagement cadence across lines of business.
Act as the customer’s advocate within Microsoft and use customer relationship management tools to track and foster relationships.
Engage customers through digital channels, research accounts and customer organizations, identify decision makers, and develop an understanding of customer business needs, priorities, and expected value.
Apply industry knowledge and tailored use cases, anticipate customer needs and industry trends, and connect customer priorities to Microsoft strategy.
Maintain knowledge of Microsoft’s solutions, strategy, and relevant industries; complete required training and certifications and maintain a personal development plan.