Digital Account Executive

Microsoft•Redmond, WA

17h•$31 - $65

About The Position

Microsoft Elevate is Microsoft's dedicated organization for advancing Education, Nonprofit, Workforce Development, and AI-for-Good outcomes globally. We bring together commercial expertise, technology innovation, partner ecosystems, skilling programs, policy engagement, and philanthropy to help organizations and communities accelerate impact in an AI-powered world. Through our people-first approach, Elevate works to ensure technology creates inclusive economic opportunity- ensuring that artificial intelligence enhances human potential rather than replacing it. In Microsoft Elevate, we are leading a high-growth, AI-powered global sales organization that is deeply connected to our partners and focused on helping education institutions achieve more. By bringing together Corporate, Strategy, and Partner teams, we help K-12 school districts, higher education institutions, and education organizations accelerate digital transformation and realize the full value of Microsoft technology investments. Leveraging the power of AI, cloud technologies, and our extensive partner ecosystem, we are helping education customers reimagine teaching and learning, strengthen security, modernize operations, and prepare students for the future. Elevate is more than a sales organization. It is a culture of innovation, opportunity, and inclusivity where customer obsession, collaboration, and continuous learning drive everything we do. Here, you will be part of a diverse, high-performing team that is passionate about making a meaningful impact in education. The Digital Account Executive serves as the primary customer relationship owner for a portfolio of Education customers, helping institutions achieve their strategic priorities through technology. This role develops and maintains trusted relationships with executive leaders, including Superintendents, Chancellors, CIOs, CTOs, CAOs, and other business and technical decision makers, while leading conversations focused on AI readiness, security, cloud adoption, data modernization, and educational outcomes. The Digital Account Executive is responsible for driving renewal retention, customer expansion, and new growth opportunities across the Microsoft portfolio, including Microsoft 365, Security, Azure, Data & AI, Fabric, and Copilot. The role leverages digital engagement strategies, customer signals, and partner co-sell motions to accelerate customer success and business outcomes. Working across a virtual account team, the Digital Account Executive orchestrates Microsoft specialists, customer success resources, and partners to ensure customers maximize the value of their technology investments. The role also serves as the voice of the customer within Microsoft, sharing industry insights, identifying emerging needs, and helping shape strategies that support the evolving needs of the education sector. This opportunity provides the ability to accelerate your career growth, strengthen your sales and leadership capabilities, deepen cloud and AI expertise, and contribute to transformational outcomes that positively impact educators, students, staff, and communities. 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+ years 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

Managing a portfolio of Education customers and driving the full customer lifecycle, including renewals, expansion, pipeline creation, executive engagement, partner co-sell motions, and AI-led transformation initiatives.
Serving as the primary territory owner, coordinating internal resources, partners, and customer stakeholders to achieve revenue retention and growth objectives.
Strategically determining priority and depth for each account in the portfolio and coordinating cross-functional resources to develop and execute against prioritization.
Leveraging relevant data to craft and implement strategic plans that meet or exceed quota for the upcoming quarter/half, ensuring a strategic and cohesive plan across consumption, upsell, and renewal.
Utilizing investment programs to maximize impact across customers and leveraging existing sales plays and prioritized partners to drive new business and pipeline creation.
Coordinating and participating in the development of success plans for unified support and consumption plans for MACC customers, in partnership with customer success teams.
Developing co-sell strategy with partner(s) as part of portfolio planning and developing and leveraging advanced industry knowledge.
Holding self and others accountable for agreed upon time frames and driving collaboration with internal and external stakeholders to achieve revenue targets and key deadlines.
Coordinating strategic alignment of teams and resources with customer needs to enhance experience and delivering organizational insights and aligning virtual teams with key opportunities.
Leveraging a broad network within and across partner ecosystem and resources to optimize account performance and identifying resources and partner solutions to help customers derive value from existing Microsoft investments.
Proactively identifying and qualifying business opportunities, guiding them through the sales lifecycle to expand customer engagement.
Improving pipeline accuracy and hygiene by using common sales and delivery methodology for the Microsoft sales organization criteria for qualifying and advancing sales prospects.
Advocating MSFT solutions to the customer by demonstrating value and encouraging upsell/cross-sell opportunities.
Understanding customer strategy and presenting tailored Microsoft solutions in complex deals.
Engaging with customer leaders and stakeholders to discuss budget considerations and align strategic priorities for investment.
Attending to and proactively addressing renewals and anniversaries for both enterprise agreement (EA) and cloud solution provider (CSP), optimizing customer engagement.
Customizing renewal options that align with partners and customer business outcomes and licensing vehicle.
Identifying opportunities to consolidate and proactively engaging in cross- and upsells that closely align with customer priorities and predicted outcomes.
Adhering to process for forecasting and timing renewals to accelerate growth, consumption, and on-time renewals.
Designing and directing actions for T-minus plans with a focus on strategic impact.
Understanding available licensing SKUs and programs, defining negotiation strategies and stakeholder maps.
Collaborating with partners to ensure right outcome(s) for the customer and working with customers and partners to drive assessments and deep dives into customer environments.
Understanding and leveraging investments in best possible way during renewal process.
Conducting in-depth assessments into customer environments to understand needs and coordinating and implementing resources and internal partners to drive growth and consumption targets.
Serving as the primary contact for and orchestrating customer engagements, strategically aligning resources.
Coaching others on customer relationships and engagement and synthesizing customer interactions to maximize effectiveness and strategic impact.
Building and deepening relationships with customers and implementing a tiered approach to cadence of customer engagements across multiple lines of business.
Serving as the voice of the customer and advocating for customers within the organization/Microsoft.
Utilizing and enhancing customer relationship management tools to track and foster client relationships.
Proactively reaching out to and engaging with customers through diverse digital channels.
Proactively analyzing customer satisfaction metrics and developing strategies to address identified trends.
Serving as resource for others on customer satisfaction strategy.
Independently overseeing primary contact and ensuring comprehensive feedback is gathered from appropriate contact, inputs information into applicable database(s), and incorporated from a broad range of sources.
Leading in triaging customer dissatisfaction and implementing effective resolutions promptly.
Serving as a point of contact for customer issues and ensuring responses to customers are completed in a timely manner.
Optimizing escalation process and strategically engaging Microsoft executives to enhance impact.
Anticipating and preemptively addressing potential customer issues, tailoring requirements to solutions to maximize satisfaction and streamline experiences.
Proactively establishing conditions of satisfaction with customers at outset of engagement.
Capturing and synthesizing key learnings internally and externally about customers.
Developing deep understanding of customer business and driving business discussions.
Leveraging digital tools to conduct comprehensive research on existing accounts and customers and identifying decision makers within the customer organization.
Understanding and relating customer business needs and priorities to Microsoft priorities and strategy.
Demonstrating expertise across applicable industry and bringing tailored use cases to customers, anticipating their needs and industry trends.
Proactively building and maintaining a deep knowledge of Microsoft's landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities.
Demonstrating a deep understanding of the strategic customers' business strategy and the direction of appropriate industry(ies).
Completing required training and certifications.
Developing and implementing personal development plan.