Senior Account Executive, Enterprise Digital Natives (Azure)

Microsoft • San Francisco, CA

5d • $107,600 - $205,600

About The Position

Microsoft’s Digital Natives High Tech Pursuits team is a fast-growing, entrepreneurial group within the company. The Senior Account Executive, Enterprise Digital Natives (Azure) leads transformative Microsoft Cloud deals with venture-backed startups building frontier AI solutions, shaping industries and developing major Azure partnerships. The role involves strategic deal-making, complex negotiations, and coordinating across internal teams and external stakeholders to deliver large, multi-year Azure commitments. It offers exposure to AI and cloud infrastructure and opportunities to develop business acumen and career growth.

The position focuses on managing multiple enterprise accounts, expanding customer relationships, identifying opportunities, and achieving Microsoft revenue and consumption targets while supporting customer business outcomes. The role works with executives, technical and business decision makers, partners, and cross-functional teams including Deal Desk, Engineering, Marketing, Business Development, Finance, and Legal.

Requirements

• Master’s degree in Business Administration and at least 4 years of relevant industry, digital transformation, consulting, technology, or other relevant work experience; or a bachelor’s degree in Business, Technology, or a related field and at least 6 years of such experience; or equivalent experience.
• Microsoft is unable to sponsor a work visa for this role due to the nature of the job duties.

Nice To Haves

• Master’s degree in Business Administration and at least 8 years of relevant industry, digital transformation, consulting, technology, or other relevant work experience; or a bachelor’s degree in Business, Technology, or a related field and at least 12 years of such experience; or equivalent experience.
• At least 5 years of account management experience or equivalent.

Responsibilities

• Develop and execute account plans across assigned accounts, prioritizing customer needs, growth opportunities, and risks to meet revenue and consumption targets and customer business outcomes.
• Strategically allocate account team and partner resources, drive regular joint account governance, and engage senior leaders to grow enterprise accounts into strategic accounts.
• Expand internal and external partner networks, share and accept co-sell opportunities, and work with partner sellers to build pipeline and close deals.
• Build trusted relationships with executives and business and technical decision makers, and establish a Rhythm of Business with customer sponsors to demonstrate Microsoft solutions’ value and return on investment.
• Develop understanding of each customer’s business, technology priorities, and industry to identify opportunities, advocate for customers internally, mitigate competitive risk, and secure customer references.
• Lead extended virtual teams to map stakeholders, respond to customer feedback, remove blockers, and agree on success measures that support customer satisfaction.
• Build value propositions and business cases tied to customer KPIs, using them and digital selling to create upsell and cross-sell opportunities and drive consumption of Microsoft solutions.
• Orchestrate stakeholders across Deal Desk, Engineering, Marketing, Business Development, Finance, and Legal to deliver complex deals.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior