Digital Account Executive

• Strategically determines priority and depth for each account in the portfolio
• Coordinates cross-functional resources to develop and execute against prioritization
• Leverages relevant data to craft and implement strategic plans that meet or exceed quota
• Ensures a strategic and cohesive plan across consumption, upsell, and renewal
• Utilizes investment programs to maximize impact across customers
• Leverages existing sales plays and prioritized partners to drive new business and pipeline creation
• Coordinates and participates in the development of success plans for unified support and consumption plans for MACC customers
• Develops co-sell strategy with partner(s) as part of portfolio planning
• Holds self and others accountable for agreed upon time frames
• Drives collaboration with internal and external stakeholders to achieve revenue targets and key deadlines
• Coordinates strategic alignment of teams and resources with customer needs
• Delivers organizational insights and aligns virtual teams with key opportunities
• Identifies resources and partner solutions to help customers derive value from existing Microsoft investments
• Proactively identifies and qualifies business opportunities, guiding them through the sales lifecycle
• Improves pipeline accuracy and hygiene by using common sales and delivery methodology
• Advocates MSFT solutions to the customer by demonstrating value and encouraging upsell/cross-sell opportunities
• Understands customer strategy and presents tailored Microsoft solutions in complex deals
• Engages with customer leaders and stakeholders to discuss budget considerations
• Attends to and proactively addresses renewals and anniversaries for both enterprise agreement (EA) and cloud solution provider (CSP)
• Customizes renewal options that align with partners and customer business outcomes
• Identifies opportunities to consolidate and proactively engages in cross- and upsells
• Adheres to process for forecasting and timing renewals to accelerate growth
• Designs and directs actions for T-minus plans
• Understands available licensing SKUs and programs
• Defines negotiation strategies and stakeholder maps
• Works with customers and partners to drive assessments and deep dives into customer environments
• Serves as the primary contact for and orchestrates customer engagements
• Coaches others on customer relationships and engagement
• Synthesizes customer interactions to maximize effectiveness and strategic impact
• Builds and deepens relationships with customers and implements a tiered approach to cadence of customer engagements
• Serves as the voice of the customer and advocates for customers within Microsoft
• Utilizes and enhances customer relationship management tools to track and foster client relationships
• Proactively reaches out to and engages with customers through diverse digital channels
• Proactively analyzes customer satisfaction metrics and develops strategies to address identified trends
• Independently oversees primary contact and ensures comprehensive feedback is gathered
• Leads in triaging customer dissatisfaction and implements effective resolutions promptly
• Serves as a point of contact for customer issues and ensures responses to customers are completed in a timely manner
• Optimizes escalation process and strategically engages Microsoft executives
• Anticipates and preemptively addresses potential customer issues
• Proactively establishes conditions of satisfaction with customers
• Captures and synthesizes key learnings internally and externally about customers
• Develops deep understanding of customer business and drives business discussions
• Leverages digital tools to conduct comprehensive research on existing accounts and customers
• Understands and relates customer business needs and priorities to Microsoft priorities and strategy
• Demonstrates expertise across applicable industry and brings tailored use cases to customers
• Proactively builds and maintains a strong knowledge of Microsoft's landscape, solutions, and strategy
• Completes required training and certifications
• Develops and implements personal development plan

Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 3+ years sales and negotiation experience or related work experience OR 5+ years sales and negotiation experience OR equivalent experience.