Senior Account Executive, Enterprise Digital Natives (Azure) Job at Microsoft Corporation (San Francisco)

Job Description

The Digital Natives High Tech Pursuits team at Microsoft is one of the fastest growing and most dynamic groups in the company operating like a startup within a global tech leader. We’re a bold, entrepreneurial, and high-performance team that thrives on curiosity, creativity, and collaboration. If you're energized by innovation, passionate about startups, and love working with people who go the extra mile (and have fun doing it), this is the place for you. The Senior Account Executive, Enterprise Digital Natives (Azure) role is a high-visibility role with strong executive sponsorship, making it an exceptional steppingstone for your career. You’ll work at the intersection of AI innovation and strategic deal-making, engaging with Silicon Valley’s most innovative, venture-backed startups building frontier AI solutions. As a Senior Account Executive, Enterprise Digital Natives (Azure), you’ll lead transformative Microsoft Cloud deals that shape industries, accelerate innovation, and deliver landmark Azure partnerships. This is a seasoned role for professionals who thrive in ambiguity, excel at complex negotiations, and can orchestrate across multiple stakeholders including Deal Desk, Engineering, Marketing, Business Development, Finance, and Legal to deliver impact at scale. 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.

Job Responsibility

Account Management
Expands network of key internal (e.g., Industry Solutions [IS]) and external partners for accounts to ensure execution of core tasks and account transactions
Grows sales and partner impact and engages mainstream partners to develop and promote mutually-beneficial customer business and technology transformation strategies
Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound
Proactively engages and works with partners' sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners
Anticipates moves within assigned accounts, as well as potential problems and ways to mitigate risks
Determines prioritization of action for multiple assigned accounts based on customer needs, sales-generating importance, growth opportunities, and account risks, all while maintaining a high level of commitment and accountability for assigned accounts
Consults and coordinates with the account management team to make necessary adjustments, determine what actions to tackle first, and re-adjust priorities to respond to pressing and changing demands
Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts
Influences to scale strategic plans (inclusive of partners) and involves senior leadership team
Ensures teams are documenting in the Account Plan
Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts to ensure Microsoft revenue targets and customer business needs are met
Drives accountability to deliver on account plans among the extended virtual teams and internal industry experts
Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth
Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency
Identifies initial stakeholders, customer needs, and customer priorities
Proposes initial Solutions/Sales Plays
Customer Engagement
Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to establish Rhythm of Business (RoB) with customer sponsors to highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI)
Seeks to deepen relationship with customers during interactions by being customer-focused and consistently honoring commitments and connecting the customer to Microsoft executives, and partners with them to foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts
Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President)
Leverages digital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing outputs, and reflect in the engagement strategy in our customer plan
Proactively develops a comprehensive understanding of the customer's business and technology needs and priorities for each assigned account
Identifies opportunities to drive optimizations and new business and technology solutions based on customer's strategies
Presents solutions and ideas based on customer insights
Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed
If industry aligned, also develops a comprehensive understanding of the customer's industry
Understands customer drivers of business transformation and leads new opportunities and orchestrates internal teams to accelerate the customer's digital transformation
Engages with customers to lead strategic technology direction/transformation within assigned accounts customer
Proactively mitigate competitive risk
Mitigate competitive risk
Ensures line-of-business wins are captured (e.g., testimonials) for referencing through insightful listening
Industry Knowledge
Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face
Coordinates with internal industry experts (e.g., industry teams, industry specific partners) to gather industry data of assigned accounts and improve planning
Demonstrates a strong understanding of the customers' business strategy and the direction of the industry
Sales Excellence
Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to expand relationship with decision makers and stakeholders of assigned accounts by leveraging best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales
Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc.
Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction
Leverages internal resources to support customer needs
Orchestrates others (e.g., Customer Success Account Management [CSAM]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience
Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans
Develops value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells
Presents business plans to customers to generate new non-qualified opportunities
Implements strategies to engage relevant stakeholders of assigned accounts and create and/or identify upselling/cross-selling non-qualified opportunities and drive consumption of Microsoft solutions while utilizing common sales and delivery methodology for the Microsoft sales organization
Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customer's business objectives
Establishes the competitive advantage
Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs

Requirements

Master's Degree in Business Administration AND 2+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education) and/or driving digital transformation OR Bachelor's Degree in Business, Technology, or related field AND 3+ years experience working in a relevant industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education) and/or driving digital transformation OR equivalent experience
Master's Degree in Business Administration AND 6+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR Bachelor's Degree in Business, Technology, or related field AND 8+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR equivalent experience
3+ years account management experience OR equivalent

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Senior Account Executive, Enterprise Digital Natives (Azure)

Job Description

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