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In the Small, Medium Enterprise & Channel (SME&C) organization, we have set out to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. As part of the Americas SME&C Corporate team, you will support a dedicated set of customers in identifying and achieving their business objectives through digital engagement and partner co-selling. You will also be able to work cross-collaboratively while living our shared SME&C Corporate priorities: Diversity and Inclusivity, Well-being, Sustainability, and Learning. If you have been described as customer obsessed and have an interest in digital-first solutions, we invite you to learn more about the SME&C Corporate organization and the value we deliver to our customers, partners, and one another, every day.

The Senior Digital Account Executive facilitates Microsoft to better serve our SME&C-Corporate managed clients realize their potential and help them on their Digital Transformation journey. The Senior Digital Account Executive adds value by developing and maintaining customer relationships that include building relationships with executives at the Chief-level (CxO) as well as other Business and Technical Decision Makers within the customers’ organizations. The Senior Digital Account Executive has to effectively leverage all the digital tools and processes available and orchestrate the other members of the team to address customer needs and requirements. Additionally, the Senior Digital Account Executive engages with Partners to be able to find the solution that will address the customer needs.

This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise.

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.

Responsibilities

Account Management

+ Proactively identifies and qualifies business opportunities, guiding them through the sales lifecycle to expand customer engagement. Improves pipeline accuracy and hygiene by using common sales and delivery methodology for the Microsoft sales organization criteria for qualifying and advancing sales prospects. Advocates Microsoft (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 and align strategic priorities for investment.

+ Attends to and proactively addresses renewals and anniversaries for both enterprise agreement (EA) and cloud solution provider (CSP), optimizing customer engagement. Customizes renewal options that align with partners and customer business outcomes and licensing vehicle. Identifies opportunities to consolidate and proactively engages in cross- and upsells that closely align with customer priorities and predicted outcomes. Adheres to process for forecasting and timing renewals to accelerate growth, consumption, and on-time renewals. Designs and directs actions for T-minus plans with a focus on strategic impact. Understands available licensing SKUs and programs. Defines negotiation strategies and stakeholder maps. Collaborates with partners to ensure right outcome(s) for the customer. Works with customers and partners to drive assessments and deep dives into customer environments. Understands and leverages investments in possible way during renewal process. Conducts in-depth assessments into customer environments to understand needs and coordinates and implements resources and internal partners (e.g., commercial executives) to drive growth and consumption targets.

Customer Engagement

+ 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 and identifies decision makers within the customer organization. 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, anticipating their needs and industry trends.

+ Serves as the primary contact for and orchestrates customer engagements, strategically aligning resources. 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 across multiple lines of business. Serves as the voice of the customer and advocates for customers within the organization/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 (e.g., social selling, podcasts, webinars).

+ Proactively analyzes customer satisfaction metrics (e.g., timeliness and quality of contact) and develops strategies to address identified trends. Serves as resource for others on customer satisfaction strategy. Independently oversees primary contact and ensures comprehensive feedback is gathered from appropriate contact, inputs information into applicable database(s), and incorporated from a broad range of sources. Leads in triaging customer dissatisfaction and implements effective resolutions promptly (e.g., prioritization, escalation). 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 to enhance impact. Anticipates and preemptively addresses potential customer issues, tailoring requirements to solutions to maximize satisfaction and streamline experiences. Proactively establishes conditions of satisfaction with customers at outset of engagement.

Maintain Solution and Industry Expertise

+ Proactively builds and maintains a knowledge of Microsoft's landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities. Demonstrates a understanding of the strategic customers' business strategy and the direction of appropriate industry(ies). Completes required training and certifications. Develops and implements personal development plan.

Qualifications

Required/Minimum Qualifications

+ 6+ years of sales and negotiation experience with year-over-year growth

+ OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 4+ years of sales and negotiation experience or related work or internship experience with year-over-year growth

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

+ 5+ years of Corporate level sales with midmarket customers with C-suite experience.

Additional or Preferred Qualifications

+ 8+ years of technology sales and negotiation experience with year-over-year growth

+ OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years of sales and negotiation experience or related work or internship experience with year-over-year growth

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

Digital Account Management IC4 - The typical base pay range for this role across the U.S. is USD $40.96 - $80.96 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $60.96 - $86.11 per hour.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay (https://careers.microsoft.com/us/en/us-corporate-pay %20 )

Microsoft will accept applications for the role until June 4th, 2025.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .