Strategic Account Executive

About the role

Manages the development and application of a mature, dynamic customer plan based on proven methodologies to manage a sustainable, long-term business portfolio. Collaborates across the organization and partners to impact the broader ecosystem (e.g., passing legislation). Leverages close relationships with leaders (e.g., senior leaders, C-level executives) of the assigned account and the broader ecosystem to shape long-term strategic direction and influence business metrics. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization. Anticipates issues/risks on customer satisfaction, determines root causes, removes blockers, and establishes recovery action plans to improve the customer's overall experience.

Responsibilities

• Account Management
  • Manages the development and application of a mature, dynamic multi-year customer account plan based on proven methodologies to ensure a sustainable, long-term business portfolio.
  • Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both Microsoft and partners, aligned to goals, budgets, and forecasts.
  • Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers.
  • Demonstrates a strong understanding of the customer's business model to articulate growth opportunities, leveraging industry expertise.
  • Influences relevant internal and external stakeholders to drive change on behalf of the customer, enhance team capabilities, improve Microsoft offerings, and adapt messaging to the assigned account.
  • Leads efforts with key internal and external partners, including vertical industry partners, to develop and promote mutually beneficial, long-term account plans to grow sales and partner impact.
  • Collaborates across the organization and partners to impact the broader ecosystem (e.g., passing legislation).
  • Proactively expands a strategic network of key internal and external partners and decision-makers to ensure execution of core tasks and provide a comprehensive account management experience.
  • Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, increase revenue potential, and open new opportunities.
  • Leads and coordinates a diverse team (e.g., industry experts) on plan execution, prioritization, delegation, and drives accountability to deliver on account plans and grow the account.
• Competitive Knowledge
  • Leverages an internal network of industry experts to strengthen knowledge of industry trends, competitors (e.g., AWS, Salesforce), and customer business priorities.
  • Uses in-depth knowledge of Microsoft's offerings to share insights internally, influence customers' business capabilities, drive competitive solutions, and enhance account team growth.
• Customer Engagement
  • Proactively develops a comprehensive understanding of the customer's business needs, priorities, strategies, and industry insights.
  • Anticipates customer needs to deliver new insights on their business strategy and educates customers on addressing them jointly.
  • Demonstrates long-term differentiated value for the customer, leveraging industry expertise, and guides internal colleagues on developing deeper customer knowledge.
  • Delivers solutions aligned with the customer's overall long-term business strategy.
  • Proactively elevates stakeholder relationships and uses Microsoft sales strategies through multiple levels of the customer's organization to secure buy-in and execution.
  • Expands strategic customer relationships to drive larger impact and spread into other areas of the organization.
• Sales Excellence
  • Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value.
  • Owns the development of strategies showcasing the value of Microsoft's innovative cloud offerings, grounded in industry trends and account needs.
  • Brings the broader ecosystem together with the customer to discuss enriching the customer's value to their own customers.
  • Orchestrates long-term strategies to build customer loyalty that competitors cannot easily overcome.
  • Anticipates issues/risks on customer satisfaction, determines root causes, removes blockers, and establishes recovery action plans.
  • Builds trust and loyalty by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to their business strategy.
  • Enables customers to provide feedback directly to executives to help transform the account space through open communication channels and executive sponsorship.
  • Leverages understanding of customer business to engage Microsoft decision-makers and drive the customer's strategy, goals, and optimization.
  • Engages and influences decision-makers to position Microsoft to increase the customer's budget allocated to Microsoft and tailor solutions to satisfy KPIs.
  • Earns and maintains status as a trusted advisor to C-level business decision-makers by bringing innovative ideas and leveraging industry expertise.
  • Mobilizes and mentors the account management team and relevant internal stakeholders to build deep partnerships with decision-makers.
  • Leverages best-in-class sales and communication strategies and tools to meet business needs and identify new opportunities.
  • Builds new relationships to create new opportunities and expand relationships within the customer.
  • Creates and qualifies new opportunities by identifying strategic, long-term opportunities within accounts and guiding the customer on identifying them.
  • Drives new business opportunities across the team by creating a partner ecosystem and empowering team members to find new opportunities.
  • Uses business cases to develop and present compelling value propositions and specialized business plans for customers.
• Strategic Thinking
  • Articulates Microsoft's and partners' point of view and creates deep connections with decision-makers to drive purchase decisions and increase interaction.
  • Leverages relationships to address complex political blockers and drive execution for the customer.
  • Uses unique, strategic, industry-focused business insights to create long-term competitive advantage for the customer.
  • Engages in strategic discussions to evolve and facilitate the evolution of the customer's business model using Microsoft capabilities.
  • Drives strategic initiatives to promote a more holistic digital approach between Microsoft and the customer.

Requirements

• Required Qualifications
  • Bachelor's Degree AND 10+ years of experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation.
  • Master's Degree AND 9+ years of experience working in an industry and/or driving digital transformation.
  • 13+ years of experience working in an industry and/or driving digital transformation (equivalent experience accepted).
  • 6+ years of experience making recommendations to and/or collaborating with mid-to-senior level executives.
  • 8+ years of experience closing large, complex agreements/deals.
• Other Requirements

  This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.

• Preferred Qualifications
  • Bachelor's Degree AND 13+ years of experience working in an industry and/or driving digital transformation.
  • Master's Degree AND 11+ years of experience working in an industry and/or driving digital transformation.
  • Equivalent experience.

Pay

The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. A different range applies to specific work locations, within the San Francisco Bay area and New York City metropolitan area, with a base pay range of USD $170,300 - $239,800 per year. Certain roles may be eligible for benefits and other compensation. Additional benefits and pay information can be found at Microsoft Careers Pay Information.