At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.

The Digital Account Executive facilitates Microsoft to better serve our Medium Enterprise managed clients realize their potential and help them on their Digital Transformation journey. The Account Executive adds value by developing and maintaining strong 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 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 Digital Account Executive engages with Partners to be able to find the best solution that will address the customer needs.

Efficiently orchestrate resources between different sales and specialized roles. Excel in key business processes such as territory management, pipeline management and overall business disciplines. Accountable for forecasting expected sales revenue.

Also the voice of the customer for Microsoft and share industry and competitive knowledge. This opportunity will allow you to accelerate your career growth, honing your sales and collaboration skills, and deepen 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.

Customer Engagement

Focuses on generating new pipeline by engaging with C-Suite, Technical Decision Manager (TDM) and Business Decision Makers (BDMs) through territory planning, marketing signals and digital assets
Central point maintaining strong customer relationships and advocates for customers within the organization/Microsoft.
Surfaces customer organization structure to identify decision makers leveraging partners and v-teams.
Engages with C-Suite executives. Focuses on customer satisfaction metrics. Takes ownership for issues and reaches out to customers to reinforce engagement.
Ensures continuity of customer accounts and monitors customer satisfaction metrics by proactively establishing conditions of satisfaction at outset of engagement and managing escalation process.

Account Management

Thinks strategically about sales territory for accounts, setting standards and priorities, outlining where to and how to leverage specialized and technical resources and other roles, engaging internal and external decision makers on long-term business planning.
Helps existing/new customers to cloud solutions via a cohesive plan across adds, consumption, , through upsell, co-sell motions, and renewal maximizing customer business outcomes and experience
Understands and accelerates customer’s AI and cloud strategy.
Builds enough pipeline to have a growing and sustainable business every single quarter.

Partnering

Builds partner relationships to drive scale and revenue. Coaches and influences partners to consider different solution needs.
Coordinates resources across teams to execute territory plans with partners. Leads teams on territory management best practices and techniques. Validates plans, drives accountability, and coaches teams to achieve or exceed plans. Drives strategic partner participation. Holds partners accountable to contribute to territory plan.

Maintain Product, Solution and Industry Expertise -

Proactively builds and maintains a strong knowledge of Microsoft's products, landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities; demonstrates a strong understanding of the customers' business strategy and the direction of the industry.
Orchestrates specialized resources to engage with customers to provide strong solutions-based and technology-based engagement to help customers address their challenges and opportunities.
Leverages additional resources such as partners to engage with the customer to provide the right solution to the customer on their transformation journey.

Other

Embody our Culture and Values

Required/minimum qualifications

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.
Experience with the Microsoft Licensing Model.
Customer facing experience.

Preferred qualifications

Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 8+ years sales and negotiation experience or related work experience
- OR 10+ years technology sales and negotiation experience
- OR equivalent experience.
Experience developing sales and business strategy options, while also being able to execute plans and build strong relationships.
Experience working with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
Experience with pipeline management, forecasting and driving integrated territory and budget achievement planning.
Sales experience of cloud offerings and solutions.
Sales experience with line of Business applications, business process consulting or automation, CRM, Employee Performance Management (systems and processes).
Familarity of Microsoft AI offerings.

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

Microsoft will accept applications and processes offers for these roles on an ongoing basis.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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