Digital Account Executive-Finantial Services Industry at Microsoft
San Jose, CA 95101
About the Job
In Small, Medium, Corporate (SMC) and Digital Sales 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 local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling
You will also be able to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Well-being, Sustainability, and Learning
If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.The Digital Account Executive facilitates Microsoft to better serve our SMC-Corporate managed clients realize their potential and help them on their Digital Transformation journey
The 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 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.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.Required/minimum qualificationsMaster's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 3+ years of sales and negotiation experience or related work 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 6+ years of sales and negotiation experience with year-over-year growth.Demonstrated experience in building strong partnerships and trust with clients at C-levelDemonstrated experience selling complex, cloud-based solutions to Enterprise customersDemonstrated experience in managing and developing a sales pipelineAdditional or preferred qualificationsMaster's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 5+ years of sales and negotiation experience or related work 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 8+ years of technology sales and negotiation experience with year-over-year growth.Experience with the Finance sectorMicrosoft 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. 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.Customer EngagementEstablishes and maintains customer engagements; maximizes value of customer contact
Documents and synthesizes customer contacts for maximum effectiveness
Coaches others on customer relationships and engagement
Maintains breadth and depth of customer relationships and increases level of customer contacts
Maintains contacts across lines of business
Implements tiered approach to cadence and depth of contacts
Breaks through to new contacts in new accounts and creatively builds customer engagement
Advocates for customers (voice of the customer) within the organization/Microsoft
Serves as central point for all customer communications; manages relationships on behalf of the customer; delivers value-based solutions for customer
Introduces different resources based on customer contacts; correctly aligns resources (e.g., partners, v-team)
Reaches out to and engages with customers through digital channels (e.g., social selling, audio, video).Ensures continuity of customer accounts and monitors customer satisfaction metrics (e.g., timeliness and quality of contact)
Follows up and incorporates feedback from customers into future engagements
Ensures implementation matches intent and follows up as needed
Serves as resource for others on customer satisfaction best practices
Manages primary contact appropriately to ensure feedback is gathered from the correct sources on an ongoing basis
Triages customer dissatisfaction and handles in timely manner (e.g., prioritization, escalation)
Manages escalation process appropriately and leverages Microsoft executives to yield positive impact
Anticipates potential customer issues and matches requirements to solutions to maximize satisfaction and simplification; encourages adoption on ongoing basis to improve satisfaction
Proactively establishes conditions of satisfaction with customers at outset of engagement
Customer-centric; takes a challenger mentality to customer thinking or strategy
Defines, with top customers, conditions of satisfaction (COSs) to reflect joint understanding and alignment to customer priorities; demonstrates COSs mentality across stakeholders.Conducts background research on existing customers
Captures and shares internally and externally key learnings about customers, history, and interest
Understands customer business and desired outcomes; uses available digital tools to conduct and compile research
Applies lessons learned to future research
Relates customer priorities to Microsoft priorities and strategy
Demonstrates knowledge across industry and takes relevant use cases to customers; creates constructive tension with customers to challenge thinking and develop deeper customer engagement
Surfaces customer organization structure to identify decision makers
Leverages partners and v-teams to understand customer landscape and build on relationships with customers
Manages relationships inclusive of customers, partners, and internal and external stakeholders
Applies lessons learned to future research; provides guidance on best practices to others.Account ManagementCollaborates with others, both internally and externally to Microsoft in order to achieve revenue targets
Manages key stakeholders to meet critical deadlines
Orchestrates strategic conversations internally or externally to match teams and resources to customer needs and to streamline customer experience
Cultivates resources for ongoing collaboration and future engagements
Provides insights across the organization; identifies and solicits resources needed for success.Attends to and proactively addresses renewals; creatively addresses renewal options with internal partners and customers to maximize business outcomes and likelihood of renewal
Includes nuanced understanding of renewals process and application of solutions knowledge to navigating renewals with customers
Ensures renewals are prioritized and motioned appropriately
Supports others in their portfolio management efforts
Adheres to process for forecasting and timing renewals appropriately to drive consumption (e.g., T-180)
Educates customers on available licensing platforms
Presents licensing fundamentals in conversations with customers
Identifies opportunities to consolidate SKUs and/or cross-sells and upsells in accordance with customer priorities and outcomes
Collaborates proactively with partners to scale and maximize resources effectively
Leverages multiple equal offers (MEO) and empowerment strategically
Leverages renewals to maximize customer adds
Creates and implements action plans for T-180.Conducts analyses into what customers are using versus needs
Identifies resources (e.g., v-team orchestration) and partner solutions to help customers derive value from existing Microsoft investments.Determines priority and depth for each account in portfolio; marshals resources to develop plan to execute against prioritization
Determines plan to meet or exceed quota based on customer analysis and available resources
Develops internal resources to support current and future customer engagements
Ensures cohesive plan across consumption, ads, upsell, and renewal
Creatively leverages programs to scale across customers
Leverages existing sales plays and prioritized partners to drive new business and pipeline creation.Identifies and qualifies opportunities and pursues through lifecycle; drives adoption through to cross-sell/upsell to new opportunities
Drives movement of customers to cloud solutions and to healthy cloud mix in customer accounts where appropriate
Drives customer adds and existing customers to new solutions
Demonstrates value of cloud solutions to customers
Supports internal teams in maximizing likelihood of moving customers to new solutions
Understands and accelerates customer cloud strategy
Assists customers in building roadmap to achieve desired outcomes
Presents range of options and Microsoft cloud strategy to customer in large and complex deals to achieve desired outcomes that address multiple strategic factors
Drives conversations with C-Suite executives around budgets, availability of budgets, and prioritization
Demonstrates challenger mindset in customer engagements.Maintain Product and Solution ExpertiseConsolidates and shares best practices with others; uses knowledge to engage with customers and with internal teams
Completes required training and certifications in a timely manner; develops and implements personal development plan
Develops and maintains industry solution expertise.Role Model Microsoft ValuesModels compliance and represents the Microsoft Values and the One Microsoft culture.Treats others with fairness and respect, and shows empathy and compassion.Deliver Results Through TeamworkPartners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.Employment typeFull-TimeWork siteUp to 50% work from homeRole typeIndividual ContributorDisciplineDigital Account ManagementProfessionDigital Sales and Solutions
As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling
You will also be able to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Well-being, Sustainability, and Learning
If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.The Digital Account Executive facilitates Microsoft to better serve our SMC-Corporate managed clients realize their potential and help them on their Digital Transformation journey
The 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 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.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.Required/minimum qualificationsMaster's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 3+ years of sales and negotiation experience or related work 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 6+ years of sales and negotiation experience with year-over-year growth.Demonstrated experience in building strong partnerships and trust with clients at C-levelDemonstrated experience selling complex, cloud-based solutions to Enterprise customersDemonstrated experience in managing and developing a sales pipelineAdditional or preferred qualificationsMaster's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 5+ years of sales and negotiation experience or related work 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 8+ years of technology sales and negotiation experience with year-over-year growth.Experience with the Finance sectorMicrosoft 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. 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.Customer EngagementEstablishes and maintains customer engagements; maximizes value of customer contact
Documents and synthesizes customer contacts for maximum effectiveness
Coaches others on customer relationships and engagement
Maintains breadth and depth of customer relationships and increases level of customer contacts
Maintains contacts across lines of business
Implements tiered approach to cadence and depth of contacts
Breaks through to new contacts in new accounts and creatively builds customer engagement
Advocates for customers (voice of the customer) within the organization/Microsoft
Serves as central point for all customer communications; manages relationships on behalf of the customer; delivers value-based solutions for customer
Introduces different resources based on customer contacts; correctly aligns resources (e.g., partners, v-team)
Reaches out to and engages with customers through digital channels (e.g., social selling, audio, video).Ensures continuity of customer accounts and monitors customer satisfaction metrics (e.g., timeliness and quality of contact)
Follows up and incorporates feedback from customers into future engagements
Ensures implementation matches intent and follows up as needed
Serves as resource for others on customer satisfaction best practices
Manages primary contact appropriately to ensure feedback is gathered from the correct sources on an ongoing basis
Triages customer dissatisfaction and handles in timely manner (e.g., prioritization, escalation)
Manages escalation process appropriately and leverages Microsoft executives to yield positive impact
Anticipates potential customer issues and matches requirements to solutions to maximize satisfaction and simplification; encourages adoption on ongoing basis to improve satisfaction
Proactively establishes conditions of satisfaction with customers at outset of engagement
Customer-centric; takes a challenger mentality to customer thinking or strategy
Defines, with top customers, conditions of satisfaction (COSs) to reflect joint understanding and alignment to customer priorities; demonstrates COSs mentality across stakeholders.Conducts background research on existing customers
Captures and shares internally and externally key learnings about customers, history, and interest
Understands customer business and desired outcomes; uses available digital tools to conduct and compile research
Applies lessons learned to future research
Relates customer priorities to Microsoft priorities and strategy
Demonstrates knowledge across industry and takes relevant use cases to customers; creates constructive tension with customers to challenge thinking and develop deeper customer engagement
Surfaces customer organization structure to identify decision makers
Leverages partners and v-teams to understand customer landscape and build on relationships with customers
Manages relationships inclusive of customers, partners, and internal and external stakeholders
Applies lessons learned to future research; provides guidance on best practices to others.Account ManagementCollaborates with others, both internally and externally to Microsoft in order to achieve revenue targets
Manages key stakeholders to meet critical deadlines
Orchestrates strategic conversations internally or externally to match teams and resources to customer needs and to streamline customer experience
Cultivates resources for ongoing collaboration and future engagements
Provides insights across the organization; identifies and solicits resources needed for success.Attends to and proactively addresses renewals; creatively addresses renewal options with internal partners and customers to maximize business outcomes and likelihood of renewal
Includes nuanced understanding of renewals process and application of solutions knowledge to navigating renewals with customers
Ensures renewals are prioritized and motioned appropriately
Supports others in their portfolio management efforts
Adheres to process for forecasting and timing renewals appropriately to drive consumption (e.g., T-180)
Educates customers on available licensing platforms
Presents licensing fundamentals in conversations with customers
Identifies opportunities to consolidate SKUs and/or cross-sells and upsells in accordance with customer priorities and outcomes
Collaborates proactively with partners to scale and maximize resources effectively
Leverages multiple equal offers (MEO) and empowerment strategically
Leverages renewals to maximize customer adds
Creates and implements action plans for T-180.Conducts analyses into what customers are using versus needs
Identifies resources (e.g., v-team orchestration) and partner solutions to help customers derive value from existing Microsoft investments.Determines priority and depth for each account in portfolio; marshals resources to develop plan to execute against prioritization
Determines plan to meet or exceed quota based on customer analysis and available resources
Develops internal resources to support current and future customer engagements
Ensures cohesive plan across consumption, ads, upsell, and renewal
Creatively leverages programs to scale across customers
Leverages existing sales plays and prioritized partners to drive new business and pipeline creation.Identifies and qualifies opportunities and pursues through lifecycle; drives adoption through to cross-sell/upsell to new opportunities
Drives movement of customers to cloud solutions and to healthy cloud mix in customer accounts where appropriate
Drives customer adds and existing customers to new solutions
Demonstrates value of cloud solutions to customers
Supports internal teams in maximizing likelihood of moving customers to new solutions
Understands and accelerates customer cloud strategy
Assists customers in building roadmap to achieve desired outcomes
Presents range of options and Microsoft cloud strategy to customer in large and complex deals to achieve desired outcomes that address multiple strategic factors
Drives conversations with C-Suite executives around budgets, availability of budgets, and prioritization
Demonstrates challenger mindset in customer engagements.Maintain Product and Solution ExpertiseConsolidates and shares best practices with others; uses knowledge to engage with customers and with internal teams
Completes required training and certifications in a timely manner; develops and implements personal development plan
Develops and maintains industry solution expertise.Role Model Microsoft ValuesModels compliance and represents the Microsoft Values and the One Microsoft culture.Treats others with fairness and respect, and shows empathy and compassion.Deliver Results Through TeamworkPartners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.Employment typeFull-TimeWork siteUp to 50% work from homeRole typeIndividual ContributorDisciplineDigital Account ManagementProfessionDigital Sales and Solutions
