Account Management IC4

Overview

MCAPS-Core accelerates customer outcomes and business growth. By uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission, we help customers realize value faster and turn innovation into measurable business impact. Through deep technical expertise and differentiated go-to-market execution, we win competitively, capture market share, and scale repeatable growth motions. We differentiate through value creation - delivering world-class, AI-powered customer experiences that accelerate adoption, strengthen loyalty, and create sustainable competitive advantage, driving growth that outpaces the market.

Microsoft believes AI/Digital Natives are building the next wave of innovation—and the next $100B business. From e-commerce and fintech to gaming and AI, startups are redefining how we live and work. With the Microsoft Cloud, our mission is to empower every Startup and Unicorn to innovate, scale, and thrive through our ecosystem of customers, developers, partners, and investors.

Role purpose: Own acquisition, qualification, and growth of the highest-potential AI-native accounts. The role converts prioritized signals into executive relationships, qualified Azure AI pipeline, early consumption, Marketplace/co-sell readiness, and graduation-ready Digital Native accounts.

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

• Trusted Adviser:

o Earn and maintain trust with startup founders by understanding their needs and addressing them with the right Microsoft solutions; operating with high empathy for founders to build mutually winning scenarios for startups as well as Microsoft.

• Deal Negotiator and Closer:

o Lead negotiation with existing startups in mid to long-term planning to form a strategically constructed deal. Engage and negotiate internally with key stakeholders (e.g., product, engineering, finance, legal, sales, marketing) to move opportunities forward with.
o Coordinate with all necessary internal stakeholders in the deal to assure that the deal is closed successfully and in a compliant manner.

• Stakeholder Management:

o Ensure high potential startups have access to the right resources across Customer Architects, Engineering and Product Groups.

• Sales Leader:

o Ensure each startup has a valuable and strategic relationship with Microsoft; driving business growth and transformation through strategic thinking, sales execution, and influence.

• Strategic Thinker and Market Experience:

o Accountable for identifying growth opportunities with high potential startups leveraging deep domain/industry knowledge to develop creative and innovative solutions for startups to improve optimization and workflow. Proactively demonstrates thought leadership, opportunities for improvement, best practices, and learnings internally and externally as appropriate.

• Other

o Embody our Culture & Values
Qualifications

Required/minimum qualifications

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process.