Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
Responsibilities
As a Strategic Account Executive at Microsoft, consider yourself the dedicated virtual CEO of an account who leads our top customer into the digital age.
This Job Will Provide You
- An opportunity to drive change with your customer to do business like never before in a new and transformational way
- A forum to co-create the art of the possible
- The chance to lead world-class, diverse teams of digital transformation advisors, engineers, architects, and delivery teams who all have a vested interest in the customer
The Strategic Account Executive will be responsible for the following:
Lead with Industry - Building trusted relationships through engagements focused on driving the customer’s desired business outcomes using Microsoft technologies
Deliver the customers business and technology outcomes reliably. Continue to lead Digital Transformation discussions with customers through best in class virtual engagements.
Orchestrating and coordinating the team, ensuring that the best of Microsoft and our partners is brought to bear to help our customers deliver their business goals.
Core Responsibilities
Account Management
- Manages the development and application of a multi-year customer account plan using proven methodologies. Ensures the plan supports a sustainable, long-term business portfolio.
- Leads strategies for the assigned account to drive high-volume sales and create new opportunities for Microsoft and partners. Aligns efforts with goals, budgets, and forecasts.
- Actively seeks feedback on customer needs, products, and features to design targeted strategies.
- Understands the customer’s business model to identify growth opportunities and shape the ecosystem using industry expertise.
- Influences internal and external stakeholders to drive change, improve Microsoft offerings, and adapt messaging for the account.
- Partners with key internal teams and external industry leaders to develop and promote tailored account plans that grow sales and partner impact.
- Collaborates across the organization and partners to influence the broader ecosystem.
- Expands a strategic network of decision makers and partners to ensure smooth execution of tasks and provide a complete account management experience.
- Orchestrates strategy execution for the account to deliver high-volume sales, increase revenue potential, and open new opportunities.
- Leads and coordinates a diverse team to execute plans, prioritize tasks, and ensure accountability for growth.
Competitive Knowledge
- Builds strong internal networks with industry experts to stay updated on trends, competitors (e.g., AWS, GCP, Salesforce), and customer priorities.
- Uses deep knowledge of Microsoft’s offerings—products, solutions, and strategies—to address customer needs effectively.
- Shares insights internally to strengthen team capabilities and influence customer business decisions.
- Drives competitive solutions and supports account growth through informed strategies.
Customer Engagement
- Develops a deep understanding of the customer’s business needs, priorities, and strategies.
- Anticipates future needs and provides insights to shape their business strategy.
- Educates customers on joint solutions and demonstrates long-term value using industry expertise.
- Guides internal teams on building deeper customer knowledge and aligning solutions with long-term goals.
- Strengthens stakeholder relationships and applies Microsoft sales strategies across multiple levels of the customer’s organization.
- Secures buy-in for execution and expands strategic relationships to create broader impact across the organization.
Sales Excellence
- Orchestrates high-impact solutions that enable digital transformation and deliver business value for customers.
- Develops strategies that highlight Microsoft’s innovative cloud offerings, grounded in industry trends and customer needs.
- Brings the broader ecosystem together with customers to explore ways to enhance their value proposition.
- Creates long-term strategies to build strong loyalty and reduce competitive risk.
- Anticipates issues, identifies root causes, removes blockers, and implements recovery plans to improve customer experience.
- Builds trust by providing timely insights, challenging customers when needed, and introducing innovative ideas aligned with their strategy.
- Leverages deep understanding of customer business to engage Microsoft decision makers and align with customer goals.
- Influences senior leaders and executives to increase Microsoft’s share of budget and tailor solutions to meet KPIs.
- Earns trusted advisor status with C-level decision makers by sharing innovative ideas and industry expertise.
- Mobilizes and mentors account teams and stakeholders to build strong partnerships.
- Applies best-in-class sales and communication strategies to meet business needs and uncover new opportunities.
- Builds new relationships to expand opportunities within the customer organization.
- Identifies and qualifies strategic, long-term opportunities within accounts.
- Creates partner ecosystems to drive new business and acts as a role model for opportunity generation.
- Develops compelling business cases and value propositions for Microsoft solutions.
- Creates specialized business plans and presentations to connect decision makers with broader Microsoft offerings.
Strategic Thinking
- Communicates Microsoft’s and partners’ perspectives clearly to decision makers at all levels of the customer’s organization.
- Builds strong connections to influence purchase decisions and increase engagement, using tools like LinkedIn.
- Uses strategic, industry-focused insights to create long-term competitive advantage for the customer.
- Engages in high-level discussions to evolve the customer’s business model and solve complex problems with Microsoft capabilities.
- Drives initiatives that promote a holistic digital approach between Microsoft and the customer.
Qualifications
Experiences Required: Education, Key Experiences, Skills and Knowledge
- 15+ years of building strategic business partnerships through selling or consulting with enterprise customers. Equally considered will be 15+ years of experience driving digital transformation from within the enterprise customer
- Bachelor’s degree or MBA preferred; or equivalent experience
- Experience in influence-without-authority (networking / orchestration with 50+ internal and external people) in global environments
- Demonstrated ability to understand how to run business and commercial models (including, but not limited to, portfolio management, P&L ownership, business planning)
- Embody "we-before-me" mindset
- An industry mastery of Financial services is required.
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.
