Senior Account Manager, Startups

Do you love working with Startups to achieve their business outcomes? The Senior Account Manager, Startups is leading and orchestrating the One Microsoft team efforts to drive growth and wins with start-ups on the Microsoft Cloud Platform. With the aid of industry-leading sales processes, techniques and technologies, you will be empowered to shape relationships for a strategic set of Microsoft's startups. You will serve as the point of contact for the startups across engagements helping to drive Microsoft's existing cloud & enterprise consumption.  This Senior Account Manager, Startups will partner closely with our Microsoft for Startups teams and programs as well as additional members in Engineering, Marketing, Partners, Finance and Legal, Business Desk, across Microsoft.

This is a unique opportunity for a bold, customer oriented, strategic thinker to help identify unique prospects and execute Microsoft cloud deals that drive significant publicity and revenue for the Microsoft Azure platform. This team at Microsoft is at the leading edge of our business and one of the fastest growing and most exciting groups in the company. We operate like a “startup” within Microsoft and the team driving this initiative is incredibly entrepreneurial and performance-focused. Senior leaders across Microsoft are making an incredible commitment to this initiative and we are rapidly scaling this program, looking for new talent to join our rapidly expanding team.

In Small Medium Enterprises and Channel (SME&C) and Digital Sales, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the SME&C and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. 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 industry leading digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SME&C and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, 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 SME&C and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

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. 

• Growth & Transformation Business Leader and Startup Advocate:
  • Proactively engage with the start-ups and Digital Customer Success Managers to accelerate revenue growth, drive business outcomes, while the goal of helping startups realize their full potential.
• Trusted Adviser:
  • Earn and maintain trust with startup founders by understanding their needs and addressing them with the right Microsoft solutions; operating with empathy for founders to build mutually winning scenarios for startups as well as Microsoft.
• Deal Negotiator and Closer:
  • 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. Coordinate with all necessary internal stakeholders in the deal to assure that the deal is closed successfully and in a compliant manner.
• Stakeholder Management:
  • Ensure startups have access to the right resources across Customer Architects, Engineering and Product Groups.
• Sales Leader:
  • 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 Expert:
  • Accountable for identifying growth opportunities with innovative 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

  • Embody our and