Sr. Account Executive - SMC

3 Months ago • 10 Years + • Business Development • Account Management

Job Summary

Job Description

The Sr. Account Executive for Microsoft's Small and Medium Corporate (SMC) segment focuses on driving digital transformation for clients. This role demands strong customer relationship management, executive-level communication, and the ability to leverage digital tools and partner resources. Responsibilities include managing customer accounts, orchestrating cross-functional teams, driving cloud solution adoption, and ensuring customer satisfaction. The ideal candidate possesses 10+ years of sales experience, excellent communication skills, and a deep understanding of cloud services. The role involves strategic account planning, managing licensing contracts, and achieving sales targets. Success requires effective collaboration with internal and external stakeholders.
Must have:
  • 10+ years sales experience
  • Cloud service sales expertise
  • Excellent communication skills
  • Strong customer relationship management
  • Strategic account planning
  • Pipeline management & forecasting
Good to have:
  • Bachelor's/Master's degree in related field
  • Experience selling to commercial customers
  • Knowledge of Microsoft cloud offerings
Perks:
  • Industry leading healthcare
  • Educational resources
  • Discounts on products and services
  • Savings and investments
  • Maternity and paternity leave
  • Generous time away
  • Giving programs
  • Networking opportunities

Job Details

Overview

In the Small and Medium Corporate (SMC), we have set out to empower our customers through the unique value of the Microsoft cloud by building a globally led, organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC),  is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in.

Culture priorities: Diversity and Inclusivity, Well-being, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for solution sales, 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 Sr. Account Executive facilitates Microsoft to better serve our SMC-Corporate managed clients realize their potential and help them with 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 must effectively leverage all the digital tools and processes available and orchestrate 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. It will also enable you to tell the value of Technology and Microsoft to drive business outcome and impact.

 

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.

Qualifications

  • Experience: 10+ years of sales and negotiation experience, or a Bachelor’s/Master’s degree in Business Management, Information Technology, Marketing, or a related field with relevant experience.
  • Sales Acumen: Proven experience in selling cloud services to commercial customers.
  • Communication: Advanced presentation, written, and verbal communication skills.
  • Productivity: Ability to manage competing priorities and work effectively with high levels of autonomy.
  • Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
  • Knowledge and sales experience of cloud offerings and solutions is preferred
  • .

This role is ideal for someone who is customer-obsessed and passionate about digital-first solutions.

 

There is more than 1 position for this role.

 

Responsibilities

Responsibilities

  1. Customer Engagement

    • You are a central point maintaining strong customer relationships and advocates for customers within the organization/Microsoft.
    • You understand customer organization structure to identify business decision makers leveraging partners and relevant Microsoft v-teams.
    • Ensure continuity of customer accounts and monitors customer satisfaction metrics by proactively establishing conditions of satisfaction at outset of engagement and managing escalation process.
  2. Account Management:
    • You think and acts strategically on dedicated sales territory and specific customer accounts, sets 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.
    • Manage customer licensing contract lifecycle, orchestrates the team towards upsell strategy as well as optimal usage of the acquired technology.
    • Help existing/new customers to cloud solutions via a cohesive plan across adds, consumption growth, , through upsell, cosell motions, and contracts renewal maximizing customer business outcomes and experience
    • Understand and accelerates customer’s cloud strategy. Serves as trusted advisor to customer in cloud strategy field
    • Maintain Product, Solution and Industry Expertise 
  3. Collaboration: Work cross-collaboratively with internal teams and partners to deliver a seamless customer experience.
  4. Market Analysis: Understand customer business and technology needs to identify opportunities for new business and technology solutions.
  5. Sales Excellence

    1. Actively seeks customer feedback (both formal and informal) of assigned accounts regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction. Helps in the creation of long-term strategies aimed at maintaining levels of customer satisfaction. 
    2. Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple assigned accounts by leveraging best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to build stronger relationships with decision makers of assigned accounts. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc
  6. Orchestration

    • Orchestrate Microsoft and partner resources to engage with customers to provide strong solutions-based and technology-based engagement to help customers address their challenges and opportunities.
    • You own, manage and orchestrate internal and external business rhythms on dedicated territory with prioritization of strategic accounts
  7. .
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
Industry leading healthcare
Educational resources
Discounts on products and services
Savings and investments
Maternity and paternity leave
Generous time away
Giving programs
Opportunities to network and connect

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