Note: The job is a remote job and is open to candidates in USA. Microsoft is a technology company serving businesses through digital, cloud, and AI solutions. The Digital Account Executive manages medium enterprise accounts, builds executive customer relationships, develops pipeline, forecasts revenue, and guides customers through digital transformation. The role also coordinates internal resources and partners to deliver solutions and drive customer success.
Responsibilities
- The Digital Account Executive facilitates Microsoft to better serve our Medium Enterprise managed clients realize their potential and help them on their Digital Transformation journey. The Account Executive adds value by developing and maintaining strong 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
- Efficiently orchestrate resources between different sales and specialized roles. Excel in key business processes such as territory management, pipeline management and overall business disciplines. Accountable for forecasting expected sales revenue
- Also the voice of the customer for Microsoft and share industry and competitive knowledge
- Focuses on generating new pipeline by engaging with CXOs, ITDM and BDMs through territory planning, marketing signals and digital assets
- Central point maintaining strong customer relationships and advocates for customers within the organization/Microsoft
- Surfaces customer organization structure to identify decision makers leveraging partners and v-teams
- Engages with C-Suite executives. Focuses on customer satisfaction metrics. Takes ownership for issues and reaches out to customers to reinforce engagement
- Ensures continuity of customer accounts and monitors customer satisfaction metrics by proactively establishing conditions of satisfaction at outset of engagement and managing escalation process
- Thinks strategically about sales territory for accounts, setting 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
- Helps existing/new customers to cloud solutions via a cohesive plan across adds, consumption, , through upsell, co-sell motions, and renewal maximizing customer business outcomes and experience
- Understands and accelerates customer’s AI and cloud strategy
- Builds enough pipeline to have a growing and sustainable business every single quarter
- Builds partner relationships to drive scale and revenue. Coaches and influences partners to consider different solution needs
- Coordinates resources across teams to execute territory plans with partners. Leads teams on territory management best practices and techniques. Validates plans, drives accountability, and coaches teams to achieve or exceed plans. Drives strategic partner participation. Holds partners accountable to contribute to territory plan
- Proactively builds and maintains a strong knowledge of Microsoft's products, landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities; demonstrates a strong understanding of the customers' business strategy and the direction of the industry
- Orchestrates specialized resources to engage with customers to provide strong solutions-based and technology-based engagement to help customers address their challenges and opportunities
- Leverages additional resources such as partners to engage with the customer to provide the right solution to the customer on their transformation journey
- Embody our culture and values
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