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The Strategic Account Executive at Microsoft leads our most valued customers into digital transformation.

Embracing an Industry focused approach to orchestrate and lead teams to understand the customers business outcomes and to execute to solve their challenges.

Customer Outcomes Leader

Proactively develops a strong, comprehensive understanding of customer's business needs, priorities, and strategies and industry insights, competition and market competitive trends.
Guides internal colleagues on ways to develop deeper customer knowledge.
Anticipates customers needs to deliver new insights on customers business strategies through Microsoft’s solution capabilities.
Articulates need to address customer's business needs (both internally and to the customer).
Identifies and pursues opportunities to optimize offerings and delivers solutions into overall long-term business strategy.
Anticipates new potential market opportunities for the customer, leveraging deep industry expertise.

Industry Sales Leadership

Position Microsoft for the industry using storytelling, that brings in appropriate understanding depth to help drive confidence, both internally among various teams and leadership, as well as externally with the customer/partner in alignment with marketing, sales, customer service, and other parts of a company.
Develops an understanding of the customer's industry and the needs of each assigned account and identifies opportunities to drive optimizations and new digitalization solutions/ideas based on their needs and strategies; works on behalf of the customer.

Executes on Strategy & Achieves Goals

Develops and oversees the execution of account plans for multiple accounts and works to ensure engagements yield high volume sales for both Microsoft and the customer that are on track with goals, budgets, and forecasts.
Leads multiple, diverse and high-performing teams and coordinates with internal industry experts on account planning and execution for various accounts.
Leads extended team and embraces partners to scale business by understanding partner goals and creating an interested in mutual business growth
Ensures sales consumption and adoption goals on target.
Leverages strong sales acumen to set action items and approach to drive big bets and drive new business opportunities based on customer strategy and priorities.

Account Management

Develops mature strategies to execute plans for the assigned customer to ensure Microsoft and partner sales goals are on target, create high value revenue generating opportunities, and establish long term customer success and continued interaction.
Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts. Leads and coordinates with key internal and customer stakeholders (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to deliver on account plans and grow the account, leveraging industry knowledge.
Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions and to provide a comprehensive account management experience.
Leads efforts with key internal and external partners and business and technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging relationships, influence, and industry knowledge. Participates in discussions to impact the broader ecosystem (e.g., passing legislation).
Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates a strong understanding of the customer's business model to articulate growth opportunities, leveraging industry point of view to shape ecosystem. Influences relevant (internal and external) stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's messaging to the assigned account.

Strategic Thinking

Builds relationships with leaders (e.g., senior leaders) of the assigned account and the broader ecosystem to shape strategic direction and business metrics, leveraging knowledge of customer business.
Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of customer business model using Microsoft capabilities. Leverages internal input and account knowledge to promote closer interactions between Microsoft and the customer.
Generates and leverages business strategic industry-focused insights to solve customer business problems.

Customer Engagement

Cultivates relationships and uses Microsoft sales strategies throughout multiple levels of the customer's organization (e.g., executives, business and technical decision makers) to establish strong alignment on long-term goals and secure buy-in and execution.
Articulates Microsoft's and partners' point of view and creates deep connections with decision makers throughout multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.g., LinkedIn).
Proactively develops understanding of customer's business needs, priorities, strategies, and industry insights. Anticipates customer's needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly. Shows differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge. Delivers solutions into overall business strategy.

Sales Excellence

Receives customer feedback (both formal and informal) to identify and understand the drivers of satisfaction and/or dissatisfaction and help mitigate issues with dissatisfaction, leveraging industry knowledge and understanding customer business strategy.
Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy.
Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations.
Leverages understanding of customer business and engages Microsoft decision makers to drive customer's strategy, goals, and optimization. Engages and collaborates with decision makers of the account (e.g., director-level) to create a mutually beneficial business value proposition, and develop plans to customize solutions that satisfy customers' Key Performance Indicators (KPIs).
Uses business cases to develop and present compelling value proposition presentations and specialized business plans for customers that showcase Microsoft's products and solutions, generate business and upsells, and generate new opportunities.
Leads the account management team and key stakeholders with deep industry expertise (e.g., industry solutions executives) to engage business or technical decision makers of the assigned account. Leverages best-in-class sales and communication strategies and tools to deliver results and identify new opportunities.
Creates and qualifies new opportunities by identifying strategic opportunities within accounts and guiding the customer on how to best identify new opportunities, leveraging customer and industry relationships.

Competitive Knowledge

Proactively coordinates with internal network of industry experts (e.g., industry solutions executives) to build and maintain strong knowledge of Microsoft's offerings (e.g., product landscape, solutions, industry strategy), the industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce), and customer business priorities (e.g., challenges, competitive landscape) to articulate Microsoft's value proposition and shape business direction.

Required/Minimum Qualifications

Significant experience in working in Energy Industry (Oil and Gas is a plus) and/or driving digital transformationOR Bachelor's Degree AND proven experience working in in Energy Industry (Oil and Gas is a plus) and/or driving digital transformation
OR Master's Degree AND experience working in in Energy Industry (Oil and Gas is a plus) and/or driving digital transformation
Experience making recommendations to and/or collaborating with mid-to-senior level executives.
Proven experience dealing with large global enterprise / customers

Additional or Preferred Qualifications

Previous experience in Consulting / System Integration
Experience in influence-without-authority (networking / orchestration with 50+ internal and external people) in global environments.
A great storyteller and be able to influence, impact and deliver on our valued differentiators by sharing our Industry Cloud Solutions.
Business Acumen and experience in Account Planning, Time Management, Virtual Leadership.
Have knowledge and the ability to create a multi-year strategic commitment with the Customer to solve their business needs and expand their markets and/or product offerings.
The ability to adapt one's behavior to different people and situations, while recognizing, acknowledging and understanding different perspectives, modeling a global growth mindset with intercultural awareness.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.