Microsoft High Tech Pursuit Account Executive - Digital Natives 

United Kingdom, England, London 

641154148

The collective responsibility of the High Tech Pursuits team is:

• Leading and shaping the future of high potential startups and unicorns based on locally set selection criteria
• Assessing external data identifying those startups and unicorns, qualifying them based on current status, scores, cost of complexity and acquisition as well as internal Microsoft relationship and relevance (any upcoming ISV that can scale and go big)
• Engaging with this segment to prioritize the right motion for a potential unicorn WIN (either through projects on Azure at the start, strategic partnership with commitment, or exclusivity on a specific workload)
• Building strategic partnerships at the right time, with those unicorns to accelerate their growth and build new solutions
• Envisioning new industry scenarios and business models with the unicorns
• Driving technical alignment with the v-technical team across segments (CSU, STU, GBBs, Engineering, CSE)

Be part of a dynamic, world-class community that will enable you to learn, collaborate, and contribute with the top minds in the industry. As the Digital Native Account Executive, you will bring your experience in innovation or startup/Unicorn ecosystem environments and familiarity with funding models, higher education innovation models & patents, and government/economic development programs.

• Experience in strategic business development in Startup/Unicorn ecosystems of innovators, incubators, funders, focused on “born-in-the-cloud” enterprises
  OR experience driving digital transformation or cloud consumption.
• Experience working in an industry (e.g., Finance, Health), driving digital transformation, and/or relevant work experience (e.g., consulting, technology)
• OR Bachelor's Degree in Business, Technology, or related field AND experience working in a relevant industry (e.g., Healthcare, Finance, Insurance, Manufacturing, Automotive, Retail), driving digital transformation, and/or relevant work experience (e.g., consulting, technology)
• OR Master's Degree in Business Administration Degree AND experience working in an industry (e.g., Health, Retail), driving digital transformation, and/or relevant work experience (e.g., consulting, technology)

Additional or Preferred Qualifications

• Deep understanding of cloud computing, application hosting, social media and software development (level 200+) is preferred
• Experience in building long-term commercial agreements that deal with ambiguities and dynamic business changes while minimizing risk
• 5+ years' experience spanning complex solution selling, consulting services sales, sales management, corporate strategy, investment banking
• Ability to analyze and model financial data
• Ability to creatively move difficult deals forward by restructuring the deal and/or finding ‘win-win’ scenarios and ensuring competitive advantage
• Ability to coordinate with external partners and internal teams, both on the business and technical sides to deliver on strategy
• Accuracy in providing senior executives with required information, which ensure project visibility and risk mitigation
• Domestic and International travel of up to 25%
• Fluent in English

Responsibilities:

• Sales Leader:Ensure each customer has the most valuable relationship with Microsoft and execute MS vision of empowering enterprise customers, driving business growth and transformation through strategic thinking, sales execution and influence
• Strategic thinker and market expert:Accountable for identifying growth opportunities, defining strategies, prioritizing sales plays and developing go-to-market execution plans, to ensure Microsoft realizes its full growth potential within the startups and unicorns space. This process will integrate and rely on thorough analysis of external and internal data for building a solid portfolio of prospects
• Growth & Transformation business leader and Customer Advocate:

Deal Strategy

• Deal Maker: Develop and progress the deal shaping and commercial deal construct that is optimal for both the customer and Microsoft
• Contribute to identifying appropriate parties to partner with/sell to through conducting a partner/customer assessment of their current needs and defining a value proposition to meet those needs. Assesses and pursues market opportunities and trends for the specialists that provide opportunities for partners/customers to leverage Microsoft platforms/products by identifying, quantifying, and qualifying opportunities. Contributes to evaluation of opportunities and leads account planning in cooperation with partners to identify and prioritize goals and objectives for an achievable target.
• Obtain buy-in and engages with other internal teams (e.g., product, engineering, finance, legal, sales, marketing) to help inform and align the strategy. Execute and contribute to designing partner/customer strategic deals for a commercial strategic framework that are aligned with strategic business objectives and partner/customer current state and needs at an appropriate motion and cadence. Ensure strategic deals incorporate relevant market factors (e.g., competitive, economic, industry specific) to contribute to optimal results and return on investment. Help to empower a strong customer presence through a deep customer focus and strategic development, attracting and committing customers to the journey through integration of customer feedback. Maintain a strong customer focus throughout strategic development and brings customer along for the journey. Integrate information from prior engagements and learnings to build an improved strategy.

Stakeholder Management

• in order tocontribute to effective customer models and strategies. Contributes to incorporating partners/customers into relevant business units. Contributes to creating and managing connections between necessary stakeholders within Microsoft and customers.
• Contribute to and maintain trusted advisor partnerships with cross-functional partners, representing their team to segment leadership. Collaborates and partners with cross-functional (e.g., finance, engineering, legal, commercial, product, sales segments) and multi-country team members on core initiatives. Assists to influence and deal with resource (e.g., cash) founding to ensure the availability of resources and appropriate resource allocation. Ensure that cross-functional teams are aligned to the strategy and messaging to the customer/partner. Assist to design internal orchestrations and influences assurances. Contributes to building the internal strategy for orchestrating development of sales opportunities and across the organization, especially in solution sales management (e.g., cloud, data) to drive effective capabilities.

Deal Negotiation

• strategically-drivendeal. Engage with, acquires support from, and negotiates internally with key stakeholders (e.g., product, engineering, finance, legal, sales, marketing) to move forward with negotiations. Contribute to driving awareness of the necessary protections, compliance, or security regulations within the market.

• return on investment

Operations

• Continuously solicit and provide feedback and identifies themes and trends regarding experiences and potential improvements to strategic plans. Contribute to developing continuous process improvements and in-flight changes through the review and analysis of performance for specific strategic plans. Takes steps to continuously learn and develop self, by bringing losses to the forefront and growing from prior engagements. Contributes to continuously driving and improving on customer centricity, technological intensity, and process simplicity.
• Contribute to the management of projects in alignment with strategic goals. Coordinate programmatically across the different areas of engagement with stakeholders and contributors to assure appropriate resources are available and that the project is executing in a timely manner.
• Leverage deep domain/industry knowledge to develop creative and innovative solutions for cross-team stakeholders and partners/customers to improve optimizations and workflow. Shares and may scale successes, thought leadership, opportunities for improvement, best practices, and learnings internally and externally as appropriate (e.g., industry events).

Other

• Embody our and