Microsoft Digital Native Pursuits Account Executive 

United States, California, San Francisco 

337055342

Digital Native Pursuits Account Executive

The collective responsibility of thePursuits team is:

• Leading and shaping the future of high potential startups and unicorns based on locally set selection criteria

• Assessing external dataidentifyingthose startups and unicorns, qualifying them based oncurrent status, scores, cost of complexity and acquisition as well as internal Microsoft relationship and relevance

• Engaging with this segment to prioritize the right motion for a potential WIN

• Building strategic partnerships at the right time, with targeted prospects to accelerate their growth and buildnew solutions

• Envisioning new industry scenarios and business models with targeted prospects

• Driving technical alignment with the v-technical team across segments (CSU, STU, GBBs, Engineering, CSE)

Required/Minimum Qualifications

• 5+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education) and/or driving digital transformation
  • OR Bachelor's Degree in Business, Technology, or related field AND 3+ years experience working in a relevant industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education) and/or driving digital transformation
  • OR Master's Degree in Business Administration AND 2+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education) and/or driving digital transformation
  • OR equivalent experience.

• 5+ years' experience in any of the following: Complex Solution Selling, Consulting Services Sales, Sales Management, Corporate Strategy, or Enterprise Technology related Sales.

Additional Qualifications:

• 8+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  • OR Bachelor's Degree in Business, Technology, or related field AND 6+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  • OR Master's Degree in Business Administration AND 4+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  • OR equivalent experience.
• 3+ years account management experience OR equivalent.
• Deep understanding of cloud computing, application hosting, socialmediaand 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
• Experience analyzing and modeling financial data
• Experience creatively moving difficult deals forward by restructuring the deal and/or finding ‘win-win’ scenarios and ensuring competitive advantage
• Experience coordinating with external partners and internal teams, both on the business and technical sides to deliver on strategy
• Accuracy in providing senior level lexecutives with required information, which ensure project visibility and risk mitigation
• Domestic and International travel of up to 25%

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:Microsoft will accept applications for the role until September 17, 2024.

• 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, salesexecutionand influence

• Strategic thinker and market expert:Accountable foridentifyinggrowth opportunities, defining strategies, prioritizing salesplaysand developing go-to-market execution plans, to ensure Microsoft realizes its full growth potential within the startups andunicornsspace. This process will integrate and rely on thorough analysis of external and internal data for building a solid portfolio of prospects

• Engage with the startups and unicorn customers to accelerate revenue growth, drive business outcomes, while helping customers to digitally transform in their industry. Responsible for supplementing global data with local insights tooptimizefor customer lifetime value through acquisition,retentionand growth strategies

Deal Strategy

• Deal Maker: Develop and progress the deal shaping and commercial deal construct that isoptimal

• Contribute to identifyingappropriate partiesto 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 toleverageMicrosoft platforms/products byidentifying, quantifying, and qualifying opportunities. Contributes to evaluation of opportunities and leads account planning in cooperation with partners toidentifyand prioritize goals andobjectivesfor an achievable target.

• Obtain buy-in andengageswith 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 businessobjectivesand partner/customer current state and needs atan appropriate motionand cadence. Ensure strategic deals incorporate relevant market factors (e.g., competitive, economic, industry specific) to contribute tooptimal

Stakeholder Management

• theappropriate executive-levelstakeholder within customers to connect and work with, in cooperation with Business Development and in pursuit of new business generation. Orchestrates sales or partnership pursuits with customers/partners. Act as the voice for customers/partners across internal teams to design and implement plans/programs.Ensures customers are aware of key influencers/players, as well as Microsoft's value proposition,in order tocontribute to effective customer models and strategies.

• Contribute to andmaintaintrusted advisor partnerships with cross-functional partners,representingtheir 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.Assiststo influence and deal with resource (e.g., cash) founding to ensure the availability of resources andappropriate resourceallocation. Ensure that cross-functional teams are aligned to the strategy and messaging to the customer/partner.Assistto 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

• determinecustomer/partner and Microsoft needs and desired outcomes for a territory. Negotiate with existing and new customers/partners in mid to long-term planning to form astrategically-drivendeal. Engage with,acquiressupport 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.

Closing the Deal

• appropriate teamafter deal is closed. Contribute to the public relations and communications strategy of the deal. Coordinate with all necessary internal stakeholders in the deal (e.g., finance, engineering, legal, commercial, product, sales segments) to assure that the deal is

• Contribute to interpretation, adds to, and applies reports to add value in generating and executing communication plans.Contribute toefforts to interpret, add to, and apply reports to add value in generating and executing communication plans. Interpret reports generated by Microsoft that reflect financial performance (e.g., pipelines, sales cycles) of deals within a portfolio or area of focus. Assesses and acts onreturn on investmentfigures, profit and loss reports, and lesson learned sessions. Provides recommendations for action based on trends and insights. Organizes and aligns stakeholders by providing financial forecasts of business, assuring it is up to date, and informing all relevant stakeholders.Identifies

• solicitand provide feedback andidentifiesthemes and trendsregardingexperiences 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.Takessteps to continuously learn and develop self, by bringing losses to the forefront and growing from prior engagements. Contributes to continuously driving andimproving on

• Contribute to the management of projects in alignment with strategic goals. Coordinate programmatically across the different areas of engagement with stakeholders and contributors to assureappropriate resourcesare available and that the project isexecutingin a timely manner

• appropriate (e.g., industry events).

• Embody our