Job Information
Microsoft Corporation Senior Account Executive - Public Sector in Fargo, North Dakota
In Small, Medium, Corporate (SMC) and Digital Sales organization, we have set out to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also be able to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Well-being, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, 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 Senior Account Executive - Public Sector facilitates Microsoft to better serve our SMC-Corporate Public Sector managed clients realize their potential and help them on 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 as well as other Business and Technical Decision Makers within the customers’ organizations. The 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 Account Executive engages with Partners to be able to find the best solution that will address the customer needs.
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.
Responsibilities
Customer Engagement
Establishes and maintains customer engagements; maximizes value of customer contact. Documents and synthesizes customer contacts for maximum effectiveness. Coaches others on customer relationships and engagement. Maintains breadth and depth of customer relationships and increases level of customer contacts. Maintains contacts across lines of business. Implements tiered approach to cadence and depth of contacts. Breaks through to new contacts in new accounts and creatively builds customer engagement. Advocates for customers (voice of the customer) within the organization/Microsoft. Serves as central point for all customer communications; manages relationships on behalf of the customer; delivers value-based solutions for customer. Introduces different resources based on customer contacts; correctly aligns resources (e.g., partners, v-team). Reaches out to and engages with customers through digital channels (e.g., social selling, audio, video).
Conducts background research on existing customers. Captures and shares internally and externally key learnings about customers, history, and interest. Understands customer business and desired outcomes. Uses available digital tools to conduct and compile research. Applies lessons learned to future research. Relates customer priorities to Microsoft priorities and strategy. Demonstrates knowledge across industry and takes relevant use cases to customers. Creates constructive tension with customers to challenge thinking and develop deeper customer engagement. Surfaces customer organization structure to identify decision makers. Leverages partners and v-teams to understand customer landscape and build on relationships with customers. Manages relationships inclusive of customers, partners, and internal and externalstakeholders. Applies lessons learned to future research. Provides guidance on best practices to others.
Account Management
Collaborates with others, both internally and externally to Microsoft in order to achieve revenue targets. Manages key stakeholders to meet critical deadlines. Orchestrates strategic conversations internally or externally to match teams and resources to customer needs and to streamline customer experience. Cultivates resources for ongoing collaboration and future engagements. Provides insights across the organization; identifies and solicits resources needed for success.
Conducts analyses into what customers are using versus needs. Identifies resources (e.g., v-team orchestration) and partner solutions to help customers derive value from existing Microsoft investments.
Maintain Product and Solution Expertise
- Consolidates and shares best practices with others; uses knowledge to engage with customers and with internal teams. Completes required training and certifications in a timely manner; develops and implements personal development plan. Develops and maintains industry solution expertise.
Deliver Results Through Teamwork
- Partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.
Other
- Embody our culture (https://careers.microsoft.com/v2/global/en/culture) and values (https://www.microsoft.com/en-us/about/corporate-values)
Qualifications
Required/Minimum Qualifications
6+ years of sales and negotiation experience with year-over-year growth
OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 4+ years of sales and negotiation experience or related work or internship experience with year-over-year growth
OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 3+ years of sales and negotiation experience or related work.
Additional or Preferred Qualifications
8+ years of technology sales and negotiation experience with year-over-year growth
OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years of sales and negotiation experience or related work or internship experience with year-over-year growth
OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 5+ years of sales and negotiation experience or related work.
Digital Account Management IC4 - The typical base pay range for this role across the U.S. is USD $36.44 - $79.62 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $60.96 - $86.11 per hour.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
Microsoft will accept applications and processes offers for these roles on an ongoing basis.
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .