Overview
Seeks to deepen relationship with customers during interactions by being customer-focused; connecting the customer to Microsoft executives. Proactively develops a comprehensive understanding of customer industry and identifies opportunities to drive optimization and digitalization solutions. Engages with customers to lead strategic technology transformation.
Develops and oversees the execution of account plans for multiple accounts to ensure Microsoft revenue targets and customer business needs are met. Sets priorities, focus, and resources and strengthens operations. Expands network of key internal partners to ensure execution of core tasks and account transactions.
Orchestrates others to anticipate issues on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience. Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise to expand customer relationships. Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customers' business objectives.
Develops strategies to secure buy in and execution of plans and aims to identify new opportunities within assigned accounts. Implements strategies to engage stakeholders and sells opportunities and usage of Microsoft solutions. Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in customer industry.
Responsibilities
Own the strategic customer relationship and business performance across assigned Upper Major accounts, driving customer transformation and Microsoft growth through Cloud &
AI, Copilot, Security and the broader Microsoft portfolio.
Key Responsibilities
Strategic Account Ownership
Develop and execute account plans around customer priorities and targeted business outcomes.
Maintain stakeholder/relationship mapping, whitespace, active opportunities, risks, competitive landscape and clear next actions. These elements are explicitly used in your internal AE expectations.
Engage senior customer stakeholders and orchestrate Microsoft resources around the customer's transformation priorities. Microsoft's current public Senior AE description specifically emphasizes account-plan execution, senior-level engagement and orchestration of the full Microsoft customer team.
Pipeline &
Revenue Growth
Identify whitespace and create qualified opportunities.
Maintain healthy pipeline coverage, progress opportunities and maintain accurate qualification/forecasting.
Drive growth particularly across Cloud &
AI workloads. Your FY27 Upper Majors cadence explicitly focuses on Azure pipeline, MACC/MACC-to-ACR, GitHub Copilot and AI use-case expansion.
AI Transformation
Lead customer conversations around AI transformation and connect customer business priorities to Microsoft solutions.
Drive Cloud &
AI, Copilot, business-process and security opportunities. This is explicitly part of Microsoft's current
Senior Account Executive positioning.
Customer-Team Orchestration
Bring together ATS, specialists, solution engineers, customer success, services and partners.
Establish ownership, next steps and due dates on active opportunities and drive opportunities through technical validation and customer decision-making.
Executive Engagement
Build trusted relationships with business and technology decision-makers.
Understand the customer's business, industry and current capabilities before leading with products, consistent with FY27 ATU guidance.
Sales &
Operational Excellence
Maintain accurate opportunity and account information in Microsoft's sales systems.
Execute disciplined account planning, opportunity progression and forecasting.
Upper Majors are explicitly included in Microsoft's enterprise pipeline motions and Cloud &
AI workload execution
Qualifications
Required/minimum qualifications
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 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 equivalent experience.
Additional Or Preferred Qualifications
Master's Degree in Business Administration 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 Bachelor's Degree in Business, Technology, or related field AND 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 equivalent experience.
3+ years account management experience OR equivalent.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.