Job Description

At Microsoft’s Small, Medium Enterprises & Channel (SME&C) organization, the Digital Account Executive (DAE) serves as the Chief Architect of Growth for a designated territory of Medium Enterprise customers. Beyond managing customer relationships and driving business outcomes, this role acts as the strategic leader and orchestrator of a cross-functional “pod” consisting of specialists, Customer Success Account Managers (CSAMs), partners, Commercial Executives, and other stakeholders. Through leadership by influence rather than formal authority, the DAE coordinates the extended account team to develop and execute territory strategies that accelerate customers’ digital transformation journeys through Microsoft’s cloud, AI, security, and productivity solutions. The DAE is responsible for driving growth, maximizing customer value, identifying new business opportunities, and ensuring alignment across internal and external resources to deliver meaningful business outcomes. Working in a fast-paced, AI-powered sales environment, the DAE leads the overall territory strategy while helping customers achieve their business goals and contributing to Microsoft’s continued growth and innovation.

Responsibilities

Account Management

• Serve as the Chief Architect of Growth for the territory by leading the overall business strategy and coordinating cross-functional resources to deliver customer and business outcomes.
• Manage and grow a portfolio of Medium Enterprise customers by identifying business opportunities and driving solution adoption.
• Create and execute territory and account strategies that support customer objectives, long-term growth, and revenue targets.
• Lead territory, opportunity, and deal orchestration, ensuring alignment across specialists, customer success, partner, and commercial teams.
• Drive renewal, upsell, and cross-sell opportunities while maintaining forecast accuracy and pipeline health.
• Prioritize accounts and opportunities within the territory to maximize impact and growth potential.
• Act as the primary coordinator and planner for the extended account team, ensuring consistent execution against territory goals.

Customer Engagement

• Develop trusted relationships with executive and technical stakeholders, including C-level leaders.
• Act as the primary customer advocate and strategic advisor throughout the customer lifecycle.
• Lead customer engagement efforts by aligning Microsoft resources and partners around customer priorities and transformation goals.
• Proactively address customer needs, resolve escalations, and drive customer satisfaction.
• Conduct business discussions focused on customer priorities, industry trends, ROI, and digital transformation strategies.
• Influence stakeholders and internal teams to accelerate customer success and business outcomes, even without direct managerial authority.

Solution & Industry Expertise

• Maintain knowledge of Microsoft solutions, licensing programs, AI innovation, and industry trends.
• Provide strategic guidance on how Microsoft technologies can help customers achieve business outcomes and accelerate growth.
• Leverage industry expertise to identify opportunities, shape territory strategies, and influence customer transformation roadmaps.
• Continuously build expertise through training, certifications, and professional development.
• Share customer, competitive, and market insights to influence internal strategy and improve customer success.
• Apply deep sales and business experience to lead complex customer engagements and support strategic decision-making across the territory.

Qualifications

Required/minimum qualifications

• Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years sales and negotiation experience or related work experience OR 8+ years sales and negotiation experience OR equivalent experience.
• Professional proficiency in English, with the ability to communicate effectively with customers, executives, and cross-functional stakeholders in both written and verbal business environments.

Additional or preferred qualifications

• Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 12+ years sales and negotiation experience or related work experience OR 14+ years software industry sales and negotiation experience OR equivalent experience.

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.