Enterprise Account Strategist

At Microsoft, our Enterprise Account Team is dedicated to guiding clients through their digital transformation journeys. This team plays a pivotal role in identifying innovative opportunities for our clients, delivering tailored solutions that drive significant business results and enhance revenue growth for Microsoft.

As an Enterprise Account Strategist, you will have the unique opportunity to spearhead digital technology transformations in collaboration with our clients.

Utilizing your extensive cross-functional team within the comprehensive Microsoft solutions portfolio, you will engage with senior executives at your client organizations, providing industry-specific solutions that facilitate the adoption and integration of digital technologies.

With a strong track record of increasing market share, meeting sales objectives, prioritizing customer satisfaction, and fostering partner collaborations, this role allows you to leverage your vast customer network and sales expertise to implement your client’s account strategy effectively.

Key ResponsibilitiesClient Engagement

• Develop and execute a robust customer engagement strategy among internal stakeholders and partners to build trust and enhance brand loyalty across various levels of the client’s organization through consultative interactions.
• Connect clients with Microsoft’s business and technical leaders, establishing a Rhythm of Business (RoB) with top sponsors to consistently demonstrate the value of Microsoft solutions and the resulting Return on Investment (ROI).
• Communicate Microsoft’s and partners’ perspectives, fostering deep, long-lasting relationships through strategic stakeholder mapping with clients (e.g., C-Suite) to influence purchasing decisions and broaden engagement.
• Support partners in collaborative selling by creating mutual interest in developing new go-to-market strategies and accelerating initiatives at high organizational levels.
• Utilize digital selling techniques to expand your network, create a sales pipeline, and incorporate account-based marketing insights into your engagement strategy.
• Develop a thorough understanding of each assigned client’s business and technology needs and priorities.
• Identify opportunities for optimization and new business solutions aligned with client strategies.
• Present innovative solutions and insights based on client feedback.
• Advocate for client needs internally, ensuring that the requirements of assigned accounts are met.
• When applicable, cultivate a deep understanding of the client’s industry.
• Support transformative solutions through technology for assigned accounts across multiple global sectors, driving outcomes that create business value.
• Utilize consultative and insightful listening skills to develop strategies that highlight the value of innovative ideas grounded in digital transformation.
• Be recognized by clients as a trusted advisor for transformation guidance.
• Proactively manage competitive risks.
• Capture high-profile business wins as references for global scalability.
• Deploy showcase solutions in client digital transformation centers for wider dissemination.

Account Management

• Lead the creation and implementation of dynamic account plans using established sales methodologies tailored for the Microsoft sales organization.
• Formulate strategies for assigned accounts that generate substantial sales and open new opportunities aligned with goals and forecasts.
• Guide diverse, high-performing teams and industry experts in executing plans for various accounts.
• Collaborate with industry experts to uncover new business opportunities and drive account growth.
• Coordinate with extended teams and partners to scale business by understanding mutual growth objectives.
• Facilitate integrated joint account governance through regular customer planning sessions.
• Identify key stakeholders, client needs, and priorities.
• Propose initial solutions and sales strategies.
• Employ strong sales acumen to establish action items that drive significant business opportunities.
• Strategically plan for assigned accounts, setting standards and priorities for resource allocation.
• Engage decision-makers in long-term business planning to elevate enterprise accounts to strategic partnerships.
• Influence the scaling of strategic plans, involving senior leadership as necessary.
• Ensure thorough documentation in the Account Plan.
• Oversee multiple accounts, leading planning efforts to proactively address account needs.
• Develop strategies to manage the sales pipeline and meet targets by reviewing forecasts and mitigating risks.
• Lead virtual teams to adjust priorities while maintaining high accountability.
• Prioritize projects to achieve desired business outcomes.
• Simplify processes for clients and internal teams by focusing on strategic partnerships.
• Expand your network of key internal and external partners to ensure effective execution of tasks.
• Collaborate with key partners to create and promote long-term business and technology transformation strategies.
• Engage with board influencers to drive Microsoft’s perspective within accounts.
• Facilitate joint solutions with partners.
• Work directly with partners’ sales teams to drive momentum and close deals.

Sales Excellence

• Utilize relationships with key client contacts to gauge satisfaction levels.
• Coordinate internally to develop long-term strategies aimed at enhancing customer satisfaction and increasing Microsoft’s presence.
• Anticipate customer satisfaction issues, identify dissatisfaction drivers, and establish recovery plans to enhance the overall client experience.
• Build trust with clients through strong executive relationships.
• Agree on success measures and manage execution to prevent the need for recovery plans.
• Drive customer engagement by participating in advisory boards and providing feedback.
• Position yourself as a thought leader and trusted advisor to executive decision-makers.
• Create stakeholder maps in the account plan detailing key decision-makers and influencers.
• Engage decision-makers to articulate Microsoft’s value proposition aligned with client objectives.
• Employ a consultative approach to translate features into business impacts that enhance the client’s digital presence.
• Develop compelling presentations and business plans that drive outcomes.
• Demonstrate thought leadership and present business plans to generate new opportunities.
• Implement plans to maximize upselling and cross-selling opportunities.
• Highlight Microsoft’s and partners’ solutions to address additional business challenges.
• Leverage virtual teams to identify and act on new opportunities.

Industry Knowledge

• Utilize strong knowledge of Microsoft’s product landscape to meet client needs.
• Collaborate with internal industry experts to enhance understanding of the industry.
• Share insights about clients with virtual teams to promote understanding of their business perspectives.

Other

• Embody Microsoft’s culture and values.

QualificationsRequired/Minimum Qualifications

• 9+ years of experience in an industry (e.g., Manufacturing) driving digital transformation, or relevant experience (e.g., consulting, technology).
• OR Bachelor’s Degree in Business, Technology, or related field AND 7+ years of relevant experience.
• OR Master’s Degree in Business Administration AND 6+ years of relevant experience.

Additional or Preferred Qualifications

• Bachelor’s Degree in Business, Technology, or related field AND 10+ years of relevant experience.
• OR Master’s Degree in Business Administration AND 8+ years of relevant experience.
• 10+ years of account management experience or equivalent.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable local laws, regulations, and ordinances.

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