Strategic Enterprise Account Executive - Automotive, Mobility & Transportation
Mountain View, California, United States
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Overview
As a Strategic Enterprise Account Executive for the Automotive, Mobility & Transportation Industry, you will have the opportunity to drive digital technology transformation in partnership with our most Strategic customers, to achieve both Microsoft and customer business outcomes. Leveraging your large, multi-functional team across the breadth of the Microsoft solutions portfolio, engage at the most senior levels of your customer and bring industry-relevant solutions to help the customer adopt and embrace digital technologies.
Microsoft’s Account Team focuses on empowering customers on their digital journey. This team is responsible for envisioning new possibilities for our customers, delivering solutions that result in targeted business outcomes and driving revenue growth for Microsoft.
With a proven history of driving growth in market share, achieving sales targets, customer obsession, and partner collaboration, this role will give the opportunity to leverage your extensive customer network and sales experience to execute against your customer’s account plan. This role is flexible in that you can work up to 50% from home.
Qualifications
Required/Minimum Qualifications
- 11+ years experience in working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation
- OR Bachelor's Degree AND 8+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation
- OR Master's Degree AND 7+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation
- OR equivalent experience.
- 4+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.
- 6+ years experience closing large, complex agreements/deals.
Additional or Preferred Qualifications
- Bachelor's Degree AND 11+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation
- Master's Degree AND 9+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or driving digital transformation
- OR equivalent experience.
Strategic Account Management IC4 - The typical base pay range for this role across the U.S. is USD $106,100 - $185,400 per year. 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 $144,000 - $203,500 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: US corporate pay information | Microsoft Careers
Microsoft will accept applications for the role until March 30, 2025.
Responsibilities
- Proactively coordinates with internal network of industry experts to build and maintain strong knowledge of Microsoft's offerings (e.g., product landscape, solutions, industry strategy), the industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce), and customer business priorities (e.g., challenges, competitive landscape) to articulate Microsoft's value proposition and shape business direction.
- Leads efforts with key internal and external partners including vertical industry partners with business and technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging relationships, influence, and industry knowledge. Participates in discussions to impact the broader ecosystem (e.g., passing legislation).
- Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts, Leads and coordinates with key internal and customer stakeholders (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to deliver on account plans and grow the account, leveraging industry knowledge.
- Develops mature strategies to execute plans for the assigned customer to ensure Microsoft and partner sales goals are on target, create high value revenue generating opportunities, and establish long term customer success and continued interaction.
- Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of customer business model using Microsoft capabilities. Leverages internal input and account knowledge to promote closer interactions between Microsoft and the customer.
- Articulates Microsoft's and partners' point of view and creates deep connections with decision makers throughout multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.g., LinkedIn).
- Generates and leverages business strategic industry-focused insights to solve customer business problems.
- Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy.
- Leads the account management team and key stakeholders with deep industry expertise to engage business or technical decision makers of the assigned account. Leverages best-in-class sales and communication strategies and tools to deliver results and identify new opportunities.
- Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations.
- Leverages understanding of customer business and engages Microsoft decision makers to drive customer's strategy, goals, and optimization. Engages and collaborates with decision makers of the account (e.g., director-level) to create a mutually beneficial business value proposition, and develop plans to customize solutions that satisfy customers' Key Performance Indicators (KPIs).
- Cultivates relationships and uses Microsoft sales strategies throughout multiple levels of the customer's organization (e.g., executives, business, and technical decision makers) to establish strong alignment on long-term goals and secure buy-in and execution.
- Proactively develops understanding of customer's business needs, priorities, strategies, and industry insights. Anticipates customers' needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly. Shows differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge. Delivers solutions into overall business strategy.
