Account Executive

Last updated 6 days ago
Location:Boston, Massachusetts, Charlotte, North Carolina, Chicago, Illinois, Dallas, Texas, Los Angeles, California, New York, New York, Philadelphia, Pennsylvania, San Francisco, California, Seattle, Washington, Washington, District of Columbia
Job Type:Full Time

Microsoft Consulting Services helps Microsoft customers around the world get the best outcomes from their investments in the latest Microsoft cloud technologies. We focus on empowering customers on their digital journey, from envisioning new possibilities to delivering solutions that result in targeted business outcomes and a great customer experience.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more; You can help us achieve our mission.


The focus of the Strategic Pursuit Executive role is to lead our most complex & strategic deals that enable transformational customer outcomes. Key accountabilities include:

Complex Deal Leadership:

  • Develop strategy for driving & closing strategic (highly complex, multi-million-dollar value} opportunities prioritized by senior leadership: working with
the Strategic Partnership Team, the Enterprise Services Account Executive (SE) & Enterprise Commercial Account Executive (AE) to ensure alignment with the account strategy & plan.
  • Lead complex deal planning Including win theming. stakeholder mapping and price to win, close planning & communications planning with the deal
teams across Enterprise Services & the Enterprise Commercial (EC) team, and with the customer.


  • Lead EC, Services account-aligned resources & Pursuit Lead{s) to shape and close digital transformation opportunities in line with complex deal plan.

  • Ensure customer satisfaction, managing. escalating, and/or orchestrating sales and delivery success through the AE, Services account-aligned team &
Pursuit Leads.
  • Meet or exceed revenue & core priority targets, executing In accordance with prescribed Microsoft methods, processes and tools.



  • Proven sales success and expertise in selling large, complex technology focused solutions
  • Digital and cloud transformation knowledge including trends, requirements & competitors
  • Track record of consistently meeting or exceeding sales targets
  • Demonstrable sales hygiene & deal excellence discipline, using sales methods, processes and tools
  • Sales and business background, with 10+ years of technology-related experience
  • Bachelor’s degree with exposure to Information Technology (or equivalent)


  • Track record of selling professional services
  • Azure Infrastructure Knowledge & Experience

Capabilities Profile:

Digital Transformation Driver:

  • Break out of IT to Engage Business Decision Makers (BDMs) as well as Technical Decision Makers.
Storytelling, Influencing others, Leading with Emotional Intelligence, Communicating with Confidence, Leading Productive Meetings, Effective Listening.
  • Influence Microsoft & Partner Stakeholders
- in the Enterprise Commercial team(EC), Customer Success Unit (CSU) & One Commercial Partner (OCP) teams. Driving Customer Understanding of Enterprise Services Value Proposition & key sales plays.
  • Inspire BDMs to Pursue Transformational solutions
– making new connections & influencing through digital conversations and Social Selling.

Transformation Deal Driver:

  • Drive Strategic (highly complex, multi-million-dollar value) opportunities
. Lead the deal team, effectively leverage each role appropriately including the Enterprise Commercial AE, SE, SSSP(s), Digital Advisor (DA), ADE, Domain & Global Pursuit teams.
  • Generate Energy & Inspire Collaboration.
Positivity with Others, Seeking out expertise of others & diverse perspectives, Maturity of emotion handling, including when & how to escalate.

Complex Deal Leader:

  • Challenger Seller
– Ability to: Influence Business & Technical Decision Makers. Skilled in creating cases for customer change & translating value propositions & solutions into Customer business outcomes.
  • Deal Orchestrator
– Ability to: Orchestrate a deal team to ensure success, work in partnership across multiple virtual teams & meet or exceed revenue targets. Skilled in Role Orchestration, Sales Process (0-100% lifecycle), Negotiation, Sales Hygiene & Deal Excellence (Lead Management, Opportunity Qualification, Close Planning, Pipeline Hygiene & Forecasting)

At Microsoft, we believe that diversity enriches our performance and products, the communities where we live and work, and the lives of Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.