Account Executive, Enterprise Commercial

As an Account Executive, you will lead Microsoft’s strategic relationship with a portfolio of enterprise customers, helping them achieve meaningful business outcomes through technology-enabled transformation.

You will develop a deep understanding of each customer’s business priorities, industry landscape and technology strategy, and translate these insights into comprehensive account plans. Working across Microsoft and our partner ecosystem, you will orchestrate diverse virtual teams, build trusted relationships with decision makers, identify new business opportunities and drive the execution of solutions that deliver measurable customer value.

This role requires business acumen, executive presence and sales leadership. You will be accountable for growing Microsoft’s business while ensuring that customer needs, satisfaction and long-term transformation goals remain at the centre of the account strategy.

Customer and Executive Engagement

• Build and maintain trusted relationships with executives, business decision makers and technical decision makers across assigned customer organisations.
• Establish a regular Rhythm of Business with customer sponsors to review strategic priorities, business outcomes, solution value and return on investment.
• Connect customers with relevant Microsoft executives, industry leaders, specialists and partners.
• Position Microsoft as a trusted strategic partner by bringing customer-relevant insights, perspectives and transformation opportunities.
• Develop stakeholder maps and engagement strategies covering key decision makers, influencers, sponsors and relevant partners.
• Represent the customer’s needs internally and mobilise the appropriate Microsoft resources to remove blockers and address priorities.

Customer Transformation and Business Value

• Develop a comprehensive understanding of customers’ business strategies, technology environments, industry trends and transformation priorities.
• Lead strategic conversations that help customers identify opportunities for business and technology transformation.
• Translate Microsoft’s solutions and capabilities into clear business impact, measurable outcomes and differentiated customer value.
• Develop compelling value propositions, business cases, executive presentations and specialised business plans.
• Bring innovative ideas and insights that challenge conventional thinking and help customers define new strategic directions.
• Identify risks and develop strategies to strengthen Microsoft’s position within assigned accounts.
• Capture significant customer outcomes and success stories that can be shared and scaled appropriately.

Account Strategy and Execution

• Develop and oversee comprehensive account plans that align Microsoft’s priorities with customer business needs and desired outcomes.
• Establish strategic priorities, determine where resources should be invested and maintain accountability across the account team.
• Lead account planning rhythms and ensure that opportunities, stakeholders, partners, risks and agreed actions are documented and regularly updated.
• Manage complex customer environments while balancing immediate sales priorities with long-term relationship and transformation goals.
• Review business performance, forecasts, pipeline health, account risks and progress against agreed objectives.
• Anticipate changes in customer priorities and adjust account strategies and resource allocation accordingly.
• Maintain a high standard of operational excellence, compliance and sales discipline.

Sales and Opportunity Leadership

• Deliver revenue, consumption and business growth objectives across assigned accounts.
• Identify, develop and progress new sales, cross-sell and upsell opportunities based on customer priorities.
• Build and maintain a healthy pipeline aligned with customer strategy and Microsoft’s solution priorities.
• Apply consultative selling, negotiation, persuasion and storytelling skills to influence decisions and secure stakeholder commitment.
• Lead the development and execution of opportunity strategies, including customer engagement, positioning, partner participation and deal orchestration.
• Use business and financial analysis, including return-on-investment considerations, to strengthen customer proposals.
• Maintain accurate forecasts, assess risks and implement actions to improve opportunity quality and predictability.

Team and Partner Orchestration

• Lead and orchestrate extended virtual teams comprising sales, technical, customer success, services, industry and specialist resources.
• Establish clarity on team priorities, responsibilities, actions and expected customer outcomes.
• Hold the extended account team accountable for delivering agreed actions and commitments.
• Build relationships across Microsoft and navigate the organisation effectively to secure support for customers.
• Develop and maintain a network of external partners that can expand Microsoft’s reach, capabilities and customer impact.
• Work with partners to develop joint account strategies, solutions and go-to-market opportunities.
• Align Microsoft and partner resources around mutual business growth and successful customer outcomes.

Customer Success and Satisfaction

• Establish clear success measures with customers and regularly assess progress against the agreed outcomes.
• Actively seek formal and informal customer feedback to understand the drivers of satisfaction and dissatisfaction.
• Partner with Customer Success Account Management and other relevant teams to anticipate risks, remove blockers and address customer concerns.
• Lead or sponsor recovery plans when required, ensuring clear ownership, governance and follow-through.
• Build long-term strategies that strengthen customer confidence, loyalty and Microsoft’s strategic presence.

Education & Experience

• Bachelor's Degree in Business, Technology, or a related field, or equivalent experience.
• Typically 6+ years of experience in enterprise sales, account management, digital transformation, consulting, technology, or a related industry.
• MBA or Master's Degree in Business Administration is preferred.
• 3-5+ years of account management experience with enterprise or strategic customers is preferred.

Preferred Qualifications

• Proven experience managing complex enterprise accounts and executive-level customer relationships.
• Experience driving digital transformation initiatives and business outcomes through technology.
• Demonstrated ability to develop and execute strategic account plans that deliver revenue, consumption, and customer success objectives.
• Experience leading complex sales opportunities and orchestrating cross-functional virtual teams across sales, technical, customer success, partner, and services organisations.
• Experience in consultative selling, negotiation, stakeholder management, and executive communication skills.
• Ability to translate technology capabilities into measurable business outcomes, business cases, and executive-level value propositions.
• Experience collaborating with partners to develop joint solutions and accelerate customer outcomes.
• Knowledge of industry trends, landscape, cloud technologies, AI, security, data, business applications, and modern workplace solutions..

Skills and Capabilities

• Executive relationship development and stakeholder management
• Trusted-advisor and consultative engagement
• Account strategy, planning and execution
• Opportunity and deal orchestration
• Pipeline management, forecasting and risk management
• Business acumen and financial analysis
• Business-value selling and negotiation
• Executive presentations and storytelling
• Cross-functional team leadership
• Partner ecosystem collaboration
• Decision-making and problem-solving
• Clear written and verbal communication
• Organisational effectiveness and operational excellence
• Understanding of Microsoft’s product, solution and partner landscape

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.