Digital Account Executive

Overview

Microsoft's Small Medium Enterprises and Channel (SME&C) division leads an AI-empowered, rapidly growing global sales unit, connecting partners and prioritizing customer success. Combining Small Medium Business, Corporate, Strategy, and Partner teams, it captures significant market opportunities backed by major investments. The division drives innovation by integrating AI with a broad partner network, helping businesses accelerate growth through technology adoption.

SME&C champions a culture of innovation, inclusivity, and collaboration with a customer-first mindset. This environment encourages continuous learning and connection among a diverse, high-achieving team.

The Digital Account Executive supports Microsoft's Medium Enterprise clients in maximizing their digital transformation by cultivating strong relationships with executive leaders (CxOs), business, and technical decision-makers. The role requires adept use of digital tools and coordination of cross-functional teams for tailored customer solutions, including partner engagement to identify optimal offerings.

This position involves orchestrating various sales and specialized staff effectively, performing territory and pipeline management with accountability for sales forecasting. The incumbent also represents the customer's voice internally and keeps abreast of industry trends and competitors. The role offers career advancement in solution selling and cloud expertise and allows up to 50% remote work.

Microsoft's mission is to empower individuals and organizations globally to achieve more, fostering a workplace culture grounded in respect, integrity, accountability, and inclusion.

Key Responsibilities

• Develop new business pipelines by engaging CxOs, IT decision-makers, and business decision-makers using strategic territory planning, marketing insights, and digital resources.
• Serve as the primary liaison maintaining robust customer relationships; act as an advocate within Microsoft for client needs.
• Map customer organization structures to identify key decision-makers, leveraging partners and virtual teams.
• Engage C-suite executives, ensure customer satisfaction, manage issue resolution, and maintain ongoing account continuity.
• Strategically manage sales territories by setting priorities, allocating resources, and collaborating with internal and external decision-makers for long-term planning.
• Support customers' migration to cloud solutions via cohesive plans encompassing add-ons, consumption, upselling, co-selling, and renewals to maximize outcomes.
• Advance customers' AI and cloud strategies through understanding and acceleration.
• Consistently build and maintain a sustainable sales pipeline quarter over quarter.
• Develop and sustain partner relationships to extend scale and revenue; coach partners on solution approaches.
• Coordinate cross-team resources to implement territory plans collaboratively; lead process adherence and accountability efforts.
• Maintain and deepen expertise in Microsoft products, industry trends, customer business priorities, and competitive landscape.
• Lead solution- and technology-focused engagements supported by specialists and partners to address customer challenges on their transformation journey.

Qualifications

Minimum Requirements:

• At least 6 years of experience in sales and negotiation demonstrating consistent year-on-year growth.
• Alternatively, a Bachelor's degree in Business Management, IT, Marketing, or equivalent and a minimum of 4 years of relevant sales experience.
• Alternatively, a Master's degree in Business Management, IT, Marketing, or equivalent and at least 3 years of related sales experience.
• Equivalent professional experience is also accepted.

Preferred Qualifications:

• 8+ years of technology sales and negotiation experience with consistent growth records.
• Bachelor's degree with 6+ years or Master's degree with 5+ years of relevant experience.
• Strong strategic planning and execution capabilities, able to develop and implement business and sales strategies effectively.
• Excellent communication skills, including negotiation, organization, presentation, financial literacy, verbal and written communication.
• Proven high performance exceeding targets and competitive resilience.
• Collaborative mindset, capable of working with diverse teams including sales, partners, engineering, and marketing.
• Growth mindset with positive problem-solving and continuous learning attitude in dynamic environments.
• Purposeful planning and execution skills driving business impact with consistent coaching and removing obstacles.
• Discipline in pipeline management, forecasting, and integrated territory planning.
• Experience with complex sales techniques such as presentations, marketing tactics, negotiation, financial analysis.
• Preferred knowledge in cloud offerings, business process consulting, CRM, and employee performance management systems.

Additional Information

The position is based in Auckland, New Zealand, and will remain open for at least five days with ongoing application acceptance until filled.

Microsoft is committed to equal opportunity employment, ensuring applicants are considered without discrimination based on any protected characteristic. Reasonable accommodations are available upon request during the hiring process.