Boston, United States; Chicago, United States; New York, US
Full job description
Lead Microsoft's U.S. relationship with three strategic customers, focusing primarily on a leading advertising and marketing services company and also supporting two global energy and utilities customers. Own strategic account plans, drive pipeline, forecast, revenue, and consumption targets using Microsoft sales methodology. Lead cross-functional teams and partners to deliver new business and scale outcomes. Build trusted relationships with executive and technical decision makers, understand customers' technology, data, and AI roadmaps, and align them with Microsoft's solutions. Advocate for customer needs and manage competitive risks. Understand industry contexts such as marketing, media, advertising, energy, and industrial technology. Build value-based business cases, drive upsell and cross-sell, and collaborate with Customer Success to maintain customer satisfaction. Requires 10+ years industry experience, 6+ years collaborating with senior executives, and 8+ years closing complex deals. Must have U.S. work authorization without sponsorship. Experience with cloud, data, AI solutions, strategic account management, and partner co-selling preferred.
What you'll do
Similar jobs
More roles worth a look
Related opportunities based on specialty and working model so candidates can keep momentum.
Boston, United States; Chicago, United States; New York, US
Full-time
Own the strategic account plan for a leading marketing, advertising, and communications company (primary focus), while driving the U.S. strategy for two global energy and utilities customers in partnership with the global account teams
Drive pipeline, forecast, revenue and consumption targets using the Microsoft sales methodology, and run joint account governance with the customer and partners
Lead the extended Microsoft team (industry experts, technical specialists, solution architects, Customer Success) and partners to deliver big bets and new business
Build partner co-sell and joint solutions to scale outcomes
Build trusted relationships with executive, business and technical decision makers (CIO, CTO, CDO, CISO, Chief AI/Data Officers), and set up a regular executive rhythm of business focused on value and return on investment
Be credible in technical conversations; understand the customer's technology estate, data landscape and AI roadmap, and map them to Microsoft's AI, data, cloud and security solutions
Bring in Microsoft technical resources and product groups at the right time for envisioning sessions, proofs of concept and technical validation; advocate for the customer's roadmap needs
Challenge customer thinking with new ideas, manage competitive risk and capture customer wins as references
Understand marketing, media and advertising, and/or energy and industrial technology; position Microsoft solutions in that context
Build value-based business cases and cross-solution strategies that link business goals to Microsoft technology
Drive upsell, cross-sell and consumption growth, and agree on success measures with the customer, including adoption
Work with Customer Success to anticipate risks and protect customer satisfaction; keep the stakeholder map up to date, including technical sponsors
Requirements
Bachelor's Degree AND 10+ years experience working in an industry and/or driving digital transformation OR Master's Degree AND 9+ years experience working in an industry and/or driving digital transformation OR 13+ years experience in working in an industry and/or driving digital transformation OR equivalent experience
6+ years experience making recommendations to and/or collaborating with mid-to-senior level executives
8+ years experience closing large, complex agreements/deals
Authorization to work in the United States without employer sponsorship
Experience discussing cloud, data and AI solutions with technical decision makers such as the CTO, CDO and engineering leaders
Track record of working alongside technical teams (solution architects, technical specialists) to shape and close complex deals
Experience managing a portfolio of strategic accounts at the same time, and setting priorities across them
Comfortable working with global account teams and leaders across time zones, especially Europe
Experience with advertising, media, marketing, or MarTech industries; OR experience with energy, utilities, or sustainability industries
History of growing multimillion-dollar relationships through new workloads, consumption and partner-led motions
Effective executive presence with C-suite stakeholders, and experience building multi-year account plans
Experience co-selling with partners or system integrators
Tech stack
AIdatacloudsecurityIoT
Benefits
Certain roles may be eligible for benefits and other compensationAdditional benefits and pay information available at https://careers.microsoft.com/us/en/us-corporate-pay
Apply now
Ready to take the next step in your career? Click the button below to continue to the application process.
