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Account Executive (MBA)

Job Description

Microsoft’s Enterprise Commercial division serves our largest commercial customers, by helping them maximize the digital transformation opportunity using Microsoft's suite of enterprise cloud offerings.  Comprised of the Account Team Unit (ATU), the Specialist and Technical Sales Unit (STU) and the Customer Success Unit (CSU), Enterprise Commercial sellers, technical sellers, consumption experts and a variety of internal partners showcase the value that can be realized from new technology.  Across every role, our job is simple: Put the customer first and show them the world of possibilities Digital technology can offer.

The Account Executive at Microsoft leads our most valued customers into the digital age.  Embracing a challenger mindset, the successful Account Executive drives, orchestrates and closes opportunities with customers that produce transformative business outcomes.

Leadership & Orchestration

·         Build and own, dynamic, always-on account plans detailing critical insights and new business opportunities aligned to customer priorities and each Microsoft’s solution areas, (Modern Workplace, Business Apps, Apps and Infrastructure, Data and AI).  

·         Build coalition of support (IT and business) both inside Microsoft and with customer. Define digital outcomes and path to achieve.

·         Show leadership among entire account team.  Direct clear opportunity ownership and support.      

·         Increase overall skills, specifically technical and industry acumen to deliver innovative ideas accelerating customer success in the cloud.


·         Lead, drive and manage opportunities for each of the 4 Digital Transformation pillars and 4 Solution Areas.   

·         Consistent, repeatable achievement of revenue and consumption targets through rigorous sales discipline - pipeline, forecast management.

·         Leverage and utilize key business and industry insights to elevate customer conversation and action. 

World class customer service through alignment of customer objectives and plan to achieve.




Experiences Required: Education, Key Experiences, Skills and Knowledge:

  • Strong growth mindset. Seeks to solve for difficult customer challenges.
  • Experience working with and leading virtual teams.
  • A strong sales and business background, with 5-10+ years of sales-related experience.
  • Knowledge within Industry and ability to make confident recommendations at C-level, business decision makers.
  • A Bachelor’s degree with exposure to Information Technology (or equivalent) is required; MBA is preferred.


Specialist Experience


Capabilities & Behaviors Required

  • Sales Achiever – Achieve results by understanding digital transformation drivers and customer priorities. Identify new opportunities and help customers accelerate their move to the digital age for their own benefit as well as their customers.
  • Digital Transformation Driver – Anticipate market changes to drive industry-relevant solutions to customers, influencing BDMs and ITDMs, building trust with stakeholders and translating Microsoft solutions into business impact and outcomes that accelerate the customer’s digital transformation
  • Sales Challenger – Continuously build industry and technical knowledge. Bring innovative industry solutions, benchmarks and references to C-level executives that drive greater efficiencies, optimization and increase customer satisfaction

Deal Orchestrator – Orchestrate virtual selling team and all Microsoft resources maximizing revenue opportunity.  Lead and drive entire sales cycle and leveraging repeatable offerings to accelerate and win deal



Please note that all information in this job description is accurate at the time of posting. Please be aware that companies may change details and/or closing dates without notice.


Job Summary

  • Japan
  • Technology
Job Type
  • Full-time
  • Negotiable
08 May 2019
Applications Deadline
29 June 2019

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