Account Executive

Microsoft's mission is to empower every person and every organisation on the planet to achieve more. As employees, we come together with a growth mindset, innovate to empower others, and collaborate to realise our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Within the Small Medium Enterprises and Channel (SME&C) group, we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry's most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organisation—it's a culture of innovation, opportunity, and inclusivity. Here, you'll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how Small-Medium Enterprise & Corporate (SME&C) can be the next step in your career. Together, we are shaping the future of business.

Role Summary

The Account Executive (AE) facilitates Microsoft to better serve our Medium Enterprise managed clients realise their potential and help them on their Digital Transformation journey. AEs adds value by developing and maintaining strong customer relationships with executives at the Chief-level (CxO) as well as other Business and Technical Decision Makers within the customers' organisations. The AE has to effectively leverage all the digital tools and processes available and orchestrate the other members of the team to address customer needs and requirements. Additionally, the AE engages with Partners to be able to find the best solution that will address the customer needs.

The AE efficiently orchestrates resources between different sales and specialised roles. AEs excel in key business processes such as territory management, pipeline management and overall business disciplines and are accountable for forecasting expected sales revenue. AEs are also the voice of the customer for Microsoft and share industry and competitive knowledge. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, whilst deepening your cloud and AI expertise. This role can be based in Sydney or Melbourne.

Responsibilities

• Customer Engagement
• Focuses on generating new pipeline by engaging with CXOs, ITDM and BDMs through territory planning, marketing signals and digital assets
• Central point of contact maintaining strong customer relationships and advocates for customers within the organisation/Microsoft.
• Surfaces customer organisation structure to identify decision makers leveraging partners and v-teams.
• Engages with C-Suite executives. Focuses on customer satisfaction metrics. Takes ownership for issues and reaches out to customers to reinforce engagement.
• Ensures continuity of customer accounts and monitors customer satisfaction metrics by proactively establishing conditions of satisfaction at outset of engagement and managing escalation process.
• Account Management
• Thinks strategically about sales territory for accounts, setting standards and priorities, outlining where to and how to leverage specialized and technical resources and other roles, engaging internal and external decision makers on long-term business planning.
• Helps existing/new customers to cloud solutions via a cohesive plan across adds, consumption, , through upsell, co-sell motions, and renewal maximizing customer business outcomes and experience
• Understands and accelerates customer's AI and cloud strategy.
• Builds enough pipeline to have a growing and sustainable business every single quarter.
• Partnering
• Builds partner relationships to drive scale and revenue. Coaches and influences partners to consider different solution needs.
• Coordinates resources across teams to execute territory plans with partners. Leads teams on territory management best practices and techniques. Validates plans, drives accountability, and coaches teams to achieve or exceed plans. Drives strategic partner participation. Holds partners accountable to contribute to territory plan.
• Maintain Product, Solution and Industry Expertise
• Proactively builds and maintains a strong knowledge of Microsoft's products, landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities; demonstrates a strong understanding of the customers' business strategy and the direction of the industry.
• Orchestrates specialized resources to engage with customers to provide strong solutions-based and technology-based engagement to help customers address their challenges and opportunities.
• Leverages additional resources such as partners to engage with the customer to provide the right solution to the customer on their transformation journey.

Required Qualifications

• 6+ years of sales and negotiation experience with year-over-year growth
• OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 4+ years of sales and negotiation experience or related work or internship experience with year-over-year growth
• OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 3+ years of sales and negotiation experience or related work.
• OR equivalent experience

Additional or Preferred Qualifications

• 8+ years of technology sales and negotiation experience with year-over-year growth
• OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years of sales and negotiation experience or related work or internship experience with year-over-year growth
• OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 5+ years of sales and negotiation experience or related work
• OR equivalent experience
• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships.
• Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.
• High Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.
• Collaborative. Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
• Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.
• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
• Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
• Complex sales training, (extensive presentation skills, effective marketing tactics, negotiation, financial analysis,
• Knowledge and sales experience of cloud offerings and solutions is preferred
• Knowledge and sales experience of line of Business applications, business process consulting or automation, CRM, Employee Performance Management (systems and processes).

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.