Overview
Services Account Executive SAE role is designed to represent Microsoft's AI adoption and transformation services portfolio across all stages of the sales framework. The SAE acts as a trusted advisor, partnering with Account Executives AE, Solution Area Specialists SSP, and Customer Success Account Managers CSAM to accelerate cloud growth, AI transformation, and customer value realization, while owning renewal strategy planning and risk mitigation to ensure continued Services business growth and customer success.
Responsibilities
Accelerate Growth
- Identify, qualify, lead, manage, and close strategic industry cloud opportunities prioritizing customer business value and outcomes.
- Engage customers early for on-time contract renewals, draft proposals, coordinate discounts, and up-sell enhanced support options.
- Proactively build and maintain deep knowledge of customer business, trends, and industry challenges.
- Leverage Microsoft Services Sales go-to-market scenarios to drive meaningful customer conversations and position AI, cloud, and security solutions.
Account Team Orchestration
- Orchestrate consulting-sales relationships with core account teams, aligning efforts to successfully create, execute, and maintain Services Sales account plans.
- Collaborate effectively across account and customer success teams, including partners, pursuit, and delivery teams to ensure a seamless “One Microsoft” customer experience.
- Champion Microsoft’s common sales and delivery methodologies in all engagement activities.
Deal Excellence
- Confirm budget, authority, need, and timeline BANT information to advance leads through the sales process and ensure pre-sales consulting resources are appropriately engaged.
- Manage negotiations on terms and conditions with executive-level customer stakeholders, collaborating closely with internal teams and Deal & Contract Assist experts.
- Lead close plan creation, update, and execution with active participation from the entire account team, anticipating and mitigating risks to maintain deal velocity.
- Maintain accurate sales forecasting and collaborate with deal support and architects to align contracts with customer needs and business metrics.
Relationship Management
- Own and maintain trusted relationships with customers and partners, influencing key decision makers and leading regular engagement rhythms.
- Advise customers on appropriate Microsoft Services catalog offerings to meet business needs and ensure aligned expectations throughout delivery.
- Facilitate executive-level connections and maintain ongoing dialogues with customers to monitor satisfaction, manage risks, and create recovery plans as needed.
Strategy and Planning
- Lead One Services Portfolio Advisory, FDE co-engineering, Architect/Design/Build, Unified Support aspect of account planning and define sales priorities within the wider Microsoft Customer and Partner Solutions MCAPS account team.
