Senior Account Executive, Enterprise Digital Natives (Azure)

Overview The Digital Natives High Tech Pursuits team at Microsoft is one of the fastest growing and most dynamic groups in the company operating like a startup within a global tech leader. We're a bold, entrepreneurial, and high-performance team that thrives on curiosity, creativity, and collaboration. If you're energized by innovation, passionate about startups, and love working with people who go the extra mile (and have fun doing it), this is the place for you. The Senior Account Executive, Enterprise Digital Natives (Azure) role is a high-visibility role with executive sponsorship, making it a steppingstone for your career. You'll work at the intersection of AI innovation and strategic deal-making, engaging with Silicon Valley's most innovative, venture-backed startups building frontier AI solutions. As a Senior Account Executive, Enterprise Digital Natives (Azure), you'll lead transformative Microsoft Cloud deals that shape industries, accelerate innovation, and deliver landmark Azure partnerships. This is a role for professionals who thrive in ambiguity, excel at complex negotiations, and can orchestrate across multiple stakeholders including Deal Desk, Engineering, Marketing, Business Development, Finance, and Legal to deliver impact at scale. This opportunity will allow you to accelerate your career growth, develop deep business acumen in AI and cloud infrastructure, and become adept at structuring large, multi-year Azure commitments. Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize 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. Responsibilities Account Management * Develops and executes account plans across multiple assigned accounts, prioritizing actions by customer needs, growth opportunities, and risk to meet Microsoft revenue and consumption targets and customer business outcomes. * Thinks strategically about where to invest account team and partner resources, drives joint account governance on a regular rhythm, and engages senior leaders to scale plans and grow enterprise accounts into strategic accounts. * Expands a network of internal and external partners, shares and accepts co-sell opportunities, and works directly with partner sellers to build pipeline and close deals. Customer Engagement * Builds trusted relationships with executives and business and technical decision makers, establishing a Rhythm of Business with customer sponsors that demonstrates the value and return on investment of Microsoft solutions. Industry Knowledge * Develops a deep understanding of each customer's business, technology priorities, and industry, and uses those insights to identify new opportunities, advocate for the customer internally, mitigate competitive risk, and capture wins as references. Sales Excellence * Leads extended virtual teams to map stakeholders, act on customer feedback, remove blockers, and agree on success measures that keep customer satisfaction high. * Builds value propositions and business cases tied to customers' KPIs, using them and digital selling to create upsell and cross-sell opportunities and drive consumption of Microsoft solutions. Qualifications Required/minimum qualifications: Master's Degree in Business Administration AND 4+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR Bachelor's Degree in Business, Technology, or related field AND 6+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR equivalent experience. Other Requirements: Microsoft is unable to sponsor a work visa for this role due to the nature of the role's job duties. Additional or preferred qualifications: Master's Degree in Business Administration AND 8+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR Bachelor's Degree in Business, Technology, or related field AND 12+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR equivalent experience. 5+ years account management experience OR equivalent. Account Management IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. * Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.