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Private Equity - Account Executive

Microsoft

Location: Atlanta, Georgia, Dallas, Texas, Fargo, North Dakota

Job Type: Full time

Posted


The Small and Medium Business (SMB) segment at Microsoft is at the leading edge of our transformation. It is a tremendous growth engine for the company, driven by exponential growth in Cloud as well as continued momentum in the traditional on-premises business. Dedicated to empowering every SMB worldwide to achieve more, this high performing team delivers compelling Microsoft cloud solutions to millions of customers globally, growing revenue and market share while enabling a high level of customer and partner experience.

The Private Equity Program within SMB is a strategic initiative to collaborate with top-tier Private Equity (PE) firms to accelerate digital transformation and cloud adoption within PE portfolio companies. This initiative is highly visible across leadership teams, and we are looking for a PE Account Executive to help portfolio companies adopt and broaden the use of Microsoft technologies and capitalize on the massive opportunity within the Private Equity market.

You will engage with Microsoft Financial Services Industry (FSI) Business Development Managers from prospecting, through terms negotiation and deal closure and be part of a cross company vteam to deliver unique value to PE portfolio customers. You will also partner closely with Vendor Tele Sales Engine. This will involve engaging with a dedicated team of Cloud and Security Evaluation and Technology experts who will deliver customer engagements to support your efforts in driving digital enablement with PE portfolio customers. Part of this process includes engaging Partners to transact and drive customer migration projects.

Responsibilities

Sales Leadership, Planning, and Collaboration

  • Accountable for delivering on revenue quotas as the business owner for one or more Solution Areas by recommending the ideal mix of go-to-market (GTM) approaches to drive growth, defining sales engine targets, developing small and medium business (SMB) strategies for subsegments of their local markets, and reviewing sales engine and partner performance. Helps orchestrate the execution of SMB growth plans with a team of cross-functional stakeholders and identifies local growth opportunities, building the market around them to generate revenue. May directly support closing strategically valuable deals
  • Drives action with counterparts across the business (e.g., Finance, Business Group Leaderships, Marketing, One Commercial Partner) and applies knowledge of local markets to develop business strategies and determine optimal routes to market for achieving revenue targets. Builds execution plans for sales engines, defines plan priorities and key performance indicators (KPIs), and provides coaching and guidance on plan details for small and medium business (SMB) stakeholders.
  • Facilitates collaboration across a v-team of internal cross-functional stakeholders across a multi-matrixed business. Develops expertise in the local partner ecosystem across customer segments to help identify opportunities to improve sales revenue. Sets expectations that support alignment on business plans within markets and/or Solution Areas. Defines performance targets, priorities, rhythm of business (ROB), and a governance model for evaluating progress on plan execution, identifying gaps in plan execution, and taking corrective action as needed.

SMB Management

  • Actively drives pipeline progression of a set of PE firms by working on leads in a timely manner, growing average deal size through cross-sell and up-sell. Demonstrates a disciplined approach to manage complete funnel to achieve targets.
  • Develops and manages small and medium business (SMB) business plans, key plays, and program offerings within local markets in alignment with One Microsoft culture to achieve joint outcomes, align resources, and define roles and responsibilities for a team of cross-functional stakeholders. Works with virtual team stakeholders to identify needs for additional capacity or capabilities, coordinates efforts to build upon them as needed, and identifies potential partners to achieve revenue and consumption targets and drive business transformation. Manages SMB segment growth and the expansion of cloud-based solutions offerings within local markets.
  • Executes on the evaluation of small and medium business (SMB) customer base with virtual team stakeholders to understand drivers of customers' need to modernize. Prioritizes go-to-market offerings, and ensures channel partner recapture of expiring legacy end-customers to move their business to the cloud. Develops strategies for securing new cloud customers, identifies optimal existing or new solutions, and drives cloud solution provider (CSP) expansion within the local SMB market. Shares insights and recommendations for leveraging programs to drive cloud customer acquisition.
  • Evaluates customer and/or partner program performance across a local market to predict the likelihood of sustained or increased returns. Applies performance insights to influence investment decisions and optimize returns, identifies improvements to scale customer and/or partner programs across markets, and implements corrective action as needed to overcome obstacles. Establishes a rhythm of business to share this information with internal and external stakeholders.
  • Meets with internal and/or external stakeholders as needed to gain buy in and alignment on plans. Attends meetings with partners, distributors, and other business stakeholders to discuss plans, progress, and next steps to drive revenue and performance within channels, markets, and/or solution area(s). Leverages established engagement models to maintain alignment and positive rapport across stakeholders.
  • Works with internal stakeholders to ensure continuity in the execution of customer or partner programs, and maintains an awareness of customer
  • Customer Obsession: You will actively seek customer feedback across assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. You will obsess over Microsoft’s customers and prospects to deliver a world-class customer engagement experience.

Qualifications

Required/Minimum Qualifications:

  • Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering, or related field AND 3+ years relevant Sales or Marketing experience with Information Technology products and/or services
    • OR equivalent experience

Additional or Preferred Qualifications:

  • Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering, or related field AND 8+ years relevant Sales or Marketing experience with Information Technology products and/or services
    • OR equivalent experience.
  • 5+ years experience in relevant sales of Information Technology products/services.
  • Proven ability to perform in “high functioning” and demanding roles.
  • Ability to manage successful partnerships to mutual benefit
  • Achievement and success-driven personality, motivated by performance rewards for exceeding annual sales goals through strategic sales leadership and strong cross business collaboration
  • Effective at managing and thriving in ambiguous situations
  • Highly awareness of markets, competition and business models
  • A fast & fearless learner and team player. Embraces a growth mindset and Microsoft’s core values of respect, integrity & accountability.
  • Azure Fundamentals Certification (AZ900) (or similar) and additional certifications preferred
  • General knowledge of the IT industry trends, with the passion to learn and retain knowledge about technical products and business solutions quickly
  • Solid understanding and expertise in the private equity space

#SMC

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.