Microsoft

Builds workplace software, PCs and cloud services

Digital Account Executive - Public Sector

Account ManagementPosted on Nov 11

Full-timeCA$150.9k - CA$215.9k /yrIn-person

About the Job

Requirements

A Bachelor's Degree in Business Management, Information Technology, Marketing, or a related field, and at least 6 years of sales and negotiation experience or related work experience; alternatively, at least 8 years of sales and negotiation experience or equivalent experience.
Preferred qualifications state a Bachelor's Degree in Business Management, Information Technology, Marketing, or a related field, and at least 12 years of sales and negotiation experience or related work experience; alternatively, at least 14 years of software industry sales and negotiation experience or equivalent experience.
Ability to develop sales and business strategy options and execute plans while building relationships.
Negotiation, organizational, presentation, financial acumen, written communication, and verbal communication skills.
Ability to consistently exceed goals and compete effectively against skilled and diverse competition.
Ability to collaborate with Microsoft sales and services teams, Microsoft partners, engineering, and marketing to resolve customer and partner issues, apply best practices, and deliver results.
Ability to overcome challenges in rapidly growing businesses through problem solving, learning, and development.
Ability to plan intentionally, drive team clarity through consistent coaching rhythms, remove blockers, and meet quarterly business budget goals.
Pipeline management, forecasting, and integrated territory and budget achievement planning.
Complex sales training, including presentation skills, marketing tactics, negotiation, and financial analysis.
Knowledge of cloud offerings and solutions and sales experience with them is preferred.
Knowledge of line-of-business applications, business process consulting or automation, CRM, and Employee Performance Management systems and processes.
Experience working in or selling to the public sector.

Responsibilities

Generate new pipeline by engaging with C-suite executives, IT decision makers, and business decision makers through territory planning, marketing signals, and digital assets.
Maintain customer relationships as the central point of contact and advocate for customers within Microsoft.
Surface customer organizational structures to identify decision makers by leveraging partners and virtual teams.
Engage with C-suite executives, focus on customer satisfaction metrics, take ownership of issues, and contact customers to reinforce engagement.
Ensure continuity of customer accounts and monitor customer satisfaction by establishing conditions of satisfaction at the start of engagements and managing escalations.
Plan strategically for account sales territories by setting standards and priorities, determining how to leverage specialized and technical resources, and engaging internal and external decision makers in long-term business planning.
Help existing and new customers adopt cloud solutions through cohesive plans across additions and consumption, upsell, co-sell, and renewal motions to maximize customer outcomes and experience.
Understand and accelerate customers' AI and cloud strategies.
Build sufficient pipeline to sustain and grow the business each quarter.
Build partner relationships to drive scale and revenue, and coach and influence partners to consider different solution needs.
Coordinate resources across teams to execute territory plans with partners; lead teams on territory-management best practices, validate plans, drive accountability, coach teams toward plan attainment, and drive strategic partner participation.
Hold partners accountable for contributing to territory plans.
Build and maintain knowledge of Microsoft products, solutions, industry landscape, strategy, account business priorities, customer business strategies, and industry direction.
Orchestrate specialized resources to provide customers with solution-based and technology-based engagement that addresses their challenges and opportunities.
Leverage partners and additional resources to provide customers with appropriate solutions for their transformation journeys.

Desired Qualifications

Strategic thinking and execution, including developing sales and business strategy options, executing plans, and building relationships.
Communication, negotiation, organizational, presentation, financial acumen, and written and verbal communication skills.
A highly driven approach to meeting and exceeding goals and competing effectively.
Collaboration with Microsoft sales and services teams, partners, engineering, and marketing to solve issues, leverage best practices, and deliver results.
A growth mindset and a positive approach to problem solving, learning, and development in rapidly growing businesses.
Purposeful planning and execution, including setting team clarity through coaching rhythms, removing blockers, and meeting quarterly business budget goals.
Disciplined pipeline management, forecasting, and integrated territory and budget achievement planning.
Complex sales training, including presentation skills, effective marketing tactics, negotiation, and financial analysis.
Knowledge of cloud offerings and solutions and sales experience with them.
Knowledge and sales experience of line-of-business applications, business process consulting or automation, CRM, and Employee Performance Management systems and processes.
Experience working in or selling to the public sector.

Overview

At Small Medium Enterprises and Channel (SME&C), 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 organization—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 SME&C can be the next step in your career. Together, we are shaping the future of business.

The Digital Account Executive facilitates Microsoft to better serve our Medium Enterprise managed clients realize their potential and help them on their Digital Transformation journey. The Account Executive adds value by developing and maintaining strong customer relationships that include building relationships with executives at the Chief-level (CxO) as well as other Business and Technical Decision Makers within the customers’ organizations. The Digital Account Executive 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 Digital Account Executive engages with Partners to be able to find the best solution that will address the customer needs.

Efficiently orchestrate resources between different sales and specialized roles. Excel in key business processes such as territory management, pipeline management and overall business disciplines. Accountable for forecasting expected sales revenue.

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 sales and collaboration skills, and deepen cloud expertise. This role is flexible in that you can work up to [50% / up to 100% from home / This role is Microsoft onsite only].

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

Focuses on generating new pipeline by engaging with CXOs, ITDM and BDMs through territory planning, marketing signals and digital assets
Central point maintaining customer relationships and advocates for customers within the organization/Microsoft.
Surfaces customer organization 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 knowledge of Microsoft's products, landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities; demonstrates a understanding of the customers' business strategy and the direction of the industry.

Orchestrates specialized resources to engage with customers to provide 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.

Qualifications

Required/minimum qualifications

Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years sales and negotiation experience or related work experience OR 8+ years sales and negotiation experience OR equivalent experience.

Additional or preferred qualifications

Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 12+ years sales and negotiation experience or related work experience OR 14+ years software industry sales and negotiation experience OR equivalent experience.

Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build relationships.

Excellent Communicator. proven 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).
Experience working in or selling to Public Sector.

Digital Account Management IC5 - The typical base pay range for this role across Canada is CAD $150,900 - CAD $215,900 per year.

Find additional pay information here:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html

Digital Account Management IC5 - L'échelle salariale de base typique pour ce rôle dans l'ensemble du Canada est de 150,900 $ CAD à 215,900 $ CAD par année.

Pour plus d'information au sujet de la rémunération, veuillez cliquer ici:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html

Ce poste sera ouvert pendant au moins cinq jours et les candidatures seront acceptées de façon continue jusqu’à ce que le poste soit pourvu.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft est un employeur offrant l’égalité d’accès à l’emploi. Tous les candidats qualifiés seront pris en considération pour l’emploi, sans égard à l’âge, à l’ascendance, à la citoyenneté, à la couleur, aux congés médicaux ou familiaux, à l’identité ou à l’expression de genre, aux renseignements génétiques, à l’état d’immigration, à l’état matrimonial, à l’état de santé, à l’origine nationale, à un éventuel handicap physique ou mental, à l’affiliation politique, au statut de vétéran protégé ou au statut militaire, à la race, à l’ethnie, à la religion, au sexe (y compris la grossesse), à l’orientation sexuelle ou à toute autre caractéristique protégée par les lois, ordonnances et règlements locaux applicables. Si vous avez besoin d’aide avec des accommodements religieux et/ou d’un accommodement raisonnable en raison d’un handicap pendant le processus de candidature, apprenez-en plus sur la demande d’accommodement.

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.

About the Company

Microsoft

Builds workplace software, PCs and cloud services

Microsoft builds workplace software, operating systems and cloud infrastructure for consumers, businesses and government agencies, from small organizations to global enterprises. Microsoft 365 combines Word and Excel with Teams communication and Copilot AI features, while Windows runs PCs and Surface supplies the company's own computers. Azure rents computing capacity, storage and databases to build and run web applications. Microsoft also sells Xbox consoles and games, collecting revenue through software licenses, subscriptions, usage charges and product sales. Founded in 1975 by Bill Gates and Paul Allen, Microsoft is headquartered in Redmond, Washington.

Company size: 10,001+
Company stage: IPO
Headquarters: Redmond, WA
Founded: 1975

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