Drive exceptional customer experiences and maximize account value in a Digital Account Management role. This position focuses on building strong customer relationships, understanding their business objectives, and ensuring they derive maximum value from Microsoft investments. You will manage a portfolio of accounts, identify opportunities for growth, and orchestrate resources to meet customer needs and achieve business outcomes. Collaboration and strategic planning are key to success in this dynamic role.

As a key member of the Digital Account Management team, you will be responsible for ensuring customer satisfaction and retention by proactively managing renewals and identifying upsell/cross-sell opportunities. You will leverage your deep understanding of Microsoft solutions and industry trends to provide strategic guidance and support to customers, acting as a trusted advisor. This role requires a proactive approach to understanding customer digital transformation strategies and aligning Microsoft offerings to their evolving needs.

Strategically identify and qualify business opportunities, guiding them through the sales lifecycle to enhance customer engagement. Improve pipeline accuracy by applying sales and delivery methodologies. Advocate for Microsoft solutions by articulating value and promoting upsell/cross-sell opportunities. Develop sales strategies to achieve customer goals and present sophisticated Microsoft solutions. Analyze budget considerations and align strategic priorities with business outcomes. Proactively manage renewals for enterprise agreements and cloud solutions, focusing on customer satisfaction. Develop tailored renewal options aligned with business outcomes and licensing. Drive cross- and upsell opportunities integrated with customer priorities. Forecast and time renewals to optimize growth and consumption. Implement negotiation strategies and stakeholder maps, collaborating with partners to scale resources effectively.

Conduct in-depth assessments of customer environments to understand needs. Coordinate resources and internal partners to drive growth and consumption targets. Lead strategic prioritization of accounts within the portfolio. Utilize data to devise and execute strategic plans that exceed quotas. Ensure holistic integration of plans across consumption, upsell, and renewal. Optimize investment programs and identify new go-to-market strategies. Provide recommendations for sales plays and identify key partners. Drive engagement cadence for success plans and consumption plans. Create co-sell campaigns with partners. Demonstrate subject matter expertise in industry knowledge. Enforce accountability for deliverables within agreed-upon time frames.

Lead strategic collaboration with internal and external stakeholders to meet revenue targets and deadlines. Orchestrate strategic alignment of teams and resources with customer needs. Provide organizational insights and ensure alignment of virtual teams with significant opportunities. Mentor others in orchestration and serve as an escalation point. Utilize and expand a broad network within the partner ecosystem to drive optimal account performance. Identify resources and partner solutions to help customers derive value from existing Microsoft investments.

Lead analysis of customer satisfaction metrics and implement strategies to address trends. Serve as a trusted advisor on advanced customer satisfaction strategies. Oversee primary contact and ensure comprehensive feedback is gathered and incorporated. Act as an escalation contact for customer dissatisfaction and design prompt resolutions. Manage the escalation process and engage Microsoft executives to enhance impact. Drive initiatives to anticipate and preemptively address potential customer issues. Initiate and negotiate conditions of satisfaction with customers at the outset of engagement.

Orchestrate customer engagements, ensuring alignment of resources across broader teams. Mentor team members on fostering strong customer relationships and engagement strategies. Apply advanced synthesis of customer interactions to enhance strategic impact. Strengthen and expand relationships with key customers and implement tiered approaches to customer engagements. Influence internal strategies by providing insights from customer perspectives. Lead the utilization and refinement of customer relationship management tools. Initiate and lead proactive outreach to engage with customers through innovative digital channels.

A Bachelor's Degree in Business Management, Information Technology, Marketing, or a related field is required, coupled with a minimum of 6 years of sales and negotiation experience. Alternatively, 8+ years of dedicated sales and negotiation experience, or equivalent work experience, will be considered.

Preferred qualifications include a Bachelor's Degree in a relevant field along with 12+ years of sales and negotiation experience. Candidates with 14+ years of experience in software industry sales and negotiation, or equivalent experience, are also highly encouraged to apply. This role requires a strong understanding of customer business, goals, and digital transformation strategies, along with the ability to drive adoption and identify new opportunities. Proficiency in leveraging Microsoft solutions and staying updated on industry trends is essential.