Location:United States, Massachusetts, Boston; United States, New York, New York; United States, New Jersey, Ft. Lee; United States, Maryland, Baltimore; United States, District of Columbia, Washington D.C.; United States, Virginia, AlexandriaType:Full-timePosted:2d ago
As a Strategic Account Executive in the Life Sciences and Medical Technology Enterprise Sales Team, you will help some of the world's leading life sciences, pharmaceutical, biotechnology, and medical technology organizations harness artificial intelligence, cloud computing, data, and security technologies to transform how they operate, innovate, and serve patients. You will be part of a team that is shaping the future of healthcare and life sciences by helping customers deploy technology that accelerates research, enhances clinical development, optimizes manufacturing and supply chain operations, improves workforce productivity, and transforms patient experiences. In this role, you will work on Microsoft’s most strategic growth areas, supporting complex enterprise account strategy and business growth initiatives—while building relationships with some of the industry’s most influential organizations.
You will engage directly with executive-level stakeholders, cross-functional teams, and industry leaders, leveraging technology to help customers solve their most important challenges and realize measurable business outcomes. This position provides the opportunity to influence large-scale business transformations and support significant technology investments at enterprise scale, while collaborating with high-performing teams and accomplished leaders.
At Microsoft, our mission to empower every person and every organization on the planet to achieve more guides how we partner with customers to deliver trusted, impactful solutions. With a growth‑mindset culture, we innovate responsibly and measure success by shared progress, people, teams, and customers. Join us to do meaningful work that changes the world and helps shape what’s next for everyone.
Responsibilities
Account Management
Manages the development and application of a mature/dynamic multi-year customer account plan based on proven methodologies to manage a sustainable, long-term business portfolio. Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts.
Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates a strong understanding of the customer's business model to articulate growth opportunities, leveraging industry expertise to shape ecosystem. Influences relevant (internal and external) stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's messaging to the assigned account.
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Leads efforts with key internal and external partners and business including vertical industry partners with technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging deep relationships, influence, and industry expertise. Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation).
Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions and to provide a comprehensive account management experience.
Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts. Leads and coordinates a diverse team (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to execute and deliver on account plans and grow the account, leveraging industry expertise.
Competitive Knowledge
Leverages internal network of industry experts to strengthen knowledge of the industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce) and customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of Microsoft's offerings (e.g., product landscape, solutions, strategy to address customer needs) to share knowledge internally, influence customers' business capabilities, drive more competitive solutions, and enhance growth of the account team.
Customer Engagement
Proactively develops a strong, comprehensive understanding of customer's business needs, priorities, strategies, and industry insights. Anticipates customer's needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly. Shows long-term differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge. Delivers solutions into overall long-term business strategy.
Proactively elevates stakeholder relationships and uses Microsoft sales strategies through multiple levels of the customer's organization to secure buy-in and execution. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.
Sales Excellence
Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations. Brings greater ecosystem together with the customer to discuss how to enrich customer's value to their customers.
Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. Enables customers to provide feedback directly to executives to help transform account space by establishing open communication channels for feedback, providing executive sponsorship, and providing direction to others to ensure customer feedback is addressed through One Microsoft approach.
Leverages understanding of customer business and engages Microsoft decision makers to drive customer's strategy, goals, and optimization. Engages and influences decision makers of the account (e.g., senior leaders, executives) to position Microsoft to increase customer's budget allocated to Microsoft, and tailor solutions that satisfy customers' Key Performance Indicators (KPIs).
Earns and maintains status as a trusted advisor to C-level business decision makers of the assigned account by bringing innovative ideas and leveraging industry expertise. Mobilizes and mentors the account management team and relevant internal stakeholders with deep industry expertise to build deep partnerships with decision makers of the assigned account. Leverages best-in-class sales and communication strategies and tools to meet business needs and identify new opportunities. Builds new relationships to create new opportunities and expand relationships within the customer.
Creates and qualifies new opportunities by identifying strategic opportunities (e.g., large, long-term) within accounts and guiding the customer on how to best identify new opportunities, leveraging deep customer and industry relationships and consultative selling skills. Drives new business opportunities across the team by creating a partner ecosystem, and empowers team members to find new opportunities by acting as a role model and by setting a clear vision and e
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