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Digital Account Management IC5

Microsoft· Digital Account Management
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Mumbai, IndiaFull-timePosted 1w ago

About the role

Account Management role focusing on establishing and maintaining customer engagements, understanding customer business and goals, driving value from Microsoft investments, and orchestrating cross-team collaboration to manage renewals, expansions, and strategic plans.

Responsibilities

  • Strategically identifies and qualifies business opportunities, leading them through the sales lifecycle to maximize customer engagement.
  • Drives improvements in pipeline accuracy and hygiene by applying sales/delivery methodologies (e.g., MCEM) for qualifying prospects.
  • Advocates for Microsoft solutions, articulates value, and promotes upsell/cross-sell opportunities.
  • Orchestrates customer strategy development and creates sales strategies to achieve goals; presents Microsoft solutions in high-stakes deals.
  • Collaborates with customer leaders to analyze budgets and align priorities for investment with significant business impact.
  • Manages renewals/anniversaries for EA and CSP, developing tailored options to maximize engagement and licensing outcomes.
  • Seeks opportunities to consolidate and drives cross- and upsells aligned with customer priorities.
  • Leads negotiations and stakeholder mapping; collaborates with partners to maximize resources.
  • Works with customers/partners on assessments and deep dives into environments; coordinates internal partners to drive growth and consumption targets.
  • Leads strategic prioritization of accounts; uses data to devise plans to exceed quota; integrates plans across consumption, upsell, renewal.
  • Optimizes investment programs and identifies new go-to-market opportunities; coaches others on territory strategy.
  • Drives engagement cadence for success/consumption plans for MACC customers with CSAM teams; creates co-sell campaigns with partners.
  • Enables partners in their go-to-market strategies and demonstrates industry knowledge to close gaps.
  • Mentors others and serves as escalation point to resolve collaboration needs.
  • Leads in-depth analysis of customer satisfaction metrics and develops strategies to address trends.
  • Acts as trusted advisor on advanced customer satisfaction, ensures feedback collection and timely responses to complex issues.
  • Strategically orchestrates customer engagements across broader teams and mentors on relationship-building and engagement strategies.
  • Strengthens relationships with key customers and uses tiered engagement approaches across lines of business.
  • Acts as senior advocate and trusted advisor, influencing internal strategies from customer perspectives.
  • Leads optimization of CRM tools (e.g., MSX D365) for client relationship development and proactive digital engagement.
  • Initiates proactive outreach through digital channels (social selling, podcasts, webinars) and sets benchmarks for digital engagement.
  • Captures and interprets customer learnings, coaches on senior leader engagements, and drives industry-focused conversations.
  • Leads deep understanding of customer business to drive strategic discussions (ROI, market trends).
  • Proactively leverages digital tools to research existing accounts and identify key decision-makers.
  • Aligns customer needs with Microsoft priorities and broad business strategy.
  • Demonstrates industry/domain expertise and presents tailored use cases, anticipating needs and industry trends.
  • Maintains knowledge of Microsoft's landscape, solutions, and strategy within assigned industries.
  • Provides Microsoft point of view on solutions and industry trends; completes trainings and certifications.

Qualifications

  • Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field
  • 14-18 years sales and negotiation experience or related work experience OR 12+ years sales and negotiation experience OR equivalent experience.

Skills

Required:Opportunity qualification and sales lifecycleRenewals management (EA/CSP)Negotiation and stakeholder mappingStrategic planning and cross-sell/upsell
Last updated Oct 16, 2026. Interested? Apply on the company site.

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