Account Executive

at Microsoft Corporation in Chicago, Illinois, United States

Job Description

Microsoft Advertising (MSA) empowers the largest advertisers around the world to reach their maximum potential through paid search engine marketing on the Microsoft Advertising platform. We are seeking top performing Account Executives with search and native advertising experience who can drive revenue and increase customer satisfaction by developing and cultivating strategic client relationships and delivering customized solutions aligning to the client’s advertising needs.

The Account Executive (AE) in Microsoft Advertising enables Microsoft to better serve strategic customers by applying customer obsession to what clients care about and need, ensuring our Microsoft Advertising story is valued and understood, and acting to build successful, long-term relationships. The Account Executive develops and maintains customer relationships anchored on connections with C-level executives and Business and Technical Decision Makers in customers’ organizations. The AE develops quality customer plans laying out revenue and customer satisfaction growth strategies. Success is measured by specific success indicators focused on driving adoption, emphasizing customer experience, and optimizing opportunities. The AE performs their role with execution excellence to drive client success and business results. The AE drives both revenue and customer satisfaction. This role is flexible in that you can work up to 50% from home .

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.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Responsibilities

Account Planning / Management

+ Demonstrates an understanding of the client’s business model to articulate growth opportunities for Microsoft Advertising, including search, all Microsoft Audience Network (MSAN) offerings, Automotive Ads, targeting capabilities and programmatic advertising opportunities.

+ Proactively expands the strategic network of key internal and external partners and other business decision makers for clients to ensure execution of core tasks and account transactions, and to provide seamless account management experience. Grows sales and partner impact.

+ Regularly engages key internal and external partners to develop, share, and promote client plan strategies that meet Microsoft and client business needs. Scales business across regions/segments or globally.

+ Supports internal partner team to ensure timely and proactive customer escalations and resolutions (e.g., Engineering, Marketing, Global Market Insights (GMI), MSAN, Ad Support, Billing, Advertiser Trust and Safety, etc.), when needed. Leverages internal partner network to resolve day-to-day escalations and revenue blockers.

Sales Focus

+ Acts as a technical advisor to executive-level business decision makers at the client’s/agency’s business. Engages decision makers and stakeholders to expand the relationship with clients/agency and leverages best-in-class sales and communication strategies and tools to accelerate sales.

+ Leverages Client Relationship Management (CRM) directed tactics and other tools (e.g., customized performance dashboards, clickshare dash, data, insights) to inform and prioritize upselling and optimizations. Advocates for coordination of internal resources to maximize sales efficiency.

+ Develops compelling, value-proposition presentations and specialized business plans for clients that showcase solutions to generate business and upselling via a targeted approach (ex. Various auto vertical ad offerings, targeting, etc.) of selling advertising products. Shares overall plans with internal partners and peers. Presents business plans to clients to accelerate the closing of deals.

+ Develop strategies across the book of business for maximizing upselling opportunities and driving new client acquisitions. Execute plans to highlight Microsoft advertising solutions (ex. Search, Native, Video, programmatic, etc.) to solve client business and technology issues and to elevate client business.

+ Leverages relationships with key client contacts. Seeks client feedback (both formal and informal) regarding ways to acquire/retain/grow more of their business and to identify and understand the drivers of satisfaction. Helps in the creation of long-term strategies aimed at improving and/or maintaining levels of client satisfaction. Anticipates issues/risks on client satisfaction, identifies drivers of dissatisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve clients’ overall experience.

+ Educates clients on Microsoft’s strategy and other products and services as well as the benefits of the Microsoft Advertising platform and other existing features of the digital portfolio. Establishes the business value of Microsoft’s advertising services and their competitive advantages. Tailor solutions that perform to clients’ Key Performance Indicators (KPIs).

Client Engagement

+ Proactively develops a comprehensive understanding of clients’ business and marketing needs with a focus of quick, sustainable activation and growth potential. Delivers advertising solutions that match this focus. Beyond search.

+ Proactively elevates relationships and uses Microsoft sales strategies (e.g., Challenger Sale) mindset throughout multiple levels at client’s organization to secure buy-in and execution. Leverages customer engagement strategies to build relationships with clients to drive purchase decisions, interaction, and increase participation.

+ Work with internal and external (agency and direct client) stakeholders to get alignment and approval on mutually beneficial joint business plans to drive revenue growth and product adoption.

Industry Knowledge

+ Acts as a leader on industry and competitive knowledge that includes current and emerging trends. Shares the industry and competitive knowledge internally/externally to drive more competitive solutions, enhance growth of the team, and influence business capabilities. Solves client problems/needs with cross-Microsoft products beyond advertising.

+ Works to connect industry trends and challenges to Microsoft advertising solutions to capitalize on trends and mitigate/solve challenges.

Other

+ Embody our culture and values

Qualifications

Required/Minimum Qualifications

+ 9+ years experience in Advertising Sales, focusing on Search and other performance marketing solutions

+ OR Bachelor’s Degree in Sales, Marketing, or related field AND 8+ years experience in Advertising Sales, focusing on Search and other performance marketing solutions

+ OR Master’s Degree in Business Administration in Sales, Marketing, or related field AND 5+ years experience in Advertising Sales, focusing on Search and other performance marketing solutions

+ OR equivalent experience.

+ Experience in online media, digital advertising, or Search Engine Marketing Sales and Service experience.

Additional or Preferred Qualifications

+ Bachelor’s Degree in Business Administration in Sales, Marketing, or related field AND 12+ years experience in Advertising Sales, focusing on Search and other performance marketing solutions

+ OR Master’s Degree in Sales, Marketing, or related field AND 10+ years experience in Advertising Sales, focusing on Search and other performance marketing solutions

+ OR equivalent experience.

+ Experience making recommendations to mid- to senior- level executives.

Advertising Account Management IC4 – The ty