Digital Account Executive

Overview Microsoft Elevate is Microsoft's dedicated organization for advancing Education, Nonprofit, Workforce Development, and AI-for-Good outcomes globally. We bring together commercial expertise, technology innovation, partner ecosystems, skilling programs, policy engagement, and philanthropy to help organizations and communities accelerate impact in an AI-powered world.

Through our people-first approach, Elevate works to ensure technology creates inclusive economic opportunity- ensuring that artificial intelligence enhances human potential rather than replacing it.

In Microsoft Elevate, we are leading a high-growth, AI-powered global sales organization that is deeply connected to our partners and focused on helping education institutions achieve more.

By bringing together Corporate, Strategy, and Partner teams, we help K-12 school districts, higher education institutions, and education organizations accelerate digital transformation and realize the full value of Microsoft technology investments.

Leveraging the power of AI, cloud technologies, and our extensive partner ecosystem, we are helping education customers reimagine teaching and learning, strengthen security, modernize operations, and prepare students for the future.

Elevate is more than a sales organization. It is a culture of innovation, opportunity, and inclusivity where customer obsession, collaboration, and continuous learning drive everything we do. Here, you will be part of a diverse, high-performing team that is passionate about making a meaningful impact in education.

The Digital Account Executive serves as the primary customer relationship owner for a portfolio of Education customers, helping institutions achieve their strategic priorities through technology.

This role develops and maintains trusted relationships with executive leaders, including Superintendents, Chancellors, CIOs, CTOs, CAOs, and other business and technical decision makers, while leading conversations focused on AI readiness, security, cloud adoption, data modernization, and educational outcomes.

The Digital Account Executive is responsible for driving renewal retention, customer expansion, and new growth opportunities across the Microsoft portfolio, including Microsoft 365, Security, Azure, Data & AI, Fabric, and Copilot. The role leverages digital engagement strategies, customer signals, and partner co-sell motions to accelerate customer success and business outcomes.

Working across a virtual account team, the Digital Account Executive orchestrates Microsoft specialists, customer success resources, and partners to ensure customers maximize the value of their technology investments. The role also serves as the voice of the customer within Microsoft, sharing industry insights, identifying emerging needs, and helping shape strategies that support the evolving needs of the education sector.

This opportunity provides the ability to accelerate your career growth, strengthen your sales and leadership capabilities, deepen cloud and AI expertise, and contribute to transformational outcomes that positively impact educators, students, staff, and communities.

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

The Digital Account Executive is responsible for managing a portfolio of Education customers and driving the full customer lifecycle, including renewals, expansion, pipeline creation, executive engagement, partner co-sell motions, and AI-led transformation initiatives.

The role serves as the primary territory owner, coordinating internal resources, partners, and customer stakeholders to achieve revenue retention and growth objectives.

Account Management

• Strategically determines priority and depth for each account in the portfolio. Coordinates cross-functional resources to develop and execute against prioritization. Leverages relevant data (e.g., individual customer plan, analysis, available resources/programs) to craft and implement strategic plans that meet or exceed quota for the upcoming quarter/half. Ensures a strategic and cohesive plan across consumption, upsell, and renewal. Utilizes investment programs to maximize impact across customers. Leverages existing sales plays and prioritized partners to drive new business and pipeline creation. Coordinates and participates in the development of success plans for unified support and consumption plans for MACC customers, in partnership with customer success (e.g., CSAM) teams. Develops co-sell strategy with partner(s) as part of portfolio planning. Develops and leverages advanced industry knowledge. Holds self and others accountable for agreed upon time frames.
• Drives collaboration with internal and external stakeholders to achieve revenue targets and key deadlines. Coordinates strategic alignment of teams and resources with customer needs to enhance experience. Delivers organizational insights and aligns virtual teams with key opportunities. Leverages a broad network within and across partner ecosystem and resources to optimize account performance. Identifies resources (e.g., v-team orchestration) and partner solutions to help customers derive value from existing Microsoft investments.
• Proactively identifies and qualifies business opportunities, guiding them through the sales lifecycle to expand customer engagement. Improves pipeline accuracy and hygiene by using common sales and delivery methodology for the Microsoft sales organization (e.g., MCEM) criteria for qualifying and advancing sales prospects. Advocates MSFT solutions to the customer by demonstrating value and encouraging upsell/cross-sell opportunities. Understands customer strategy and presents tailored Microsoft solutions in complex deals. Engages with customer leaders and stakeholders to discuss budget considerations and align strategic priorities for investment.
• Attends to and proactively addresses renewals and anniversaries for both enterprise agreement (EA) and cloud solution provider (CSP), optimizing customer engagement. Customizes renewal options that align with partners and customer business outcomes and licensing vehicle. Identifies opportunities to consolidate and proactively engages in cross- and upsells that closely align with customer priorities and predicted outcomes. Adheres to process for forecasting and timing renewals to accelerate growth, consumption, and on-time renewals. Designs and directs actions for T-minus plans with a focus on strategic impact. Understands available licensing SKUs and programs. Defines negotiation strategies and stakeholder maps. Collaborates with partners to ensure right outcome(s) for the customer. Works with customers and partners to drive assessments and deep dives into customer environments. Understands and leverages investments in best possible way during renewal process. Conducts in-depth assessments into customer environments to understand needs and coordinates and implements resources and internal partners (e.g., commercial executives) to drive growth and consumption targets.

Customer Engagement

• Serves as the primary contact for and orchestrates customer engagements, strategically aligning resources (e.g., pod members, partners, v-teams, cross-functional teams). Coaches others on customer relationships and engagement. Synthesizes customer interactions to maximize effectiveness and strategic impact. Builds and deepens relationships with customers and implements a tiered approach to cadence of customer engagements across multiple lines of business. Serves as the voice of the customer and advocates for customers within the organization/Microsoft. Utilizes and enhances customer relationship m