The team at Microsoft ANZ sees Start-ups and cloud-born organisations as critical to our mission. These companies will help accelerate the priorities of our nations and change our world for the better as they aim to transform business process, finance, climate action, and more changing the way we live and work. Microsoft aspires to empower every cloud-born innovator to scale and grow with Microsoft technology and via Microsoft’s unique channel and customer ecosystem. 
 
This team at Microsoft is at the leading edge of our business and one of the fastest growing and most exciting groups in the Company. We operate like a “start-up” within Microsoft and the team driving this initiative is incredibly entrepreneurial and high-performance. Senior leaders across Microsoft are making an incredible commitment to this initiative and we are rapidly scaling this program, looking for new talent to join our rapidly expanding team. 

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Responsibilities

The purpose of this role  

The Account Executive (Start-ups) is leading and orchestrating the One Microsoft team efforts to drive ambitious growth and wins with start-ups on the Microsoft Azure Platform. With the aid of best-in-class sales processes, techniques, and technologies, you will be empowered to shape relationships for a strategic set of Microsoft\'s start-ups. You will serve as the point of contact for the start-ups across engagements helping to drive Microsoft\'s existing cloud & enterprise consumption. This senior role will partner closely with our Microsoft for Start-ups teams and programs as well as additional members in Engineering, Marketing, Partners, Finance and Legal, Business Desk, across Microsoft. 
 
Responsibilities  

• Proactively engage with the start-ups and Digital Customer Success Managers to accelerate revenue growth, drive business outcomes, while the goal of helping start-ups realize their full potential. 
• Earn and maintain trust with start-up founders by understanding their needs and addressing them with the right Microsoft solutions. 
• Lead negotiation with existing start-ups in mid to long-term planning to form a strategically constructed deal.  
• Coordinate with all necessary internal stakeholders in the deal to assure that the deal is closed successfully and in a compliant manner. 
• Ensure high potential start-ups have access to the right resources across Customer Architects, Engineering and Product Groups. 
• Ensure each start-up has a valuable and strategic relationship with Microsoft; driving business growth and transformation through strategic thinking, sales execution, and influence. 
• Accountable for identifying growth opportunities with high potential start-ups leveraging deep domain/industry knowledge to develop creative and innovative solutions for start-ups to improve optimization and workflow.  
   

Qualifications

What skills do you need to have?  

There will be many opportunities for you to learn and grow into this role and Microsoft. However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one:   

• Executive presence to engage with C-level leaders and a passion to demonstrate how the Azure cloud can deliver those initiatives technically and commercially trusted advisor for the long-term business priorities. 
• Technically proficient, foundational understanding of cloud technologies; cloud certifications, application + data architectures, and open-source technology experience a plus.   
  
• A passion for co-creating inclusive and diverse cultures where team members build on one another’s strengths and encourage individual and team growth. 

Required qualifications 

• 7+ years\' experience working in a Startup industry driving digital transformation, or other relevant work experience (e.g., consulting, technology)  OR
• Bachelor\'s Degree in Business, Technology, or related field AND 5+ years of experience working in a relevant Startup industry driving digital transformation, or other relevant work experience (e.g., consulting, technology)