Senior Account Executive, ISV Business to Business Start-ups (Israel)

Do you love working with Startups to achieve their business outcomes? The Senior Account Executive (Startups) is leading and orchestrating the One Microsoft team efforts to drive ambitious growth and wins with start-ups on the Microsoft Cloud 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 startups. You will serve as the point of contact for the startups across engagements helping to drive Microsoft's existing cloud & enterprise consumption.

This senior role will partner closely with our Microsoft for Startups teams and programs as well as additional members in Engineering, Marketing, Partners, Finance and Legal, Business Desk, across Microsoft.

Responsibilities

Startup Strategy:

Account manage a number early to mid stage SaaS ISV B2B Startups within Israel and the South East Europe region.
Build strong relationships with C-Level stakeholders and build relationships within MS to help them accelerate growth.
Take ownership in understanding startup business, needs, and strategy across all aligned accounts to drive startup success.
Keeps up to date with startup information and industry trends through research (e.g., reads startup publications, speaks with direct reports and startup stakeholders). Consolidates, articulates, and tells an effective story around startup insights that influences future direction and priorities.
Guides Local team in identifying and articulating business value of role and solutions for startup organization. Customizes relevant startup stories and industry, competitive, and/or Microsoft best practices and cloud principles to support business outcomes. Coaches team in business value selling and promotes strategic thinking to ensure team capabilities.
Leverages best practices to guide startup strategy and future growth for Microsoft by cultivating startup affinity with Microsoft programs/solutions that drive impact for the startup and establishing Microsoft as a leader. Creates new reference cases for others and inspires and guides the team in doing so.
Models’ best practices and innovation in delivery of startup success plans to optimize startup value across accounts. Provides recommendations in defining success measures and promotes long-term startup success strategy with team.
Build startup success plans and utilizes them to build industry/team plan, leveraging own expertise and hands-on experiences (e.g., success plan workshops). Aligns multiple engagement plans and leverages corporate resources dedicated to awareness improvement of high potential (e.g., Skills Learning platform).
Provides coaching and guidance on the importance of driving value for startups. Ensures teams conduct analyses into what startups are using versus needs. Engages with C-Suite executives to discuss where Microsoft solutions drive startup value. Prompts teams to explore available resources and programs to help grow, retain, and optimize consumption. Identifies resources (e.g., v-team orchestration, programs, incentives) and partner solutions to help startups derive value from existing Microsoft investments.

Growth & Transformation Business Leader and Startup Advocate:

Proactively engage with the Digital Natives Start-ups to accelerate revenue growth and drive business outcomes. Collaborate with Msft GTM and Co-sell teams in order to realize their full potential.

Trusted Advisor:

Earn and maintain trust with startup founders by understanding their needs and addressing them with the right Microsoft solutions; operating with high empathy for founders to build mutually winning scenarios for startups as well as Microsoft.

Deal Negotiator and Closer:

Lead negotiation with existing startups in mid to long-term planning to form a strategically constructed deal. Engage and negotiate internally with key stakeholders (e.g., product, engineering, finance, legal, sales, marketing) to move opportunities forward with. Coordinate with all necessary internal stakeholders in the deal to assure that the deal is closed successfully and in a compliant manner.

Stakeholder Management:

Ensure high potential startups have access to the right resources across Co-sell, Architects, Engineering and Product Groups.

Senior Sales Leader:

Ensure each startup has a valuable and strategic relationship with Microsoft; driving business growth and transformation through strategic thinking, sales execution, and influence.

Strategic Thinker and Market Expert:

Accountable for identifying growth opportunities with high potential startups leveraging deep domain/industry knowledge to develop creative and innovative solutions for startups to improve optimization and workflow. Proactively demonstrates thought leadership, opportunities for improvement, best practices, and learnings internally and externally as appropriate.

Other

Embody our culture and values
Qualifications

Required/Minimum Qualifications :

Bachelor's Degree in Sales, Marketing, or Technology related field AND extensive experience in Sales, , Consulting, and/or driving business growth or customer digital transformation, sales management, or leadership
OR Master's Degree in Business Administration Degree in Sales, Marketing, or related field AND experience in Sales, Advertising, or Marketing and/or driving business growth or customer digital transformation, sales management, or leadership
OR equivalent experience.

Additional or Preferred Qualifications :

Master's Degree in Business Administration, Finance, Computer Science, Law, or related field AND experience in business development, technical sales, consulting, or marketing

or equivalent experience.

Experience working in a matrixed organization, preferably in the technology industry.
Commercial sales experience
Deep understanding of cloud infrastructure and services (Infrastructure, Applications, Data, Artificial Intelligence and Cybersecurity).
Experience working within, or demonstrable empathy and passion for, the startup ecosystem
Desire to work on a diverse team and perpetuate a culture of inclusion
A deep understanding of the startup trends in your respective market
An ability to speak to and engage effectively with leadership from different industries as well as first-time founders
Preferred experience in a startup, founding member, Cloud Infrastructure solutions sales leadership
Sales results-oriented with satrong attention to detail and organizational skills
Experience working in a rapidly-scaling environment with multiple variables in play
Strong written and verbal communication skills where you are equally comfortable interacting across all levels of an organization

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.