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Job Details
Posted date: Aug 12, 2025
Category: Digital Sales and Solutions
Location: Redmond, WA
Employment type: Full-Time
Travel amount: 25.0%
Work location type: Up to 50% work from home
Role: Individual Contributor
Description
At Small Medium Enterprises and Channel (SME&C), we are leading a fast-growing, Artificial Intelligence (AI)-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of Ai and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, performance-focused, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.
If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.
The Worldwide Account Team Unit (ATU) Lead is Microsoft’s chief orchestrator of corporate account strategy on a global scale. In this role, you won’t manage a single territory; instead, you will shape how all our corporate account teams engage customers and execute deals across every region. You will design global programs that drive customer obsession – such as executive outreach initiatives and unified account planning – and then empower regional ATU Leads to implement these programs locally. Acting as a leader without direct reports, you will influence and align diverse teams worldwide towards common goals, truly exemplifying leadership through influence and collaboration. This position provides a rare opportunity to work at the strategic epicenter of field sales and corporate strategy. You will engage with some of Microsoft’s largest corporate customers worldwide to glean insight and build strategic relationships, while also diving into operational details like pipeline management and sales process improvement across cultures. By doing so, you will further develop your executive presence and global business acumen, and directly contribute to Microsoft’s growth and customer satisfaction worldwide.
The Microsoft Cloud is the most comprehensive and trusted cloud platform in the industry – spanning cutting-edge solutions in Security, Workplace AI, AI Business Process, and Azure. At Small Medium Enterprises and Channel (SME&C), we harness this full Microsoft Cloud portfolio to drive digital transformation for organizations of all sizes. Our fast-growing, AI-powered sales team is customer-obsessed and partner-driven, unlocking innovation from secure infrastructure to collaborative AI-powered productivity and intelligent business applications. Join us and lead the charge in empowering customers with the Microsoft Cloud, working smarter, collaborating seamlessly, streamlining business processes, and staying protected on a global, trusted platform.
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.
Global Customer Engagement & Executive Sponsorship: Set the worldwide vision for customer engagement in the corporate segment, ensuring Microsoft delivers a consistent level of executive interaction and customer obsession in every region. Develop global programs for C-suite connection – for example, a worldwide plan to have Executive Sponsor coverage for 100% of top corporate accounts – and guide regional ATU Leads to implement them locally. Personally engage with executives from the largest multi-national corporate customers as a trusted advisor, reinforcing Microsoft’s commitment and gathering strategic feedback to inform global account strategies. Worldwide Account Orchestration Framework: Establish a “One Microsoft” account orchestration framework that all regions will follow. Define how account teams (Sales, Technical, Customer Success, Support, and Partners) collaborate on unified account plans globally, and provide tools/templates for joint planning that regional teams can adopt. Lead periodic worldwide account planning reviews, focusing on our most strategic accounts across different geographies, to ensure cross-border consistency and identify opportunities where a global coordinated approach can drive greater customer value. By breaking down silos at a global level, ensure that even region-specific account teams leverage insights and resources from across the world. Global Territory Planning & Pipeline Oversight: Oversee territory/account planning and pipeline health across all Areas in the corporate segment. Set global standards for pipeline coverage (e.g., every region maintains “green” pipeline for current and next quarter) and rigor in forecast management. Convene worldwide forecast calls and pipeline scrums with regional ATU leads to scrutinize pipeline hygiene, share forecasting industry-leading practices, and drive demand generation where coverage is lacking. Leverage global insights such as win/loss analysis and competitior intelligence to highlight trends, enabling regions to proactively adjust tactics. Ensure that Microsoft’s sales process (MCEM) is uniformly executed around the world, thereby improving forecast accuracy and deal velocity at the global scale. Deal Coaching & Commercial Governance (Worldwide): Lead deal strategy and commercial governance for major corporate opportunities globally. For the largest, most complex deals (e.g., multi-country enterprise agreements or significant Azure commitments), chair global deal reviews bringing together stakeholders from field regions and corporate (including finance and licensing teams). Provide guidance on deal structuring, pricing, multi-year terms, and risk mitigation informed by a broad view of similar deals worldwide. Ensure that every significant deal adheres to Microsoft’s compliance and profitability guardrails – coordinating with Commercial Executive teams globally – and intervene to course-correct deals that deviate from industry-leading practices. By streamlining decision-making and sharing winning deal constructs globally, you improve deal quality and win rates in all regions. Global Partner Engagement in Account Strategy: Drive a partner-inclusive sales culture in account teams worldwide. Set global expectations and key performance indicators (KPIs) for partner co-selling within account plans (e.g., percentage of impactful opportunities with at least one partner attached). Collaborate with the Worldwide Partner Solutions Sales (PSS) Lead to ensure that global partner initiatives (like major Systems Integrator (SI) or Independent Software Vendor (ISV) partnerships, or the Top Partner-led account program) are embedded into regional account strategies. Celebrate and publicize examples of successful partner collaboration in account wins across different countries to encourage replication. Your goal is to have partners integrated as part of account teams universally, extending Microsoft’s reach and expertise for corporate customers around the globe. Worldwide Sales Excellence & Coaching: Establish a global rhythm-of-business and coaching culture for corporate account teams. Host regular Worldwide ATU Leader calls to review business performance, share insights, and address common challenges in account management. Provide structured coaching to regional ATU Leads – for example, by reviewing a sample of account plans or forecasts from each region quarterly and giving feedback. Deploy global account management training or mentoring programs (leveraging top talent from one region to coach another) to continuously raise the proficiency of account teams. Focus on reinforcing consultative selling skills, value-based selling, and adherence to process in every Area. Through these efforts, ensure that Microsoft’s “customer first, solution-led” sales culture permeates across all geographies uniformly. Embody our Culture and Values.
Qualifications
Required/minimum qualificationsBachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years sales and negotiation experience or related work experience OR 8+ years sales and negotiation experienceOR equivalent experience.3+ years experience establishing vision for customer engagement preferably for global programs with Corporate clients.2+ years experience territory/account planning. Additional or preferred qualificationsBachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 12+ years sales and negotiation experience or related work experience OR 14+ years software industry sales and negotiation experienceOR equivalent experience.Digital Account Management IC5 - The typical base pay range for this role across the U.S. is USD $62.16 - $105.96 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $80.67 - $115.29 per hour.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
Microsoft will accept applications for the role until August 17, 2025.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
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