Advertising Account Executive

Overview
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
Microsoft Search Advertising (MSA) empowers the largest advertisers around the world to reach their maximum potential through paid search engine marketing on the Microsoft Bing Ads platform. We are seeking top performing Account Executives with search advertising experience who can drive revenue and increase customer satisfaction by developing and cultivating strategic client relationships and delivering customized search solutions aligning to the client's advertising needs.
The Advertising Account Executive (AE) in Search Advertising enables Microsoft to better serve strategic customers by applying customer obsession to what clients care about and need, ensuring our Microsoft and Bing story is valued and understood, and acting to build successful, long-term relationships. The AE drives both revenue and customer satisfaction.
The Advertising 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, emphazizing customer experience and optimizing opportunities. The AE performs their role with execution excellence to drive client success and business results.
Responsibilities
Account Planning / Management

• Proactively solicits feedback on additional needs, products, and features to develop targeted marketing strategies for clients. Demonstrates a solid understanding of the client's business model to articulate growth opportunities. Influences relevant stakeholders to drive change internally via appropriate feedback channels and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's messaging to clients.
• Proactively expands 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. 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 Account Manager and internal partner team to ensure timely and proactive customer escalations and resolutions (e.g., with Ad Support, Billing, Advertiser Trust and Safety), 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, data, insights) to inform andprioritize upsells and optimizations. Advocates for solid coordination of internal resources to maximize sales efficiency.
• Develops compelling, value-proposition presentations and specialized business plans for clients that showcase Microsoft products and solutions to generate business and upsells, and uses a comprehensive approach (e.g., 360-degree view) of selling Microsoft advertising products and solutions. Shares overall plans with internal partners and peers. Presents business plans to clients to accelerate the closing of deals.
• Develops strategies across the book of business for maximizing upselling opportunities and driving new client acquisitions. Executes plans to highlight Microsoft advertising solutions (e.g., Search, Display, Native, Video, Retail) 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 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. Tailors solutions that perform to clients' Key Performance Indicators (KPIs).

Client Engagement

• Proactively develops a comprehensive understanding of clients' marketing needs and their competition and market trends and anticipates clients' needs to deliver new insights on clients marketing strategies. Delivers advertising solutions into overall marketing strategy.
• 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. Creates forum for direct engagement with agency end clients when applicable.

Industry Knowledge

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

Other

• Create a collaborative, trust-based work environment where differences in communication style are considered, and the perspectives of others are respected and valued. Demonstrate Search Advertising's culture of inclusiveness and diversity at all times. Contribute to the success of others by promoting mutual learning.
• Develop and maintain high quality, actionable Customer Plans (required) and Joint Business Plans (where applicable). Demonstrate deep understanding of customer needs, challenges/concerns and goals/objectives.
• Develop a cohesive action plan to address those opportunities. Agreed plan with customer. Review quarterly with management.
• Lead execution of all agreed Account Plan/JBP action items. Ensures follow-through by all participants.
• Consistently create high value revenue-generating opportunities for Microsoft. Lead regular, impactful engagements with Microsoft's key clients. Grow Bing's share of wallet across client portfolio by highlighting missed opportunities using data driven insights with budget decision makers to meet or exceed total quota and grow book relative to market.
• Educate clients on how new Bing Ads features and offerings help them to reach their business goals and new markets/targets. Utilize all available readiness materials (inclusive of Marketing materials, Training & other Go-To-Market assets) and insights to ensure you are a fluent advocate of the Bing and One Microsoft story. Develop and demonstrate knowledge of emerging products/features.
• Demonstrate leadership of a high-performing account team by orchestrating the account team's internal rhythm, external engagements, leading regular communication to clients. Support Account Manager to ensure timely and proactive customer escalations by effectively leveraging internal partner network to resolve day-to-day escalations & revenue blockers. Capture feedback and influence solutions internally. Support the Account Manager with timely and efficient customer transition process (Red Carpet) and operational excellence in change management book of business updates.
• Continually strengthen your Bing Ads and Search Industry knowledge and take personal accountability for your career and personal development; create, update and regularly check in on your career development plan. Complete required and recommended trainings and apply what you learn to further your growth in role and career progression.

Qualifications
Required/Minimum Qualifications

• 9+ years experience in Sales, Advertising, or Marketing with a focus on online media, or digital advertising
  • OR Bachelor's Degree in Sales, Marketing, or related field AND 8+ years experience in Sales, Advertising, or Marketing with a focus on online media, or digital advertising
  • OR Master's Degree in Business Administration in Sales, Marketing, or related field AND 5+ years experience in Sales, Advertising, or Marketing with a focus on online media, or digital advertising
  • 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 Sales, Advertising, or Marketing with a focus on online media, or digital advertising
  • OR Master's Degree in Sales, Marketing, or related field AND 10+ years experience in Sales, Advertising, or Marketing with a focus on online media, or digital advertising
  • OR equivalent experience.
• Experience making recommendations to executives.
• Minimum 5 years' online media or Search Engine Marketing Sales and Service experience required
• Proven track record of exceptional performance, high productivity, communications skills and meeting deadlines
• Demonstrated ability to consistently meet or exceed revenue goals or targets
• Experience establishing and nurturing long-term relationships with digital marketing executives
• Proven ability to understand customer needs, create and deliver customized, customer-focused pitches and solutions
• Effectively navigate through ambiguity and complexities related to client management
• Talented in storytelling and delivering engaging presentations across all levels of leadership
• Ability to navigate customer sales negotiations and technical presentations in person and remotely
• Solid knowledge of the search industry, trends, customers needs, Microsoft's strategy and how they work together
• Passion for technology as an enabler for company growth
• Ability to travel up to 30%

Advertising Account Management IC4 - The typical base pay range for this role across the U.S. is USD $102,300 - $180,300 per year. 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 $140,900 - $199,000 per year.
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 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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