Senior Account Executive, SME&C - Microsoft Solutions

Position Overview We are seeking an experienced Senior Account Executive with a focus on Microsoft solutions to drive growth across our Cloud & Infrastructure, Digital Engineering, and Security Business Units. This role is centered on strengthening our partnership with Microsoft, achieving co-sell success, and implementing joint go-to-market strategies within the Small and Medium Enterprise & Channel (SME&C) segment. The ideal candidate will work closely with Microsoft Account Team Units (ATUs) and Specialist Team Units (STUs), utilizing Microsoft’s platforms, programs, and strategic priorities to deliver customer value and increase revenue. Key Responsibilities Microsoft Co-Sell Engagement & Strategic Partnerships Proactively build and strengthen relationships with Microsoft SME&C ATUs and STUs to create joint sales pipelines, attract new customers, and drive solution adoption. Act as a trusted advisor to Microsoft field sellers, partner managers, and technical specialists, positioning ProArch’s offerings as complementary to Microsoft’s cloud, data, AI, and security solutions. Promote ProArch’s expertise in Microsoft technologies, including Azure migrations (CAF/WAF), M365 E3/E5, Copilot, Copilot Studio, Microsoft Fabric, Azure AI, and advanced security and compliance solutions such as XDR, Sentinel, Defender suite, and Purview. Solution Advocacy and Field Support Enable and educate Microsoft sellers and partners about ProArch’s unique value propositions, technical capabilities, and notable customer success stories. Drive joint go-to-market initiatives by leveraging Microsoft’s co-sell programs, incentives, and partner resources to accelerate opportunity generation. Pipeline Development Build and manage a strong pipeline through Microsoft co-sell activities, joint account planning, and strategic partner collaboration. Identify, qualify, and pursue high-value opportunities in alignment with Microsoft’s solution areas and industry priorities. Customer Outcomes & Consultative Selling Guide prospects and customers to achieve Microsoft-centric business and technical outcomes, including secure cloud infrastructure, productivity transformation, data modernization, and risk management. Engage with stakeholders to define business objectives, align technical solutions, and create compelling value propositions leveraging Microsoft technologies. Revenue Delivery & Business Planning Own and achieve revenue goals by managing a pipeline of qualified opportunities across Microsoft solution areas such as infrastructure, cloud productivity, data platforms, AI, application innovation, and cybersecurity. Collaborate with Microsoft stakeholders on strategic business planning, conduct Quarterly Business Reviews (QBRs), and monitor performance to ensure alignment and accountability. Cross-Functional Execution Work closely with internal teams in Delivery, Sales Engineering, Customer Success, Marketing, Product Management, and Legal to ensure smooth execution of Microsoft-driven sales initiatives and client deliveries. CRM & Reporting Maintain accurate tracking of pipeline, revenue forecasting, and account planning documentation in CRM systems, providing visibility for both ProArch and Microsoft stakeholders. Continuing Education & Microsoft Certifications ProArch values ongoing professional growth in the fast-paced technology sector. Senior Account Executives are expected to engage in continuous learning and keep their Microsoft solution expertise current. Microsoft Certifications: Team members are expected to pursue relevant Microsoft certifications, including Azure Fundamentals, Microsoft 365 Certified, Security, Compliance, and Identity Fundamentals, as well as advanced credentials such as Azure Solutions Architect, Microsoft Security Operations Analyst, Copilot Studio, Fabric, and Data & AI. Learning Resources: Access to curated training materials, online courses, and certification preparation guides is available through the internal SharePoint portal. Professional Growth: Continuing education is incorporated into performance reviews and career development. Achieving and maintaining certifications is a key factor for advancement and eligibility for incentive programs. Collaboration with Microsoft: Participation in Microsoft-led workshops, webinars, and partner training events is encouraged to ensure the team stays up to date with emerging technologies and best practices. Requirements Qualifications Experience: Minimum one year in Microsoft solution sales, cloud infrastructure, managed services, cybersecurity, or data/AI platforms. Experience in Microsoft sales or partner ecosystem roles is highly desirable. Technical Acumen: Strong understanding of Microsoft 365 licensing (E3/E5/Copilot), Azure cloud services, AVD, VMware on Azure, Fabric, Azure AI, Purview, and Microsoft security offerings (XDR, Sentinel, Defender suite, MDR). Sales Process Expertise: Demonstrated ability to manage full sales cycles, exceed quotas, and navigate complex enterprise technology buying processes and co-sell motions. Communication Skills: Outstanding interpersonal, written, verbal, and presentation skills, with a consultative sales style. Attributes: Highly motivated, goal-oriented, collaborative, and adept at thriving in fast-paced, matrixed environments.