Senior Account Executive - AI Startups & Scaleups

## About the role - Leading and shaping the future of high potential startups and unicorns based on locally set selection criteria. - Engaging with this segment to prioritize the right motion for a potential unicorn WIN (either through projects on Azure at the start, strategic partnership with commitment, or exclusivity on a specific workload) - Building strategic partnerships at the right time, with those unicorns to accelerate their growth and build new solutions - Envisioning new industry scenarios and business models with the unicorns - Driving technical alignment with the v-technical team across segments (CSU, STU, GBBs, Engineering, CSE) - Deliver Sales Excellence - Leads and orchestrates extended virtual teams across our solution areas to consistently achieve growth in revenue & market share. ## Requirements - Industry Knowledge - Builds and maintains a strong knowledge of customers' industry, associated business strategy, and key industry partners and solutions. - Gains deeper insights and knowledge through direct engagement in their customers' business and operations. - Experience selling into VC-backed startups / scaleups - Track record of: - Landing net-new logos - Driving strategic cloud or platform deals - Understanding of: - AI/ML workloads - Startup funding cycles - Growth-stage company challenges - A background of consistently delivering results in account management/sales experience OR equivalent - Comfort with doing Business Development in the Digital Natives, Start-ups & Scale-ups space