Senior Account Executive

Advanced practitioner

Career Explorer · Sales · SMB Account Executive

IC3 · SeniorIndividual contributorSenior

Standard where business need supports the level

What the role involves

Autonomy: Handles ambiguous work independently
Scope: Complex projects / systems / portfolios
Time horizon: Months
Expertise and judgement: Deep domain judgment; mentors others; improves standards
Expected impact: Leads complex delivery and raises team quality

Expected skills (21)

Grouped as human, professional and technical. Target proficiency uses the P1–P5 scale, and each row says what that level means for that particular skill.

Human (10)

Skill	Importance	Target	What that level looks like
Accountability Personal Effectiveness	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Active listening Communication & Influence	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Collaboration Collaboration & Leadership	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Critical thinking Thinking & Judgment	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Customer empathy Personal Effectiveness	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Learning agility Thinking & Judgment	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Ownership Personal Effectiveness	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Problem solving Thinking & Judgment	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Verbal communication Communication & Influence	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Written communication Communication & Influence	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.

Professional (11)

Skill	Importance	Target	What that level looks like
Business acumen Business & Strategy	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Discovery Sales & Revenue	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Account planning Sales & Revenue	Supporting	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
CRM process design Sales & Revenue	Supporting	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Consultative selling Sales & Revenue	Supporting	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Industry knowledge Business & Strategy	Supporting	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Opportunity qualification Sales & Revenue	Supporting	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Pipeline management Sales & Revenue	Supporting	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Sales forecasting Sales & Revenue	Supporting	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Sales negotiation Sales & Revenue	Supporting	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Value selling Sales & Revenue	Supporting	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.

Career ladder

Reached from

Account ExecutiveIC2

Next steps

Lead Account ExecutiveIC4IC promotion
Move from team-level senior contribution to cross-team/domain leadership; set approach, create reusable standards and multiply others without relying on authority.

Common consideration after sustained IC3/IC4 leadership; management is a separate career choice, not a required promotion.

What changes to advance

Move from team-level senior contribution to cross-team/domain leadership; set approach, create reusable standards and multiply others without relying on authority.

Source: Microsoft Careers; ONET · JF0164-IC3