OverviewProactively elevates a strong customer engagement strategy among internal stakeholders and partners. Proactively develops a comprehensive understanding of customer's needs and strategies, priorities, and industry direction. Orchestrates high-impact innovative solutions that enable digital transformation and drive outcomes that create business value for customers. Leads the development and application of mature and dynamic account plans grounded on proven and often-tailored methodologies to manage business portfolios. Thinks strategically about account planning, setting standards and priorities, outlining where to and how to invest resources. Oversees a complex accounts and leads planning and prioritization efforts to ensure appropriate responses to account needs. Identifies board influencers and proactively engages with them to drive Microsoft's perspective. Leverages relationships with key customer contacts to identify and understand the drivers of satisfaction. Leverages best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise. Actively engages decision makers to articulate Microsoft's value proposition and elevate Microsoft's industry status as a preferred partner. Develops compelling, value-proposition presentations and specialized business plans for customers that drive business outcomes. Develops and implements plans for maximizing upselling/cross-selling opportunities in certain accounts. Leverages a strong knowledge of and experience with Microsoft's solutions to address customers' needs.
Responsibilities Account Management
Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs. Develops strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities. Leads virtual teams to properly re-adjust priorities, all while maintaining a high level of commitment and accountability. Prioritizes line of business projects to achieve business outcomes. Reduces complexity for the customer and for internal teams by prioritizing the most strategic partners to deliver outcomes.
Leads the development and application of mature and dynamic account plans utilizing common sales and delivery methodology for the Microsoft sales organization grounded on proven and often-tailored methodologies to manage business portfolios. Leads strategies for assigned accounts that yield high-volume sales and open new opportunities for both Microsoft and the customers and that are on track with goals, outcomes, and forecasts. Leads multiple, diverse, and high-performing teams and industry experts on plan execution for various accounts. Coordinates with industry experts to identify new business opportunities and drive account growth. Orchestrates extended team and embraces partners to scale business by understanding partner goals and creating an interested in mutual business growth, and deep understanding of plan to ensures achievement of revenue and consumption targets. Drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays. Leverages strong sales acumen to set action items and approach to drive big bets and drive new business opportunities based on customer strategy and priorities.
Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Ensures teams are documenting in the Account Plan.
Proactively expands network of key internal (e.g., Industry Solutions [IS]) and external partners and other business decision makers in customers' accounts to ensure execution of core tasks and transactions, to grow partner impact, and to provide seamless account management experience for customers. Leads efforts with key mainstream partners to develop and promote long-term, mutually-beneficial business and technology transformation strategies and works with other roles and partners to formulate transformation and expansion strategies that ensure customer success. Identifies board influencers and proactively engages with them to drive Microsoft's perspective in the account. Drives joint solutions with partners. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners.
Customer Engagement
Proactively develops a comprehensive understanding of customer's business and technology needs and strategies for each assigned account, of their priorities, and of the industry direction. Anticipates customers' needs to deliver new insights on customers' business strategies and educate customers on ways to jointly address these needs. Identifies and pursues opportunities to offer business and technology solutions. Leverages internal influence to advocate on behalf of the customer internally (e.g., driving changes to roadmap, engaging with product groups), working to prioritize customers' requests and meeting their business needs. Creates trust to influence for impact and acts as a trusted advisor to help the customer transform its business model. Connect customers with other customers/partners on areas that may benefit them. If industry aligned, also develops a deep understanding of the customer's industry.
Proactively elevates a strong customer engagement strategy among internal stakeholders and partners to foster trust and brand growth and loyalty through multiple levels of the customer's organization through consultative engagement in the assigned accounts, leading broad team efforts. Connects the customer to Microsoft business and technical executives establishes Rhythm of Business (RoB) with top customer sponsors to regularly highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI). Articulates Microsoft's and partners' point of view and creates deep and long-term through joint stakeholder mapping connections with customers (e.g., C-Suite) to influence purchase decisions, increase interaction and participation, and expand impact into other segments. Assists partners in joint-selling by establishing joint desire to create new go-to-markets and accelerating through high levels of the organization (e.g., President). Leverages digital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing outputs, and reflect in the engagement strategy in our customer plan.
Supports high-impact transformation solutions (e.g., forward thinking, flagship) through technology for assigned accounts in multiple, global businesses that drive outcomes which create business value for customers. Expert in leveraging consultative and insightful listening skills to own the development of strategies that showcase the value added by innovative ideas grounded on digital transformation for accounts based on account needs and customer's expectations. Is sought out by the customer for guidance related to transformation. Ability to influence and mitigate proactively competitive risk. Ensures high-profile line-of-business wins are captured (e.g., press release, video) as reference for multi-region/worldwide scale. Deploys showcase solutions into customer digital transformation centers for broader distribution.
Industry Knowledge
Leverages a strong knowledge of and experience with Microsoft's product landscape, solutions, and strategy to address customer's needs. Partners with internal industry experts (e.g., with industry teams, industry specific partners) to strengthen understanding of the industry. Leverages deep understanding of their customer to shares knowledge with virtual team and promote customer business perspectives.
Sales Excellence
Develops and implements plans for maximizing upselling/cross-selling non-qualified opportunities in certain accounts. Drives plans to highlight Microsoft's and partners' solutions to solving additional business and technology issues and aims to expand budget allocated to Microsoft. Leverages virtual teams to identify and act on new non-qualified opportunities while utilizing common sales and delivery methodology for the Microsoft sales organization.
QualificationsRequired/minimum qualifications
Master's Degree in Business Administration AND substantial experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR Bachelor's Degree in Business, Technology, or related field.
Experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR equivalent experience.
Additional or preferred qualifications
Master's Degree in Business Administration AND proven experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR Bachelor's Degree in Business, Technology, or related field
Experience in account management experience OR equivalent.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
