Account Executive PS at Microsoft

The Corporate Account Manager (AM) role adds value tMicrosoft by delivering a well-managed, profitable and growing business produced through relationship excellence and sales excellence practices where the customer views the AM as trusted advisor.

The Corporate AM role is responsible for delivering a well-managed business of customer accounts that meets or exceeds revenue targets through demonstrated value tthe customer, relationship and sales excellence practices and representing One Microsoft in the Enterprise.

The success of the business is measured in the following ways:

• An expanding footprint in accounts through year-over-year percentage increase in customer addressable revenue (AR).
• Account growth through increased signed EA renewal rates and net-new opportunity revenue while meeting annual revenue targets.
• Year-over-year growing integration of partners and services in key wins.
• Year-over-year increase in customer satisfaction as measured by Relationship Management scores.
• Reciprocal Conditions of Satisfaction (COS) in place for each account that meet quality standards defined by Sales management and included as part of a comprehensive up-to-date account plan.
• Business value discussed in every discussion and every proposal with the customer.
• The customer is current on the installation and use of current products available through the EA or SA. and realizes the value of new capabilities aligned tthe Microsoft roadmap

Requirements for the role:

Embodies Microsoft core values of:

1. Integrity and honesty
2. Open and respectful
3. Big challenges
4. Passion
5. Accountable
6. Self-critical

• Has strong time management and prioritization skills; is organized and methodical in his/her approach.
• Has passionate attitude for sales, technology and customers as an enabler for a company’s growth.
• Is experienced in building relationships with CXOs and business decision-makers.
• Has the “discipline” of working with people; is structured in his/her approach tleading teams through complex technology solution sales.
• Is experienced and adept at getting people working towards a common goal; consistently demonstrates strong people management skills.
• Is tough skinned; shows nfear in the face of challenges; is someone whdoesn’t take things personally.
• Knows how tdeliver on promises.
• Is creative, innovative; is often seen as visionary in his/her approach.