Microsoft Corporation is an American multinational corporation headquartered in Redmond, Washington, that develops, manufactures, licenses, supports and sells computer software, consumer electronics and personal computers and services. Its best known software products are the Microsoft Windows line of operating systems, Microsoft Office office suite, and Internet Explorer web browser. Its flagship hardware products are the Xbox game consoles and the Microsoft Surface tablet lineup. It is the world's largest software maker measured by revenues. It is also one of the world's most valuable companies.
Account Executive (Q1: Managed) is responsible for driving an intentional end to end sales model, designed to drive predictable Customer business outcomes. Account Executive own the Services business in a 1:10 relationship with the Customer, and is responsible for driving a balanced portfolio of MCS and Premier revenue in their account. They orchestrate and drive deal pursuits by focusing on packaged repeatable solutions, and fixed scope offerings across multiple customers. They drive Cloud conversations with BDM’s and packaged solutions with TDM’s throughout the organization. The ability to prioritize their time, drive opportunities that are mapped to the Customer’s business agenda and aligned to Megatrends and Microsoft Priority Areas is key. Account Executives display leadership in internal and external orchestration of Microsoft team account strategies, develop account strategy and growth plans, and provide accurate opportunity close plans dates to support forecast data to the business.
The Account Executive Services (Q1: Managed) is the end to end Services account relationship owner for our top 2100 tier Microsoft customers
The Account Executive Services (Q1: Managed):
Responsible for driving highly intentional sales approach, with customer to drive predictable customer business outcomes. Drive deal Pursuit Strategies to defined repeatable solutions with some customization driving the customer’s business agenda. Develop revenue growth plans by selling a balanced portfolio MCS, Premier, and New Work Sold
Responsible for strategy, planning, marketing/positioning, developing appropriate value propositions and crafting and selling solutions mapped to customer business outcomes. Responsible for a balanced portfolio of (Enterprise Strategy, Global Delivery integration, Microsoft Consulting Services (MCS) Invoiced Revenue, New Work Sold (NWS) and Premier Billed Revenue into assigned accounts
Ensure that Services Growth Strategies for Enterprise Services, Consulting and Premier (in the Account Planning Portal) are updated by end of Q1 and information is current based on a rolling 6 month cycle, Enter all services opportunities for all Services managed accounts in CRM
Provide monthly opportunity-level forecast recommendation supporting <5% forecast variance for NWS and Premier Billed
Close 90% or greater of committed opportunities within the targeted month, while managing pipeline exceptions to <2%
Ensure T-12 activities for all Premier renewals for maximized on-time agreement renewal
Develops relationships with BDM’s and TDM’s across the customer organization. Drive Cloud conversations with BDM’s and packaged solutions with TDM’s. Drive sales scenarios through understanding the customer, the industry, and the competition
Map customer business needs to Microsoft solutions providing a differentiating value proposition
Develop quality Account Plans mapped to customer budget cycle, aligned with EPG teams, inclusive of pursuit strategies and revenue growth over time, reviewed with the customer annually. Review with Sales Management quarterly
Establish Conditions of Satisfaction (COS). Coordinate with EPG Account Manager on customer review rhythm via Executive Business Reviews (EBR). Ensure account and/or contact level COS are referenced and reflected in engagement level COS for both Microsoft Consulting Services and Premier In your assigned accounts
Uses customer business reviews to identify customer strengths or gaps, and finds additional ways in which the Services team can add value and enhance customer satisfaction. Ensure that all Services actions positively contribute to the customer and positively contribute to Relationship Management Score (RMS) by account. Drive Customer and Partner Experience indicators in all accounts
Align with Enterprise Partner Group (EPG), Specialist Team Unit STU) leads, Services Sales Manager (SSM), Services Solutions Specialist (SSSP), Enterprise Architect,( EA) and Technical Account Manager (TAM) to prioritize and align account planning and activities
Participate in Creating Opportunities Through Account Planning (COTAP) workshops as available in your local geography to align with EPG account teams to effectively plan Services Sales strategy for key accounts
What work experience is essential to the job? How many years of previous work experience would it typically take to gain sufficient experience in these areas to minimally fill this job role?
Field of Study (if applicable): Sales and Marketing, Engineering, Information Technology or Information Systems Management.
Professional Training and Certification:
The incumbent will have related/equivalent professional training or Industry-specific certifications:
Sales Management, Account Management, Account Based Marketing, Complex Sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS - Target Account Selling, etc.), Sales Methodologies (equivalent to MSSP), Sales tools - Account Planning, Customer Relationship and Opportunity Management (e.g. CRM ), Complex Deal structuring (e.g. QADC)
Territory Planning, Business development, Negotiation, Financial analysis, Pipeline Management
IT Governance (e.g. COBIT), Enterprise Architecture fundamentals, methods and concepts (e.g. Zachman framework, OMG’s model driven Architecture framework etc.), Business process management, IT Implementation (e.g. CMM and CMMI),
Knowledge, Skills, and Abilities:
Microsoft Core Competencies:
Interested and suitably qualified candidates should click here to apply online.