Account Executive at Microsoft

The Account Executive Services (Q1: Managed):

-Aligns deal pursuit around packaged repeatable solutions, and fixed scope offerings across multiple customers.   Drive Cloud conversations with BDM’s, horizontal packaged solutions with TDM’s, solutions aligned with Megatrends

-Manages deal process end to end and engages internal teams effectively

-Drives packaged repeatable solutions and fixed scope offerings to closure

-Drives 40%   opportunity close rate by having precise close plans in place for all active opportunities

-Drives excellence in sales execution: opportunity qualification, opportunity level forecast recommendations of +- 5%, consistent execution of Microsoft Sales Process, Partner integration.

-Drives revenue attainment - NWS, MCS   billed, Premier.

-Develops high quality, account plans, mapped to Customer budget cycle and aligned with EPG teams. Strategies are based on customer’s business priorities and drive Microsoft solution scenarios with accelerated revenue growth over time

-Establishes Conditions of Satisfaction, review with customer via Executive Business Reviews inclusive of MCS and Premier involvement.

-Coordinates with EPG Account Manager on customer review rhythm via Executive Business Reviews.

-Is skilled in working across business segments in establishing account profiling,   setting priorities, and ensuring affective   alignment with Enterprise Partner Group (EPG), Specialist Team Unit (STU) , Services Sales Manager (SSM), Solutions Specialist (SSSP), Mega Deal Team, Enterprise Architect,( EA)   and Technical Account Manager (TAM) to prioritize and align account activities.

-Able to 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.

-Responsible for contributing to SMSG's growth commitment by 100% attainment of revenue based incentive (RBI) objectives, achievement of quarterly revenue targets and full year Premier billed revenue

-Able to ensure that all Services actions positively contribute to the customer and to Relationship Management Score (RMS) by account.   Drive Customer and Partner Experience indicators in all accounts.

-Business Management:

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.

-Relationship Management:

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.

-Opportunity Management:

Opportunities are aligned to megatrends and focused on strategic priorities.

Propels a balanced portfolio of opportunities across Priority Areas.

Achieve Minimum Close Rate and Pre-Sales ROI by improving deal qualification process.

Maintain a healthy pipeline to ensure appropriate velocity and coverage to meet quota.   Prepare for regular pipeline reviews to ensure you can articulate the health and quality of your pipeline, learnings from wins and losses, and escalations for opportunity resources to improve win rate

Own the sales cycle for Services opportunities end-to-end by managing opportunities through the Microsoft Sales Process (MSP).

Execute MSP with discipline across the sales lifecycle for all opportunities.

Qualify opportunities to the highest standards of excellence from MSP.

Participate in the Opportunity Review Board (ORB) for deals > 1 Million to improve opportunity qualification and close rates. Complete SMSG Win/Loss assessment for ORB/DRB opportunities and share key learnings on a monthly basis.

Enter all new/renewal opportunities into CRM and ensure data is complete and up to date on an annual basis during Q1 for renewals/weekly.

-Planning Management:

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.

-Experience:

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?

5 - 8 years of related experience (IC5).

8 - 10 years of related experience (IC6).

10+ years of related experience.

What type of supervisory or management experience would be necessary to fulfill the job requirements, if any?  

Management by Influence, strong Team Leadership and orchestration.

-Education:

Field of Study (if applicable): Sales and Marketing, Engineering, Information Technology or Information Systems Management.

Knowledge, Skills, and Abilities:

a)Sales Competencies:

-Ability to develop executive relationships   Strategic Selling Skills -craft and position   complex business solutions with a winning value proposition.

-Account Planning and Strategy.

-Industry/ Competitive Knowledge.

Rigorous opportunity management and ability to forecast business accurately

b)Microsoft Core Competencies:

-Drive for Results.

-Collaboration.

-Influencing for Impact.

-Adaptability.

-Judgment.

-Customer Focus.

-Strategic Selling.

-Sales Excellence.

-Leadership.

-Challenger Mentality.

-Prioritization.