Overview
Acts as a thought leader across solution areas to advise customers on digital transformation to account for customers' business needs and priorities. Leads conversations with customers along with account teams or partners. Drives consumption and growth with existing strategic customers by initiating conversations. Assesses and proposes solutions to the needs of customers. Acts upon and guides others in expanding relationships with customers/partners. Develops strategies for driving and closing strategic and/or prioritized opportunities. Leads the planning and execution on opportunities with resources and partners to cross-sell, up-sell, and co-sell. Leads the orchestration model to proactively drive deal closure by aligning internal stakeholders and leveraging relationships with partners. Shares competitor knowledge across solution areas as a subject matter expert to inform decisions. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation. Reviews and coaches others based on feedback report and sets long-term strategies to maintain client satisfaction. Engages with stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for strategic accounts. Acts as a thought leader and validates input from business analysis. Manages the end-to-end business for strategic accounts across the organization. Proactively seeks training and shares it with team members.
Responsibilities
Sales Excellence
Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources; leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction; coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience; manages and/or orchestrates sales and delivery success through the account team and pursuit team.
Engages with internal and external stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for strategic accounts across territories.
Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business; acts as a thought leader and validates opinions and perspectives from business analysis.
Manages the end-to-end business for strategic accounts across the organization; leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts; mentors less experienced team members.
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry; proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.
Sales Execution
Proactively builds external stakeholder network and leverages internal partners to engage external stakeholders; acts as a thought leader and subject matter advisor to the executive-level business decision makers at the customer's/ partner's business; guides others on identifying and engaging decision makers and stakeholders to expand the relationship with customers/ partners.
Explores and assesses the needs of strategic/high-potential customers; articulates business value and long-term implications for customer business; collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities; analyzes market trends to identify opportunities for new solutions.
Develops strategies for driving and closing strategic and/or prioritized opportunities; collaborates with account teams to ensure alignment with the account strategy and plan; leads deal execution with the deal teams across the organization; coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.
Brings impactful industry insights into customer engagements and closes deals with customers; acts as a thought leader across solution areas to advise customers across business functions on digital transformation with a challenger mindset that accounts for customers' business needs and priorities; leads virtual transformational shifts to drive deployment and create business value for customers; may lead partner integration into account/territory planning and customer engagements.
Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads; leads conversations with strategic/high-potential customers (e.g., high-budget, global-account, highly competitive) along with account teams or partners; facilitates the account team unit (ATU) to build pipeline in collaboration with partners and services; guides others on social selling; applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners; identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
Scaling and Collaboration
Leads the sales orchestration to proactively drive deal closure by identifying and aligning internal stakeholders as well as leveraging and expanding relationships with partners; applies a holistic approach to build network across territories; positions opportunities to promote collaboration and participation.
Leads the planning and execution on opportunities with resources and partners to cross-sell, up-sell, and co-sell; identifies, leverages, coordinates partners and resources across solution areas, and supports on-boarding new partners; validates partner solution relevance for customers; provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and consumption plans, and connects the partner ecosystems to scale business results.
Technical Expertise
Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal; collaborates with the "compete" global black belts (GBBs) to proactively provide analysis of the competitive landscape in supported solution area; leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blocker.
Qualifications
Required/minimum qualifications
Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience.
Additional or preferred qualifications
Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience.
6+ years of solution or services sales experience
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.**