Job description
The Account Executive – Corporate allows Microsoft to better serve the larger customers in the Corporate Accounts Managed (CAM) segment (also known as the Mid-Market) and be at the forefront of the transition to a mobile-first and cloud-first organization. This role is dedicated to increasing revenue and improving customer satisfaction through senior account management working in tandem with Microsoft Partners within a territory of approximately 40 accounts. The Account Executive – Corporate role adds value by developing and maintaining strong customer relationships that include building relationships with executives at the Chief-level (CxO) as well as other Business and Technical Decision Makers within the customers’ organizations. The AE- Corporate role develops actionable territory plans and account plans that define clear revenue and customer satisfaction growth strategies. Success is measured by Enterprise Agreements penetration, high renewal rates, increasing customer satisfaction, increasing deployment and consumption of Microsoft solutions and for driving customer migration into Microsoft Cloud Services (Azure, O365, CRM OL). This role is unique in its ability to effectively leverage technology and extensive members of the virtual sales team to build strong relationships with the accounts in its portfolio. It is also unique in its ability to work directly with and through Microsoft Partners to meet customer needs
The Impact You’ll Be Making…
A. Strong, deep and broad customer and partner relationships: Develop an account strategy and customer contact plan for owned accounts that includes line-of-business contacts and executive-level relationships.
B. Effective and actionable account and territory plans: Lead territory and account planning process that aligns partner and Microsoft resources to maximize revenue, customer satisfaction, and grow share.
C. Healthy predictable pipeline that meets or exceeds quota expectations: Prospect and identify opportunities and coach the virtual sales team on how to maximize opportunity generation. Qualify opportunities and convert them to a customer solution based scenario. Prepare monthly forecasts and pipeline reports, using Microsoft’s tools and resources.
D. Through-partner wins that displace the competition: Effectively leverage funding programs to accelerate and close deals. Maximize up-sell and cross-sell deals collaborating with the virtual sales and partner team (based on availability) to present customers the Microsoft ‘cloud’ value proposition, for competitive advantage and new solutions, which aligns to the customer’s business objectives and IT initiatives.
E. Joint Account Executive and Partner Sales Executive account team leadership: Collaborate and orchestrate Microsoft and Partner Sales resources at the right time and level by leveraging a deep understanding of individual account team member strengths, perspectives, and goals.
F. Continuous business learning and professional growth: Develop a working knowledge of Microsoft’s transformation, establish peer to peer and mentoring, and leverage all training resources.
Who we’re looking for…
•Demonstrated ability to consistently exceed quota by driving deals within a Partner ecosystem.
•Demonstrated understanding of solution selling techniques and selling cloud based solutions.
•Experienced in building strong, collaborative customer relationships with line-of-business and technical roles.
•Can navigate a customer through sales negotiations and/or technical presentations via the telephone.
•Solid knowledge of the business, customers, partners, Microsoft strategy and how they work together.
•Able to qualify sales opportunities and position partners in the overall sales process.
•Demonstrated business communication and written skills in the local language.
•Has passionate attitude for sales and technology as an enabler for a company’s growth.
•Bachelor degree: Required (Computer Science, similar information technology-related discipline or Business Administration); MBA desired
•Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.)
•Extensive presentation skills, effective marketing tactics, negotiation, financial analysis, Line of Business applications sales experience, business process consulting or automation, CRM, Employee Performance Management (systems and processes).
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