Account Management
Understands and builds a relationship with the internal (e.g., Industry Solutions [IS]) and external partner network specific to a particular account. Collaborates with partners to develop customer business and technology transformation plans that meet individual sales target and account needs. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages and works with partners sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners.
Engages with internal and external stakeholders on account planning for assigned accounts and sets strategic priorities and plan to achieve outcomes. Structures and leads account planning rhythm to set priorities, aligns Solutions/Sales Plays and opportunities, partners, focus, and resources to regularly update the plan, ensuring that the extended virtual team (inclusive of partners) and other stakeholders are working toward common goals. Ensures teams are documenting in the Account Plan.
Manages and executes plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts to ensure Microsoft targets and customer business needs are met. Coordinates with extended virtual teams and holds self and the team accountable for executing on plans and meeting customer needs. Outlines revenue targets to deliver on account plans. Orchestrates extended team and embraces partners to scale business. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays.
Manages multiple accounts and determines which accounts should take priority and when to act, while maintaining a high level of commitment and accountability. Coordinates with the account management team to problem solve and mitigate issues.
Customer EngagementUnderstands customer drivers of business and technology transformation and contributes to technology/transformation for assigned accounts. Mitigates competitive risk. Seeks to capture line-of-business wins (e.g., testimonials) for referencing through insightful listening.
Develops an understanding of the customer's business and technology needs for top priorities for assigned accounts. If industry aligned, also learns about the customer's industry.
Builds connections with executives and business and technical decision makers through consultative engagement in the assigned accounts to establish trust and credibility in future interactions. Liaises with customers during interactions, focuses on consistently addressing their technical and business needs, explains technical concepts relevant to the customer, and connects the customer to Microsoft executives. Leverages selling methods (e.g., digital) to network and create a pipeline, consume account-based marketing outputs, and reflect the engagement strategy in our customer plan.
Sales Excellence Develops value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells. Presents business plans to customers to generate new non-qualified opportunities.
Develops strategies to secure buy in and execution of plans and aims to identify new non-qualified opportunities within assigned accounts while utilizing common sales and delivery methodology for the Microsoft sales organization.
Seeks feedback from customers (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and establishes action plans to improve their overall experience. Leverages internal resources to support customer needs.
Orchestrates extended virtual teams and key stakeholders (e.g., customers' sponsors) to engage decision makers of assigned accounts by leveraging best-in-class sales and communication strategies and tools to meet customer needs. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc.
Gains an understanding of Microsoft's strategic platform. Shares the knowledge of the Microsoft's offerings with customers to create a mutually-beneficial industry business value proposition and recommend relevant solutions. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs).