Strategic Account Executive - CTJ - Top Secret

Account Management

Manages the development and application of a mature/dynamic multi-year customer account plan based on proven methodologies to manage a sustainable, long-term business portfolio. Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts.

Proactivelysolicitsfeedback onadditionalneeds, products, and features to develop targeted strategies for customers. Demonstrates a strong understanding of the customer's business model to articulate growth opportunities,leveragingindustryexpertiseto shapeecosystem. Influences relevant (internal and external) stakeholders and resources to drivechange on behalf of the customer and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's messaging to the assigned account.

Leads efforts with key internal and external partners and business including vertical industry partners with technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact,leveragingdeep relationships, influence, and industryexpertise. Collaborates acrossorganizationand partners in discussions toimpactthe broader ecosystem (e.g., passing legislation).

Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions and to providea comprehensiveaccount management experience.

Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts. Leads and coordinates a diverse team (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to execute and deliver on account plans and grow the account,leveragingindustryexpertise.

Competitive Knowledge

Leverages internal network of industry experts to strengthen knowledge of the industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce) and customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of Microsoft's offerings (e.g., product landscape, solutions, strategy to address customer needs) to share knowledge internally, influence customers' business capabilities, drive more competitive solutions, and enhance growth of the account team.

Customer Engagement

Proactively develops a strong, comprehensive understanding ofcustomer'sbusiness needs, priorities, strategies, and industry insights. Anticipatescustomer'sneedsto deliver new insights on their businessstrategy, andeducatecustomers on ways to address them jointly. Shows long-term differentiated value for the customer,leveragingindustryexpertiseand guides internal colleagues on ways to develop deeper customer knowledge. Delivers solutions into overall long-term business strategy.

Proactively elevates stakeholder relationships and uses Microsoft sales strategies through multiple levels of the customer's organization to secure buy-in and execution.Expandsstrategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.

Sales Excellence

Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. Owns the development of strategies thatshowcasethe value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based onaccountneeds andcustomer'sexpectations. Bringsgreaterecosystem together with the customer to discuss how to enrichcustomer'svalue to their customers.

Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction,determinesthe root cause of problems, removes blockers, andestablishesrecoveryaction plan to improve customer's overall experience.Buildstrust and loyalty with the customer byprovidingup-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. Enables customers to provide feedback directly to executives to help transform account space byestablishingopen communication channels for feedback, providing executive sponsorship, and providingdirectionto others to ensure customer feedback is addressed through One Microsoft approach.

Leverages understanding of customer business and engages Microsoft decision makers to drivecustomer'sstrategy, goals, and optimization. Engages and influences decision makers of the account (e.g., senior leaders, executives) to position Microsoft to increasecustomer'sbudgetallocatedto Microsoft, and tailor solutions that satisfy customers' Key Performance Indicators (KPIs).

Earns andmaintainsstatus as a trusted advisor to C-level business decision makers of the assigned account by bringing innovative ideas andleveragingindustryexpertise. Mobilizes and mentors the account management team and relevant internal stakeholders with deep industryexpertiseto build deep partnerships with decision makers of the assigned account. Leverages best-in-class sales and communication strategies and tools to meet business needs andidentifynew opportunities.Buildsnew relationships to create new opportunities and expand relationships within the customer.

Creates and qualifies new opportunities byidentifyingstrategic opportunities (e.g., large, long-term) within accounts and guiding the customer on how to bestidentifynew opportunities,leveragingdeep customer and industry relationships and consultative selling skills. Drives new business opportunities across the team by creating a partnerecosystem, andempowers team members to find new opportunities by acting as a role model and by settinga clear visionand energy for the team to drive towards.

Uses business cases to develop and present compelling value proposition presentations and specialized business plans for customers thatshowcaseMicrosoft's products and solutions to connect decision makers in the account to the broader Microsoft solutions, provide thought leadership to guide others on tailoring presentations, and generate new opportunities.

Strategic Thinking

Articulates Microsoft's and partners' point of view and creates deep connections with decision makers throughout multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation,leveragingrelevant tools and resources (e.g., LinkedIn). Leverages relationships to address complex political blockers and drive execution for the customer.

Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitiveadvantagefor the customer.

Engages in strategic discussions by articulating ideas to evolve andfacilitateevolutionof customer businessmodel, using Microsoft capabilities to solvecustomer'scomplex business problems. Drives strategic initiatives to promote a more holistic digital approach between Microsoft and the customer.