Job Description

Roles & Responsibilities

Account Management

Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts and works to ensure engagements yield high volume sales for both Microsoft and the customer that are on track with goals, outcomes, and forecasts.
Leads multiple, diverse, and high-performing teams and coordinates with internal industry experts on account planning and execution for various accounts.
Coordinates with industry experts to identify new business opportunities and drive account growth.
Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth, and deep understanding of plan to ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency to achieve customer outcomes.
Oversees mutiple complex accounts and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs.
Develops strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities.
Leads virtual teams to properly re-adjust priorities, all while maintaining a high level of commitment and accountability.
Prioritizes line of business projects to achieve business outcomes.
Reduces complexity for the customer and for internal teams by prioritizing the most strategic partners to deliver outcomes.

Customer Engagement

Supports business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers. Leverages consultative and insightful listening skills that disrupts the mindset of customers by bringing innovative ideas that showcase the need for change and new strategic direction. Is sought out by the customer for guidance related to transformation. Proactively involves corporate resources and engages cross-industry resources to drive customer transformation. Ability to influence and mitigate proactively competitive risk. Ensures line-of-business wins are captured (e.g., customer write ups) as reference for scale through insightful listening.
Proactively cultivates relationships with customers and uses Microsoft sales strategies with executive, business, and technical decision makers at high levels of the customer's organization through consultative engagement to establish alignment and secure buy-in and execution. Connects the customer to Microsoft business and technical executives. Establishes Rhythm of Business (RoB) with top customer sponsors to regularly highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI). Works with the customer partners foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President). Leverages digital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing output, and reflect in the engagement strategy in our customer plan.
Proactively develops a comprehensive understanding of customer's business and technology needs and strategies for each assigned account, of their priorities, and of the industry direction. Anticipates customers' needs to deliver new insights on customers' business strategies and educate customers on ways to jointly address these needs. Identifies and pursues opportunities to offer business and technology solutions. Leverages internal influence to advocate on behalf of the customer internally (e.g., driving changes to roadmap, engaging with product groups), working to prioritize customers' requests and meeting their business needs. Creates trust to influence for impact and acts as a trusted advisor to help the customer transform its business model. Connect customers with other customers/partners on areas that may benefit them. If industry aligned, also develops a deep understanding of the customer's industry.

Industry Knowledge

Exhibits deep knowledge of the MANUFACTURING industry, current trends, and market dynamics, and the competitive landscape.
Leverages their depth of industry knowledge to position Solution Area technology in industry context.
Demonstrats ability to position how Microsoft products and solutions will help customers realize innovation through business transformation.

Sales Excellence

Actively seeks customer feedback (both formal and informal) of assigned accounts regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction. Helps in the creation of long-term strategies aimed at maintaining levels of customer satisfaction. Orchestrates others (e.g., Customer Success Account Management [CSAM]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plan to improve customer's overall experience. Leverages key executive relationships to build trust with the customer organization. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.
Develops compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes. Demonstrates thought leadership and presents business plans to customers to generate new non-qualified opportunities. Guides others on how to tailor industry-specific presentations. Presents outcome based cross solution strategies.

Desired Candidate Profile

Master's Degree in Business Administration AND extensive experience working in industry (Manufacturing, Power and Utilities, Energy), driving SALES, digital transformation, or other relevant work experience (e.g., consulting, technology)

OR Bachelor's Degree in Technology, or related field AND extensive experience working in an industry, driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR equivalent experience.

Senior Account Executive - Industrial Sector Microsoft

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