Account Executive

The Mid Atlantic Corporate Accounts team is seeking a top performer to join our high achieving team. This person will be responsible for ~25 Corporate Accounts customers in the Richmond market. The Account Manager collaborates with an extended team of resources to drive net new revenue across all of our solution offering, competitive replacement, and deployment through engagement with our partner channel. This position requires a keen business intellect, the capability to drive critical business discussions in the C-suite, and the ability to forge lasting and meaningful relationships with our customers. Board room presence, superior solution selling skills, and excellent organization skills are critical to success in this role. Position carries responsibility for quota and the scorecard which demonstrates a balanced business.

The ideal candidate will be capable of operating at a high performance level without significant oversight from management and will also be resourceful about acquiring necessary knowledge on their own. This person will be capable of consistently delivering on monthly quota accountability with precision and delivering on a total annual quota in excess of $20M. This account territory is consistently growing, and we are looking for the right self-starter to maximize our impact with these accounts!

The CAM is expected to: Build & execute a territory plan to ensure focus on the right opportunities, including: Upselling and cross-selling to a named list of 25 accounts Territory landscape & opportunity analysis Industry targeting, based on financial health/spending trends Strategies to take share from Microsoft & top competitors, including: Google, Amazon, Oracle, Open Source/Linux, Salesforce.com, VMWare Drive alignment of resource investments, demand generation, and scorecard strategies with identified territory revenue opportunity Evangelize Microsoft & innovation roadmap by aligning customer business priorities to Microsoft value offerings, such as: How Microsoft Can Save Customers Money, Hosting Solutions, Software + Services Solutions, and Industry Solutions (engage ISV & to capitalize on industry opportunities) Orchestrate partner and specialist resources throughout the sales cycle Enable a partner & success in every sales engagement & provide coaching/feedback to partners throughout sales cycle Manage customer incentives to drive deal velocity as appropriate Maintain accurate pipeline & forecast on a monthly basis Leverage Licensing Specialist & Licensing partners to accelerate the sales cycle Introduce Software Asset Management to customers Uncover Dynamics cross-sell opportunities to increase Revenue per Account Ensure 100 level proficiency on positioning Platform/Dynamics solutions & Premier Support. Support CPE initiatives across the account base.


Basic Qualifications:
• Minimum of 5 years of enterprise sales experience or partner management
• BS/BA in Business, Marketing or technology


Additional Qualifications:
• Knowledge of Microsoft & licensing policies, Platform products & channel model is important, along with a keen understanding of consultative solution sales and strong business acumen.
• The ideal candidate will have proven success in a leveraged sales model, including business development, account management and business planning. Teamwork, communication and cross-group collaboration skills are critical.

Some travel is expected. Position will be based out of the Richmond office. NOTE: Relocation is not available for this role.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristics protected by local laws, regulations, or ordinances.

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