Account Executive, Corporate Accounts The Field Account Executive (AE) in Corporate Premier positions Microsoft to better serve larger midsize customers by enabling their Digital Transformation Journeys. Field AE drives revenue and customer satisfaction working in tandem with Microsoft Partners targeting a set number of accounts in the territory. The Field Account Executive develops and maintains strong customer relationships anchored on connections with C-level executives (CxO) and Business and Technical Decision Makers in customers? organizations. The Field AE develops quality territory plans laying out revenue and customer satisfaction growth strategies. Success is measured by customer adoption of our cloud offerings (Azure, Office 365, Dynamics365), increasing customer satisfaction, deployment and consumption. The Field AE orchestrates a virtual sales team and Microsoft Partners to meet customer needs. The Field AE will drive impact in the following areas: Strong 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. Quality Territory Plans: Lead territory planning process to aligh partner and Microsoft resources to maximize revenue, customer satisfaction, and grow share. Healthy predictable pipeline to deliver 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 scenario driven solution. Prepare monthly forecasts and pipeline reports, using Microsoft?s tools and resources. Through-partner wins that displace the competition: Leverage funding programs to accelerate and close deals. Maximize up-sell and cross-sell deals collaborating with the virtual sales and partners. Present customers the Microsoft ?cloud? value proposition, for competitive advantage and new solutions, which aligns to the customer?s business objectives and IT initiatives. Collaborate and orchestrate Microsoft and Partner resources: at the right time and level by leveraging a deep understanding of individual account team member strengths, perspectives, and goals. 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. Qualifications include: ? Demonstrated ability to consistently exceed quota by driving deals within a Partner ecosystem; ? Expertise in solution selling techniques and selling cloud-based solutions; ? Strong knowledge of the 3 Microsoft Cloud Solutions and their value proposition and differentiation; ? Experience in building strong, collaborative customer relationships with line-of-business and technical roles; ? Ability to navigate a customer through sales negotiations and technical presentations in person and remotely; ? 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 skills in the local language; ? Passion for technology as an enabler for a company?s growth; ? 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); and ? Bachelor degree: Required (Computer Science, similar information technology related discipline or Business Administration); MBA desired.
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