Customer Engagement

• To build trust and ensure execution, proactively cultivates relationships with customers. Connects customers to Microsoft executives. Uses strong customer engagement strategies to build long-lasting relationships with customers and help budget allocation decisions. Partner with them to foster trust, brand growth, and loyalty at multiple levels (e.g. managers, executives) within the customer's account. Assists in joint-selling, by helping partners to establish a common desire to create new go-to markets by building relationships in new markets.
• Develops an in-depth understanding of each customer's business and their strategies. Customers' needs are anticipated to provide new insights and to educate customers about ways to work together to address them. Finds and pursues opportunities for highly-customizable digitalization options. Uses internal influence to advocate for the customer (e.g. driving changes in the roadmap, engaging product groups), prioritizing customers' needs and working with them to meet their business needs. Trust is built to influence the customer's business model and act as a trusted advisor.
• Assists in digital transformation of assigned accounts. This is to improve business outcomes and provide customers with business value. Customers are disrupted by innovative ideas. The customer seeks out guidance in relation to transformation. To drive customer transformation proactively engages corporate resources and cross-industry resources. Assures that line-of-business wins (e.g. customer write-ups) are documented as a reference for scale.

Account Management

• Responsible for the development and execution of multiple account plans. Also works with customers to ensure high volume sales. Coordinates with industry experts to coordinate account planning and execution across multiple accounts. Coordinates with industry experts to find new business opportunities and increase account growth. As a leader of an extended team, embraces partners to scale businesses by understanding their goals and creating an interest in mutual business growth. Assures that sales consumption is on target and that adoption goal are met. Uses strong sales acumen and a strategic approach to make big business decisions and to create new business opportunities.
• Strategically thinks about account planning for assigned accounts, setting standards and priorities and outlining where and how to invest resources of the account management team and other stakeholders. Engages internal and external decision-makers on long-term planning. Anticipates the needs of assigned account accounts to make them strategic accounts. Involvement of senior leadership in the development and execution of strategic plans.
• Assists in the management of multiple accounts. Also leads planning and prioritization efforts to plan and prioritize account needs. Strategies to manage sales pipeline by reviewing forecasts and assessing and mitigating risk. Assists in the management of virtual teams. This is done while maintaining high levels of accountability and commitment. To achieve business results prioritizes business line projects. This reduces the complexity of the customer's experience and that of the internal team by prioritizing strategic partners who can deliver the best outcomes.
• To expand the network of key business decision-makers in customer accounts (e.g. Microsoft Consulting Services [MCSs]), and to increase sales and partner impact, and provide a seamless account management experience to customers, to ensure proper execution of account transactions and core tasks, To promote long-term, mutually beneficial digital transformation strategies, engages with key internal partners. To expand the reach of the board and influence decision-making, he/she will increase his/her influence. Facilitates joint solutions with partners.

Sales Excellence

• Customer feedback, both formal and informal, is actively sought by the assigned accounts. This helps to identify and understand the factors that lead to satisfaction and/or dissatisfaction. Assists in the development of long-term strategies to maintain customer satisfaction. Coordinates others, such as Technical Account Managers [TAMs], to identify and fix customer satisfaction issues. To build trust with customers, leverage key executive relationships. Establishes and maintains an agreement on success measures. Manages the execution of success measures to avoid the need for recovery plans.
• You are a trusted advisor and thought leader to senior-level business decision-makers of multiple accounts. To build stronger relationships with the decision-makers of assigned accounts, leverage best-in-class communication and sales techniques to lead extended virtual team members and key stakeholders with industry knowledge (e.g. industry solutions executives).
• Engages the decision-makers of assigned accounts to clearly communicate Microsoft's value proposition in alignment with customer's business goals. Transforms features into business results and outcomes that increase customers' digital presence. Plans to provide more targeted solutions that meet customers' key performance indicators (KPIs). Also, aligns the right partner solution with customer industry needs.
• Creates compelling value-proposition presentations, including the use of business case analysis, and specialized business plans that customers can use to drive business results. To generate new opportunities, demonstrate thought leadership. Assists others in creating industry-specific presentations.
• Develops and implements plans for maximizing upselling/cross-selling opportunities in certain accounts. Plans to promote Microsoft's and partner's solutions to additional business and technological issues. Also aims to increase Microsoft's budget. Uses virtual teams to identify new opportunities and take action.

Industry Knowledge

• Uses a deep understanding of Microsoft's products, solutions, strategy, and other information to meet customer needs. To build strong industry knowledge and to coordinate with industry experts, both internal and external (e.g. industry solution executives, partners specific to the industry), Proactively coordinate. To share their deep customer understanding with virtual teams and to promote customer business perspectives, leverages that knowledge.

Other

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