Sr. Strategic Account Executive Post by Microsoft

Job Description

Date posted: Mar 08, 2024

Work site: Up to 50% work from home

Travel: 0-25 %

Role type: Individual Contributor

Profession: Sales

Discipline: Strategic Account Management

Employment type: Full-Time

Overview: 

Microsoft’s Enterprise Account Team focuses on empowering customers on their digital journey.  This team is responsible for envisioning new possibilities for our customers, delivering solutions that result in targeted business outcomes and driving revenue growth for Microsoft.

As a Strategic Enterprise Account Executive, you will have the opportunity to drive digital technology transformation in partnership with our most Strategic customers, to achieve both Microsoft and customer business outcomes.

Leveraging your large, multi-functional team across the breadth of the Microsoft solutions portfolio, engage at the most senior levels of your customer and bring industry-relevant solutions to help the customer adopt and embrace digital technologies.

With a proven history of driving growth in market share, achieving sales targets, customer obsession, and partner collaboration, this role will give the opportunity to leverage your extensive customer network and sales experience to execute against your customer’s account plan. [This role is flexible in that you can work [e.g. up to 100%, etc.] from home.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Qualifications: 

• Bachelor’s Degree AND 12+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education) and/or driving digital transformation.
• OR Master’s Degree AND 13+ years experience working in an industry (e.g., Government, Education) and/or driving digital transformation.
• OR 18+ years experience in working in an industry (e.g., Government, Education) and/or driving digital transformation.

Responsibilities:

Customer Advocate​

• Lead collaborative account planning rhythm (together with ATS and CSAM when present in account) and regularly update and infuse Account Plan with insights from all members of the Customer Team, ensuring inclusion of Partners
• Orchestrate full customer team across all areas of Microsoft to ensure we are focused on delivering customer outcomes across the customer lifecycle to build deep trust with Microsoft.
• Run quarterly business reviews with Customer to review progress against Customer Plan and coordinate changes to its components (Account Plan, Customer Success Plans, Consumption Plan) as needed to achieve agreed upon outcomes.
• Ensure you are having relevant C-Level and Line of Business Owners conversations and building trust, by leveraging 3-Horizons methodology across all ROTH as demonstrated in growth of BDM contacts ROTH collaboration hours. •Responsible for Executive Sponsor/s and customer relationship strategy.
• Land Halo and Solution Area conversations (including ISKs where available) to generate net new opportunities including prioritized Industry ISVs. Develop and intensify networks across Industry, Customer and Partner by building expertise in at least one relevant industry and by focusing on BDM audience.​

Industry Relevant Trusted Seller

• Drive balanced growth across all solution areas by building predictability and consume leads (inc. digital signals and demand gen), generate opportunities to ensure Stage 1 pipeline (billed & consumption) velocity across 4 rolling quarters to deliver on billed revenue and consumption targets.
• Demonstrate deep understanding of customers’ business, business strategy and industry specific business models, compete landscape through Halo and Solution Area narratives with partners.​
• Through MCEM processes engage in your customers business during Listen & Consult to gain deeper insights and knowledge specific to them (ie customer plant floor tour, customers’ supply chain or call center operations tour, etc)
• Use Account Strategy Envisioning (ASE) workshops to identify Solution Plays​ to achieve our customers outcomes across their lifecycle; leveraging IBB, STU, GBB, CSU, CE, Services and partners to grow customer teams’ knowledge of the customer.
• Leverage industry expertise to drive growth and customer business value and outcomes

Deliver Operational Excellence​

• Lead a high-performance customer team with regular ROB, to achieve targets with regular reviews of customer plan and stakeholder map to ensure growth of across all ROTH.
• Secure and grow customer renewals (EA and MACCs) and mid-term upsell leveraging New Commerce (MCA-E) if possible.
• Grow partner relationships to enable opening new ROTH, creating Stage 1 pipeline to achieve our partner pipeline sharing and inbound sharing deal priorities.
• Create referenceable customer win stories that can be used to showcase Microsoft’s value proposition in these areas
• Ensure Unified Support are included for all solution offers.