Account Executive

4 weeks ago

Shanghai, Shanghai, China Microsoft Corporation Full time

This role requires passion of sales role in the way of sales execution management, account growth and development strategy, and success of selling roadmap.

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).

Proactively develops a comprehensive understanding of the customer's business and technology needs and priorities for each assigned account.

Responsibilities

Customer Engagement:

  • Identifies opportunities to drive optimizations and new business and technology solutions based on customer's strategies. Presents solutions and ideas based on customer insights. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed. If industry aligned, also develops a comprehensive understanding of the customer's industry.
  • Is sought out by the customer for guidance related to transformation.Ability to influence and mitigate proactively competitive risk.

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.
  • Proposes initial Solutions/Sales Plays. Leverages strong sales acumen to set action items and approach to drive big bets and drive new business opportunities based on customer strategy and priorities.
  • Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts.
  • Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs. 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.
  • Expands network of key internal (e.g., Industry Solutions [IS]) and external partners and other business decision makers in customers' accounts to grow sales and partner impact and to provide a seamless account management experience to the customers, ensuring proper execution of core tasks and account transactions.

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.
  • Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.
  • Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple assigned accounts by leveraging best-in-class sales and communication techniques
  • Engages decision makers of assigned accounts to clearly articulate Microsoft's value proposition aligned to customer's business objectives.
  • Develops and implements plans for maximizing upselling/cross-selling non-qualified opportunities in certain accounts
  • 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.

Industry Knowledge

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

Qualifications

  • 7+ years experience in working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  • OR Bachelor's Degree in Business, Technology, or related field AND 5+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  • OR Master's Degree in Business Administration AND 4+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology).

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations ) .


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