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Strategic Account Executive

3 months ago

Shenzhen, Guangdong, China Microsoft Corporation Full time

Overview

Microsoft's Enterprise Team focuses on empowering customers on their digital journey, from envisioning new possibilities to delivering solutions that result in targeted business outcomes and a great customer experience and revenue growth for Microsoft.

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

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.

Responsibilities

Responsibilities

Account Management

  • Manages the development and application of a mature/dynamic multi-year customer account plan based on proven methodologies to manage a sustainable, long-term business portfolio. Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts.
  • Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts. Leads and coordinates a diverse team (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to execute and deliver on account plans and grow the account, leveraging industry expertise.

Strategic Thinking

  • Articulates Microsoft's and partners' point of view and creates deep connections with decision makers throughout multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources. Leverages relationships to address complex political blockers and drive execution for the customer.
  • Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of customer business model, using Microsoft capabilities to solve customer's complex business problems. Drives strategic initiatives to promote a more holistic digital approach between Microsoft and the customer.
  • Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer.

Customer Engagement

  • Proactively elevates stakeholder relationships and uses Microsoft sales strategies through multiple levels of the customer's organization to secure buy-in and execution. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.
  • Proactively develops a, comprehensive understanding of customer's business needs, priorities, strategies, and industry insights. Anticipates customer's needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly. Shows long-term differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge. Delivers solutions into overall long-term business strategy.

Sales Excellence

  • Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. Enables customers to provide feedback directly to executives to help transform account space by establishing open communication channels for feedback, providing executive sponsorship, and providing direction to others to ensure customer feedback is addressed through One Microsoft approach.
  • Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations. Brings greater ecosystem together with the customer to discuss how to enrich customer's value to their customers.
  • Creates and qualifies new opportunities by identifying strategic opportunities (e.g., large, long-term) within accounts and guiding the customer on how to best identify new opportunities, leveraging deep customer and industry relationships and consultative selling skills. Drives new business opportunities across the team by creating a partner ecosystem, and empowers team members to find new opportunities by acting as a role model and by setting a clear vision and energy for the team to drive towards.

Competitive Knowledge

  • Leverages internal network of industry experts to strengthen knowledge of the industry (e.g., emerging trends), competitors, and customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of Microsoft's offerings to share knowledge internally, influence customers' business capabilities, drive more competitive solutions, and enhance growth of the account team.

Other

  • Embody our Culture ) and Values )

Qualifications

Qualifications

Required/Minimum Qualifications

  • 13+ years experience in working in an industry (e.g., Financial Services) and/or driving digital transformation
  • OR Bachelor's Degree AND 10+ years experience working in an FSI industry Government, Education, Technology) and/or driving digital transformation
  • o OR Master's Degree AND 9+ years experience working in an FSI industry and/or driving digital transformation.
  • 6+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.
  • 8+ years experience closing large, complex agreements/deals.

Additional or Preferred Qualifications

  • Bachelor's Degree AND 13+ years experience working in an FSI industry and/or driving digital transformation
  • OR Master's Degree AND 11+ years experience working in an FSI industry and/or driving digital transformation.

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 ) .