Account Executive в Microsoft

Customer Engagement:

• Builds and maintains relationship with executives and business and technical decision makers at high levels of the customer's organization to establish trust and credibility in future interactions.
• Continues to build reputation with customers during interactions by being customer-focused, consistently honoring commitments, explaining technical concepts relevant to the customer, and connecting the customer to Microsoft executives.
• Develops a comprehensive understanding of the customer's industry and the needs of each assigned account and identifies opportunities to drive optimizations and new digitalization solutions/ideas based on their needs and strategies. Works on behalf of the customer.
• Understands customer drivers of digital transformation and contributes to technology/transformation with the customer. Initiates conversations with customers on digital transformation for assigned accounts.
• Ensures line-of-business wins are captured (e.g., testimonials) for referencing.

Sales Excellence

• Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction.
• Leverages internal resources to support customer needs.
• Orchestrates others (e.g., Technical Account Managers [TAMs]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience.
• Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.
• Orchestrates extended virtual teams and key stakeholders (e.g., industry solutions executives) to engage decision makers of assigned accounts.
• Leverages best-in-class sales and communication strategies and tools to meet customer needs. Creates map around stakeholders, influencers, etc.
• Articulates Microsoft's value proposition aligned to customer's business objectives.
• Creates a mutually-beneficial industry business value proposition and executes relevant solutions. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs).
• Develops value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells.
• Presents business plans to customers to generate new opportunities.
• Implements strategies to engage relevant stakeholders of assigned accounts and create and/or identify upselling/cross-selling opportunities and drive usage of Microsoft products.

Industry Knowledge

• Builds and maintains knowledge of Microsoft offerings, as well as of customer business priorities and basic industry trends to positively articulate the value of Microsoft's offerings in addressing the needs of the assigned accounts and evaluating their business.
• Coordinates with internal industry experts (e.g., industry solutions executives) to gather industry data of assigned accounts and improve planning.