Microsoft Technology Account Lead - Utilities

Summary

The Microsoft Technology Account Lead (MTAL) is responsible for building trusted client account relationships with Accenture and Microsoft stakeholders as well as clients themselves, whilst leading sales, revenue, delivery oversight, and client satisfaction for Microsoft focused deliverables. 

As the Microsoft lead, the MTAL works closely with Accenture Account Leadership to create, own, execute and maintain the plan for strategic business growth on the Microsoft platform across one or more accounts within a client industry sector. 

Key Accountabilities  

Account Management

• Work as a key Microsoft advisor and go-to-contact for clients and Accenture Account Leadership.  Builds and manages Microsoft relationships with client C-suite at one or more priority accounts.

• Manage key, strategic client relationships either personally or through a medium-to-large account team.

• Develop and implement a relationship management plan for strategic, complex existing accounts to build key relationships at decision making levels.

• Consult with a range of customer representatives at different levels to identify the outcomes they require, introducing relevant internal specialists and utilising their expertise to gather and analyse complex customer data, clarify mid- to long-term customer needs, and develop and agree to a specification of customer requirements.

• Develop prescribed solutions and generate new opportunities by maintaining relationships with partner organisations to ensure smooth integration or a successful alliance execution.

• Provide delivery oversight and deal support to ensuresolution delivery and customer satisfaction. 

Account Leadership

• Lead the development and implementation of a Microsoft strategy to ensure that intended business benefits are realised and tracked within and across client account(s).

• Champion a Microsoft AI and innovation stream within the overall Accenture account plan, ensuring the right resources are in place to execute the strategy.

Selling

• Act as a Trusted Advisor: Build credibility through deep Microsoft product knowledge and consulting expertise to originate and expand a portfolio of Microsoft work.

• Lead Solution Configuration: Direct cross-functional teams to design complex, tailored Microsoft solutions, including products, services, and contractual terms, that align with the customer’s mid- to long-term strategic needs.

• Manage Bid Responses: Oversee the development of pricing strategies, contract terms, and risk controls in response to RFPs, tenders, and bid solicitations. 

• Drive Account Growth: Proactively identify opportunities to expand the customer’s Microsoft footprint by introducing additional products and services that enhance business value.

• Develop and Execute Renewal Strategy: Craft and implement renewal strategies tailored to customer type, focusing on key service elements to ensure retention and long-term engagement.

Key Performance Indicators

Client Experience

• Overall & thought leadership / inspiration

Account Growth

• Account Sales & Revenue Growth– bothAvanade and the Accenture channel

• Account level CCI (Sold & Delivered)

• Personal Chargeability& Utilisation metrics 

Knowledge

• Supports efforts to build customer satisfaction, loyalty, and commitment, and secures organisational resources to do so.

• Is a strong big-picture thinker; makes frequent, clear references to the organisation’s vision and strategy and the efforts required to drive them forward.

• Shows a strong commitment to identifying all relevant issues and making decisions that maximize outcomes for all key stakeholders.

Skills 

• Offers creative ideas, finds unique connections between previously unrelated elements.

• Stays focused on plans and improvises in response to changes, including risks and contingencies.

• Takes immediate, decisive, independent action to resolve issues or problems.

• Measures and tracks team’s and own performance, and helps the team learn from success, failure, and feedback.

• Remains calm and positive and keeps others focused during transitions or chaotic situations.

• Tailors messaging and delivery style to resonate with diverse audiences, from technical teams to executive decision-makers.

Experience

• Education and/or experience in the relevant field/business

• 7+ years of customer management and/or enterprise sales experience; Demonstrated success in managing strategic client relationships and driving growth in a service-based sales environment.

• 7+ years of validated ability to lead a multidisciplinary team in configuring and delivering complex Microsoft solutions aligned to client strategy.

• Familiarity with Microsoft technology stack; foundational or higher-level Microsoft certifications strongly preferred.

• 5+ years of experience working with the required Industry verticals and an ability to articulate Microsoft’s specific differentiation story within those industries in relation to at least one of the other major cloud providers.