Microsoft

Builds workplace software, PCs and cloud services

Account Manager - Major Growth, Commercial & Public Sector

Account ManagementPosted on Nov 9

Full-timeNo salary listedIn-person

About the Job

Requirements

A Master's Degree in Business Administration and experience working in an industry and/or driving digital transformation, or a Bachelor's Degree in Business, Technology, or a related field and experience working in a relevant industry and/or driving digital transformation, or equivalent experience.

Responsibilities

Anticipate moves and potential problems within assigned accounts and determine ways to mitigate risks.
Prioritize action across multiple assigned accounts based on customer needs, sales-generating importance, growth opportunities, and account risks, while maintaining commitment and accountability.
Consult and coordinate with the account management team to adjust actions and priorities in response to changing demands.
Set strategic account-planning standards and priorities, outline resource investments, engage internal and external decision makers in long-term business planning, and anticipate account needs to develop enterprise accounts into strategic accounts.
Influence and scale strategic plans, including partner participation, involve senior leadership, and ensure account plans are documented.
Develop and oversee account-plan execution across multiple accounts using the Microsoft sales organization's common sales and delivery methodology to meet revenue targets and customer business needs.
Drive accountability among extended virtual teams and internal industry experts for account-plan delivery.
Lead extended teams and engage partners to scale business by understanding partner goals and creating mutual business-growth opportunities.
Achieve revenue and consumption targets and drive regular integrated joint account governance through customer plans.
Identify initial stakeholders, customer needs, and customer priorities, and propose initial solutions and sales plays.
Expand internal and external partner networks to ensure execution of account tasks and transactions.
Grow sales and partner impact and engage mainstream partners in developing mutually beneficial customer business and technology transformation strategies.
Share opportunities outbound with partners, review and accept inbound partner opportunities where applicable, and work directly with partner sellers to advance non-qualified opportunities and close deals.
Develop a comprehensive understanding of each assigned customer's business, technology needs, and priorities, and of the industry when relevant.
Identify opportunities for optimization, new business, and technology solutions based on customer strategies, and present ideas based on customer insights.
Advocate internally for assigned customers and ensure their requests and needs are addressed.
Build and maintain relationships with executives and business and technical decision makers through consultative engagement, establishing a Rhythm of Business with customer sponsors to demonstrate Microsoft solution value and return on investment.
Deepen customer relationships by honoring commitments, connecting customers with Microsoft executives, and fostering trust, brand growth, and loyalty across customer organizations.
Assist partners in joint selling by developing shared interest in new go-to-market opportunities and building relationships in new markets.
Use digital selling methods to grow networks and build pipelines, consume account-based marketing outputs, and incorporate them into customer engagement strategies and plans.
Understand customer business-transformation drivers, lead new opportunities, and orchestrate internal teams to accelerate customer digital transformation and strategic technology direction.
Mitigate competitive risk and capture line-of-business wins, such as testimonials, for reference through insightful listening.
Maintain knowledge of Microsoft's product landscape, solutions, industry strategy, customer business priorities, and potential threats.
Coordinate with internal industry experts and industry-specific partners to gather account industry data and improve planning.
Demonstrate understanding of customer business strategies and industry direction.
Lead and orchestrate extended virtual teams and key stakeholders with industry expertise to expand relationships with account decision makers and stakeholders using sales and communication techniques and tools.
Document account-plan stakeholder maps, including key decision makers, influencers, and sentiment.
Seek formal and informal customer feedback to identify satisfaction and dissatisfaction drivers, and leverage internal resources to support customer needs.
Coordinate others, including Customer Success Account Management, to anticipate customer-satisfaction risks, identify root causes, remove blockers, and establish recovery action plans.
Establish agreement on success measures and manage execution to prevent the need for recovery plans.
Educate account decision makers on Microsoft's value proposition aligned with customer business objectives and establish competitive advantage.
Develop plans offering solutions that meet customer key performance indicators and align partner solutions with customer-industry needs.
Engage relevant stakeholders to identify or create upselling and cross-selling opportunities and drive consumption of Microsoft solutions using the Microsoft sales organization's common sales and delivery methodology.
Develop value-proposition presentations, including business cases, and specialized customer business plans that drive outcomes and generate business and upsells.
Present business plans to customers to generate new non-qualified opportunities.

Desired Qualifications

A Master's Degree in Business Administration and experience working in an industry, driving digital transformation, or other relevant work experience such as consulting or technology, or a Bachelor's Degree in Business, Technology, or a related field and such experience, or equivalent experience.
Account management experience or equivalent.

Overview

Seeks to deepen relationship with customers during interactions by being customer-focused; connecting the customer to Microsoft executives. Proactively develops a comprehensive understanding of customer industry and identifies opportunities to drive optimization and digitalization solutions. Engages with customers to lead strategic technology transformation. Develops and oversees the execution of account plans for multiple accounts to ensure Microsoft revenue targets and customer business needs are met. Sets priorities, focus, and resources and strengthens operations. Expands network of key internal partners to ensure execution of core tasks and account transactions. Orchestrates others to anticipate issues on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience. Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise to expand customer relationships. Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customers' business objectives. Develops strategies to secure buy in and execution of plans and aims to identify new opportunities within assigned accounts. Implements strategies to engage stakeholders and sells opportunities and usage of Microsoft solutions. Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in customer industry.

Responsibilities

Account Management

Anticipates moves within assigned accounts, as well as potential problems and ways to mitigate risks. Determines prioritization of action for multiple assigned accounts based on customer needs, sales-generating importance, growth opportunities, and account risks, all while maintaining a high level of commitment and accountability for assigned accounts. Consults and coordinates with the account management team to make necessary adjustments, determine what actions to tackle first, and re-adjust priorities to respond to pressing and changing demands.

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. Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Ensures teams are documenting in the Account Plan.

Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts to ensure Microsoft revenue targets and customer business needs are met. Drives accountability to deliver on account plans among the extended virtual teams and internal industry experts. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays.

Expands network of key internal (e.g., Industry Solutions [IS]) and external partners for accounts to ensure execution of core tasks and account transactions. Grows sales and partner impact and engages mainstream partners to develop and promote mutually-beneficial customer business and technology transformation strategies. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners.

Customer Engagement

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

Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to establish Rhythm of Business (RoB) with customer sponsors to highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI). Seeks to deepen relationship with customers during interactions by being customer-focused and consistently honoring commitments and connecting the customer to Microsoft executives, and partners with them to foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President). Leverages digital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing outputs, and reflect in the engagement strategy in our customer plan.

Understands customer drivers of business transformation and leads new opportunities and orchestrates internal teams to accelerate the customer's digital transformation. Engages with customers to lead strategic technology direction/transformation within assigned accounts customer. Proactively mitigate competitive risk. Mitigate competitive risk. Ensures line-of-business wins are captured (e.g., testimonials) for referencing through insightful listening.

Industry Knowledge

Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face. Coordinates with internal industry experts (e.g., industry teams, industry specific partners) to gather industry data of assigned accounts and improve planning. Demonstrates a strong understanding of the customers' business strategy and the direction of the industry.

Sales Excellence

Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to expand relationship with decision makers and stakeholders of assigned accounts by leveraging best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc.

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., Customer Success Account Management [CSAM]) 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.

Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customer's business objectives. Establishes the competitive advantage. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs.

Implements strategies to engage relevant stakeholders of assigned accounts and create and/or identify upselling/cross-selling non-qualified opportunities and drive consumption of Microsoft solutions while utilizing common sales and delivery methodology for the Microsoft sales organization.

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 non-qualified opportunities.

Qualifications

Required/minimum qualifications

Master's Degree in Business Administration AND experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education) and/or driving digital transformation OR Bachelor's Degree in Business, Technology, or related field AND experience working in a relevant industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education) and/or driving digital transformation OR equivalent experience.

Additional or preferred qualifications

Master's Degree in Business Administration AND ears 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 Bachelor's Degree in Business, Technology, or related field AND 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 equivalent experience.

Account management experience OR equivalent.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

About the Company

Microsoft

Builds workplace software, PCs and cloud services

Microsoft builds workplace software, operating systems and cloud infrastructure for consumers, businesses and government agencies, from small organizations to global enterprises. Microsoft 365 combines Word and Excel with Teams communication and Copilot AI features, while Windows runs PCs and Surface supplies the company's own computers. Azure rents computing capacity, storage and databases to build and run web applications. Microsoft also sells Xbox consoles and games, collecting revenue through software licenses, subscriptions, usage charges and product sales. Founded in 1975 by Bill Gates and Paul Allen, Microsoft is headquartered in Redmond, Washington.

Company size: 10,001+
Company stage: IPO
Headquarters: Redmond, WA
Founded: 1975

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