Account Executive - Public Sector Job at Microsoft Corporation (Hong Kong)

Job Description

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 an Enterprise Account Manager, you will have the opportunity to drive digital technology transformation in partnership with your customer, to achieve both Microsoft and customer business outcomes. Leveraging your large, multi-functional team across the breadth of the Microsoft product portfolio, engage at the most senior levels of your customer bring industry-relevant solutions to help the customer adopt and embrace digital technologies. With a proven history of driving growth in market share, achieving sales targets, customer obsession, and partner collaboration, this role will give the opportunity to leverage your extensive customer network and sales experience to execute against a territory account plan.

Job Responsibility

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
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
Supports business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers
Leverages consultative and insightful listening skills that disrupts the mindset of customers by bringing innovative ideas that showcase the need for change and new strategic direction
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
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
Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs
Develops strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities
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
Reduces complexity for the customer and for internal teams by prioritizing the most strategic partners to deliver outcomes
Expands network of key internal 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
Actively seeks customer feedback (both formal and informal) of assigned accounts regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction
Helps in the creation of long-term strategies aimed at maintaining levels of customer satisfaction
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 plan to improve customer's overall experience
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 to lead extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to build stronger relationships with decision makers of assigned accounts

Requirements

5+ years experience working in Public Sector, 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 Public Sector, driving digital transformation, or other relevant work experience (e.g., consulting, technology)
OR Master's Degree in Business Administration AND 3+ years experience working in a Public Sector, driving digital transformation, or other relevant work experience (e.g., consulting, technology)

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Account Executive - Public Sector

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