Account Manager- Education Job at Microsoft Corporation (São Paulo)

Job Description

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.

Job Responsibility

Expands network of key internal (e.g., Education Industry Solutions, Education Data & AI, Security & Compliance) and external partners (e.g., system integrators, ISVs, and education-specialized partners) for education accounts to ensure execution of core tasks and account transactions. Grows sales and partner impact and engages mainstream and education-focused partners to develop and promote mutually beneficial education 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, across K-12, Higher Education, and education public agencies.
Anticipates moves within assigned education accounts, as well as potential problems and ways to mitigate risks (e.g., regulatory requirements, student data privacy, compliance, budget and procurement cycles). Determines prioritization of action for multiple assigned accounts based on customer needs, education-specific business impact, sales-generating importance, growth opportunities, and account risks, 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 typical of the education sector.
Thinks strategically about customer planning for assigned education industry accounts, setting standards and priorities, outlining where and how to invest resources of the account management team and other stakeholders. Engages internal and external decision makers on long-term education business planning, anticipating needs to turn enterprise education accounts into strategic accounts. Influences and scales strategic plans (inclusive of partners) and involves senior leadership. Ensures teams are documenting and executing against the Account Plan.
Develops and oversees the execution of account plans utilizing Microsoft’s common sales and delivery methodology for multiple education accounts to ensure Microsoft revenue targets and customer business outcomes (student outcomes, operational efficiency, accessibility and inclusion, financial stewardship) are met. Drives accountability across extended virtual teams and internal education industry experts. Leads extended teams and embraces partners to scale education business by understanding partner goals and creating mutual growth opportunities. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through regular customer planning cadence. Identifies key education stakeholders, customer needs, and priorities. Proposes initial Education Industry Solutions and Sales Plays.

Requirements

Master's Degree in Business Administration AND 4+ years experience working in the Education industry, driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR Bachelor's Degree in Business, Technology, or related field AND 6+ years experience working in the Education industry, driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR equivalent experience.
Master's Degree in Business Administration AND 8+ years experience working in the Education industry, driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR Bachelor's Degree in Business, Technology, or related field AND 12+ years experience working in the Education industry, driving digital transformation, or other relevant work experience (e.g., consulting, technology) OR equivalent experience.
5+ years account management experience OR equivalent.

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