Digital Account Executive - SME&C Job at Microsoft Corporation (Sydney)

Job Description

The Digital Account Executive facilitates Microsoft to better serve our Medium Enterprise managed clients realize their potential and help them on their Digital Transformation journey. The Account Executive adds value by developing and maintaining strong customer relationships that include building relationships with executives at the Chief-level (CxO) as well as other Business and Technical Decision Makers within the customers’ organizations. The Digital Account Executive has to effectively leverage all the digital tools and processes available and orchestrate the other members of the team to address customer needs and requirements. Additionally, the Digital Account Executive engages with Partners to be able to find the best solution that will address the customer needs. Efficiently orchestrate resources between different sales and specialized roles. Excel in key business processes such as territory management, pipeline management and overall business disciplines. Accountable for forecasting expected sales revenue. Also the voice of the customer for Microsoft and share industry and competitive knowledge. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise. This role is flexible in that you can work up to 50% from home.

Job Responsibility

Focuses on generating new pipeline by engaging with CXOs, ITDM and BDMs through territory planning, marketing signals and digital assets
Central point maintaining strong customer relationships and advocates for customers within the organization/Microsoft
Surfaces customer organization structure to identify decision makers leveraging partners and v-teams
Engages with C-Suite executives
Focuses on customer satisfaction metrics
Takes ownership for issues and reaches out to customers to reinforce engagement
Ensures continuity of customer accounts and monitors customer satisfaction metrics by proactively establishing conditions of satisfaction at outset of engagement and managing escalation process
Thinks strategically about sales territory for accounts, setting standards and priorities, outlining where to and how to leverage specialized and technical resources and other roles, engaging internal and external decision makers on long-term business planning
Helps existing/new customers to cloud solutions via a cohesive plan across adds, consumption, through upsell, co-sell motions, and renewal maximizing customer business outcomes and experience
Understands and accelerates customer’s AI and cloud strategy
Builds enough pipeline to have a growing and sustainable business every single quarter
Builds partner relationships to drive scale and revenue
Coordinates resources across teams to execute territory plans with partners
Leads teams on territory management best practices and techniques
Validates plans, drives accountability, and coaches teams to achieve or exceed plans
Drives strategic partner participation
Holds partners accountable to contribute to territory plan
Proactively builds and maintains a strong knowledge of Microsoft's products, landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities
demonstrates a strong understanding of the customers' business strategy and the direction of the industry
Orchestrates specialized resources to engage with customers to provide strong solutions-based and technology-based engagement to help customers address their challenges and opportunities
Leverages additional resources such as partners to engage with the customer to provide the right solution to the customer on their transformation journey

Requirements

6+ years of sales and negotiation experience with year-over-year growth
OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 4+ years of sales and negotiation experience or related work or internship experience with year-over-year growth
OR master's degree in business management, Information Technology, Marketing (or equivalent) AND 3+ years of sales and negotiation experience or related work
OR equivalent experience
8+ years of technology sales and negotiation experience with year-over-year growth
OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years of sales and negotiation experience or related work or internship experience with year-over-year growth
OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 5+ years of sales and negotiation experience or related work
OR equivalent experience
Strategic thinking & execution
Excellent Communicator
High Performer
Collaborative
Growth Mindset
Purposeful Planner & Executor
Disciplined Operator
Complex sales training
Knowledge and sales experience of cloud offerings and solutions is preferred
Knowledge and sales experience of line of Business applications, business process consulting or automation, CRM, Employee Performance Management (systems and processes)

Nice to have

Knowledge and sales experience of cloud offerings and solutions is preferred
Knowledge and sales experience of line of Business applications, business process consulting or automation, CRM, Employee Performance Management (systems and processes)

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Digital Account Executive - SME&C

Job Description

Job Responsibility

Requirements

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