Job number 1279122

Responsibilities

The Account Executive leads the relationship with the customer and its strategy and leverages all the team members to help customers in their digital transformation journey.

Key Areas of Responsibility

Customer Engagement - Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization to establish; seeks to deepen relationship with customers during interactions by being customer-focused and consistently honoring commitments and connecting the customer to Microsoft. Works with partners in joint-selling opportunities. Understands customer drivers of digital transformation and leads new opportunities and orchestrates internal teams to accelerate the customer's digital transformation.

Account Management - Thinks strategically about territory planning for assigned 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.

Sales Excellence - Orchestrates team and other key roles engage decision makers; leverages best-in-class digital tools sales and communication strategies and tools to meet customer needs. Articulates Microsoft's value proposition aligned to customer's business objectives; creates a mutually-beneficial industry business value proposition and executes relevant solutions.

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; demonstrates a strong understanding of the customers' business strategy and the direction of the industry.

Qualifications

• 2-6+ years of technology related sales or business development, exceeding quota by leading sales teams along complex sales cycles within a Partner ecosystem.

  • Demonstrated ability to consistently exceed sales quota by driving deals with partners.

  
  

  • Demonstrated understanding of solution selling techniques and selling cloud-based solutions.

  
  

  • Experienced in building strong, collaborative customer relationships with Business Decision Makers, IT Decision Makers.

  
  

  • Ability to navigate a customer through sales negotiations and technical presentations in person and remotely.".

  
  

  • Solid knowledge of the business, customers, partners, Microsoft strategy and how they work together.

  
  

  • Able to qualify sales opportunities and position partners in the overall sales process.

  
  

  • Demonstrated business communication and written skills in the local language.

  
  

  • Passion for technology as an enabler for a company’s growth.

  
  

  • Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.), extensive presentation skills, effective marketing tactics, negotiation, financial analysis,

  
  

  • Line of Business applications sales experience, business process consulting or automation, CRM, Employee Performance Management (systems and processes).

  
  

  • Bachelor's Degree or equivalent work experience required: Computer Science, similar information technology-related discipline or Business Administration.

  
  

  • MBA desired.

  
  

• Bachelor's Degree or equivalent work experience required

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