Account Manager - Major

Job Category: Sales
Location: Austin, TX, US
Job ID: 836087-110626
Division: Sales

The AM is responsible for building trusted customer relationships and helping customers realize Platform Value resulting in long-term sustainable growth. The role adds value to Microsoft by delivering a well-managed, profitable and growing business produced through relationship excellence and sales excellence practices where the customer views the AM as a trusted advisor. Key drivers include building strong customer/partner relationships as measured through Customer Partner Experience Surveys (CPE), drive double digit net new revenue growth, and driving executive level strategies mapped to solving customers' key business issues. High Tech and or Retail industry knowledge is a plus but not a requirement.

Key Responsibilities include:
1. Revenue Growth: expanding footprint in accounts through double digit year over year net new growth and capture of competitive account share.
2. Overall Account Strategy-engagement of the virtual teams in strategic planning and deal execution, drive conditions of satisfaction with the customer base. Develop and execute on 3-5 year strategic plan for each customer.
3. Executive Level Relationships-CIO, CFO, COO, relationships within IT and Lines of Business
4. Customer Satisfaction--drive year over year increase as measured through Relationship Management Scores.
5. Business Value delivery
6. Ensuring customer realizes the value of solution sets based on achieving deployment metrics. This includes partner engagement.
7. In-depth knowledge of Microsoft licensing and customer agreements

The ideal candidate will have a proven track record of large account management, revenue growth through competitive takeover, and a demonstrated ability of developing relationships and providing business value to multiple CXO relationships (CFO, CIO, COO, and CEO) and VP Line of Business relationships.

Qualifications:

Experience-5-8 Years of large account sales experience
Education-Bachelor's degree required/Master's Degree (MBA) preferred
Competitor Knowledge: 200 Level of major competitors
Expertise: 300 Level knowledge of the tools and resources used by customers and their lines of business-financial metrics, financial statements, industry/analyst reports, executive dashboards
Overall Scope of Position
The Account Manager (AM) role adds value to Microsoft by delivering a well-managed, profitable and growing business produced through relationship excellence and sales excellence practices where the customer views the AM as trusted advisor.

The success of the business is measured in the following ways:
Expanding footprint in accounts through year-over-year percentage increase in customer addressable revenue (AR).
Account growth through increased signed EA renewal rates and net-new opportunity revenue while meeting annual revenue targets.
Year-over-year growing integration of partners and services in key wins.
Year-over-year increase in customer satisfaction as measured by Relationship Management scores.
Reciprocal Conditions of Satisfaction (COS) in place for account that meet quality standards as defined by Sales management and included as part of a comprehensive up-to-date account plan.
Business value discussed in every discussion and every proposal with the customer.
The customer is current on the installation and use of current products available through the EA or SA and realizes the value of new capabilities aligned to the Microsoft roadmap.
A degree in business, marketing, computer science or related discipline and 5+ years' related experience or equivalent combination of training/experience required. Extensive experience engaging with senior executives is required.
The AM role adds value by producing:
Customers with realized value from the MSFT platform through acquisition and deployment of the solutions they buy.
Strong and deepening customer relationships.
Strategic, effective and actionable account plans.
Well-developed opportunities leading to a healthy pipeline producing wins that meet or exceed quota.
High performing account teams through effective AM coaching and leadership.
Other qualifications:

Experience in an environment where customer contacts and knowledge are leveraged to prospect opportunities within very large accounts.
Combination of business acumen and IT Infrastructure expertise to understand how customer business issues impact their IT environments.
Project and/or opportunity management expertise.
Experience making presentations to IT executives.
Ability to solve complex problems and present the problems and their resolution in a clear and concise fashion.
Sales and partner management, complex sales training (eg, Miller Hyman, Spin, Michael Bosworth, Holden, TAS - Target Account Selling, etc.), sales methodologies (equivalent to MSSP), broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, Line of Business applications, business process consulting or automation, CRM (Siebel or other), Industry-specific certification (based on industry/vertical hiring requirements for the global account).
Experience in Enterprise technology sales quota responsibility and account development, planning and profiling strategies.
Working effectively within a virtual team, taking strategic direction from opportunity owners and considering inputs from team members.

Position is based in Austin, TX (Microsoft Austin campus).

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