Account Manager

Job Category: Sales
Location: Boston, MA, US
Job ID: 829904-106356
Division: Sales

Enterprise Account Manager - EPG

What do you think of when you hear Microsoft? We think of passion, we think of inspiration, we think of collaboration, we think of innovation, and it's our employees who make this happen. At Microsoft we're changing the way the world works and plays while making a difference in the lives of millions by bringing best and the brightest minds together

The Northeast District for Microsoft's Enterprise and Partner Group (EPG) is currently looking to add an outstanding Enterprise Account Manager to their award winning team. The Enterprise 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:
§ An expanding footprint in accounts through year-over-year percentage increase in customer addressable revenue (AR).
§ Account growth through increased signed Enterprise Agreement (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 each account that meet quality standards 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 Enterprise Agreement or SA. and realizes the value of new capabilities aligned to the Microsoft roadmap

The Enterprise AM role adds value by producing:
1. Customers with realized value from the MSFT platform through acquisition and deployment of the solutions they buy
2. Strong and deepening customer relationships
3. Strategic, effective and actionable account plans
4. Well-developed opportunities leading to a healthy pipeline producing wins that meet or exceed quota
5. High performing account teams through effective AM coaching and leadership

The Enterprise AM role is responsible for delivering a well-managed business of customer accounts that meets or exceeds revenue targets through demonstrated value to the customer, relationship and sales excellence practices and representing One Microsoft in the Enterprise.
The Enterprise AM role affects Microsoft in a variety of ways; directly at the customer account level and indirectly impacts industry and the community within a specified geography or territory. The Enterprise AM role focuses on up to ten accounts on average. The Enterprise AM role must successfully sell into and develop relationships with customers across multiple industries with varied business processes and organizational objectives while scaling through partners and extended teams in sales engagements that can be cross-sectors and verticals.

Knowledge, Skills and Experience:
1) Essential Experience - 15 + years of proven sales experience in Enterprise accounts and a track record of working with a wide range of business partners. Excellent verbal and written communication skills with equally good listening and qualification skills. Extensive experience working in large virtual account teams-field sales, inside sales, technical specialists, services, partners, and leading these teams towards a common vision/strategy for each account.

2) Technical/Functional Skills - an understanding of Microsoft technologies and our license programs would be a distinct advantage. An overall passion for sales within a technology environment and for the business value it drives.

3) Personal Attributes - highly motivated team leader with a mature and positive attitude and a passion for working with clients and partners on driving the sales of Microsoft technologies and services to meet clients' business challenges and opportunities.

4) Qualifications - Degree qualified (bachelor's degree required, Master's/MBA preferred), with 15 + years of proven IT sales experience. Additional sales or marketing qualifications centered on driving business value through the use of technology in a variety of industries would a distinct advantage.

Location: This position can be based in Providence, RI, Hartford, CT or Cambridge, MA

No relocation is available for this position.

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