CAM AM

Job Category: Sales
Location: Cambridge, MA, US
Job ID: 831745-107548
Division: Sales

Corporate Accounts (CAM) Account Manager

Job Summary: The Northeast Corporate Accounts team is seeking a top performer to join our high achieving team. This person will be responsible for Corporate Accounts customers in the Northeast. The Account Manager collaborates with an extended team of resources to drive net new revenue across all of our pricing lines, competitive replacement, and deployment through engagement with our partner channel. This position requires a keen business intellect, the capability to drive critical business discussions in the C-suite, and the ability to forge lasting and meaningful relationships with our customers.

Board room presence, superior solution selling skills, and excellent organization skills are critical to success in this role. Position carries responsibility for quota and the scorecard which demonstrates a balanced business. The ideal candidate will be capable of operating at a high performance level without significant oversight from management and will also be resourceful about acquiring necessary knowledge on their own. This person will be capable of consistently delivering on monthly quota accountability with precision and delivering on a total annual quota in excess of $19m. This account territory is consistently growing, and we are looking for the right self-starter to maximize our impact with these accounts!

The CAM is expected to:
Build & execute a territory plan to ensure focus on the right opportunities, including:
Upselling and cross-selling to a named list of accounts
Territory landscape & opportunity analysis
Industry targeting, based on financial health/spending trends
Strategies to take share from Microsoft's top competitors, including: Google, Oracle, Open Source/Linux, Salesforce.com, VMWare
Drive alignment of resource investments, demand generation, and scorecard strategies with identified territory revenue opportunity
Evangelize Microsoft's innovation roadmap by aligning customer business priorities to Microsoft value offerings, such as: How Microsoft Can Save Customers Money, Hosting Solutions, Software + Services Solutions, and Industry Solutions (engage ISV's to capitalize on industry opportunities)
Orchestrate partner and specialist resources throughout the sales cycle
Enable a partner's success in every sales engagement & provide coaching/feedback to partners throughout sales cycle
Manage customer incentives to drive deal velocity as appropriate
Maintain accurate pipeline & forecast on a monthly basis
Leverage Licensing Specialist & LAR partners to accelerate the sales cycle
Introduce Software Asset Management to customers and uncover any Unlicensed PCs
Uncover Dynamics cross-sell opportunities to increase Revenue per Socket per Account
Ensure 100 level proficiency on positioning Platform/Dynamics solutions & Premier Support
Support CPE initiatives across the account base

Qualifications include minimum of 5 years of enterprise sales experience or partner management, 8 to 10+ years of experience preferred, and a BS/BA in Business, Marketing or technology-related experience is requested. Knowledge of Microsoft's licensing policies, Platform products & channel model is important, along with a keen understanding of consultative solution sales and strong business acumen. The ideal candidate will have proven success in a leveraged sales model, including business development, account management and business planning. Teamwork, communication and cross-group collaboration skills are critical. 30% travel is expected. Position is located in the Boston Area.

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