Account Manager - Major

Job Category: Sales
Location: Las Colinas, TX, US
Job ID: 836033-110625
Division: Sales

Overall Scope of Position
The AT&T 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 AT&T 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 increase in customer satisfaction as measured by Relationship Management scores.
Year-over-year growing integration of partners and services in key wins.
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.

Job Responsibilities

The Global AM role adds value by producing (See Account Management Profile of Excellence for a full description).
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

Qualifications

A degree in business, marketing, computer science or related discipline and 10+ years' related experience or equivalent combination of training/experience required. Extensive experience engaging with senior executives is required.

Other qualifications:
Experience in an environment where customer contacts and knowledge are leveraged to prospect opportunities within a very large, multi-national account.
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 Dallas, TX (Microsoft Las Colinas campus). Must be willing to travel at least 25%.

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