微软Senior Account Executive (Ads)
任职要求
Required/Minimum Qualifications• 12+ years experience in Sales, Advertising, or Marketing with a focus on online media, or digital advertising o OR Bachelor's Degree in Sales, Marketing, or related field AND 10+ years experience in Sales, Advertising, or Marketing with a focus on online media, or digital advertising o OR Master's Degree in Business Administration in Sales, Marketing, or related field AND 8+ years experience in Sales, Advertising, or Marketing with a focus on online media, or digital advertisingo OR equivalent experience.• Experience in online media, digital advertising, or Search Engine Marketing Sales and Service experience. Required/Minimum Qualifications• 12+ years experience in Sales, Advertising, or Marketing with a focus on online media, or digital advertising o OR Bachelor's Degree in Sales, Marketing, or related field AND 10+ years experience in Sales, Advertising, or Marketing with a focus on online media, or digital advertising o OR Master's Degree in Business Administration in Sales, Marketing, or related field AND 8+ years experience in Sales, Advertising, or Marketing with a focus on online media, or digital advertisingo OR equivalent experience.• Experience in online media, digital advertising, or Search Engine Marketing Sales and Service experience. Additional or Preferred Qualifications• Bachelor's Degree in Sales, Marketing, or related field AND 14+ years experience in Sales, Advertising, or Marketing with a focus on online media, or digital advertisingo OR Master's Degree in Business Administration in Sales, Marketing, or related field AND 12+ years experience in Sales, Advertising, or Marketing with a focus on online media, or digital advertisingo OR equivalent experience.• Experience making recommendations to mid- to senior- level executives. Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form. Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
工作职责
Account Planning / Management• Demonstrates a deep understanding of the client's business model and marketing strategies. Helps lay foundations for marketing and business strategies aimed at growing opportunities among current and new clients. Shares customer feedback via appropriate feedback channels to enhance team capabilities and adapt Microsoft's messaging to clients. Guides peers and internal partners in contact with clients on proper communication strategies that articulate Microsoft's offerings.• Proactively expands strategic network of internal key internal and external partners and other business decision makers for clients to ensure execution of core tasks and account transactions, and to provide seamless account management experience. Grows sales and partner impact. Leads efforts with key internal partners and business and technical decision makers to develop and share long-range, comprehensive, tailored account plans that meet Microsoft and client needs. Formulates marketing strategies based on partner and Microsoft needs, scaling business across regions/segments or globally.• Ensures timely and proactive customer escalations and resolutions (e.g., with Ad Support, Billing, Advertiser Trust and Safety), when needed. Leverages internal partner network to resolve day-to-day escalations and revenue blockers. Sales Focus• Accountable to own revenue target from managed book of business. Drives revenue through direct engagement and influencing with clients key budget decision makers.• Positions oneself as a thought leader and trusted, technical advisor to the executive-level business decision makers at the client's/agency's business. Identifies and engages decision makers and stakeholders to expand the relationship with clients/agency and leverages best-in-class sales and communication strategies and tools to accelerate sales.• Leverages Client Relationship Management (CRM) directed tactics and other tools (e.g., customized performance dashboards, data
• You will sell Microsoft’s media and buy-side technology products and will drive outcomes through a variety of transaction types and technology platforms. • You will develop, lead and execute MSA sales strategy & priorities to enable client growth of existing and new products. Purposefully positions outcomes within the context of the client’s digital marketing journey from current to future state. • You will work to influence CMO and Chief Digital Marketing Stakeholders through Relationship Building as a compelling storyteller, leading with emotional intelligence, communicating with confidence and by effectively listening to identify clients’ end-to-end needs. • You will lead Sales planning with the Account v-team including achieving sales targets and increasing existing budgets while also opening new share of wallet opportunities with Audience ads and other incubations products and ensure shared accountability for sales targets with the v-team. Works in partnership with v-team to bring the best resources to ensure deal success. • You will expand the client's view of the importance of MSA products and concede negotiables in an order that ensures both parties feel they are winning. Effectively maintains good working relationships with those involved in negotiation; persuading others without using manipulation and maintaining a positive atmosphere during difficult objections & negotiations. • You will lead the update of pipeline reviewing top new opportunities, identifying roadblocks, and ensure the right resources are engaged to overcome client objections. • You will execute sales expectations against pipeline, new client, and opportunity management goals per the MSA Solution Selling process for new deals, driving for client verifiable outcomes at each stage.
• This person will: • Build and manage relationships with clients and develop a thorough understanding of their business objectives, goals, and challenges, ideally across both direct and agency clients • Engage and interact with senior leaders within Apple Ads to report on the progress of go-to-market initiatives & account/team-level progress. • Drive meetings with key customers and agencies to foster senior relationships, drive product adoption & gather market feedback. • Identify and develop data analysis and recommendations that align with customer goals. Quantify high-impact opportunities with clear recommendations to pitch and upsell to customers. Demonstrating analytical skills are critical for this role, including an in-depth knowledge of Excel • Educate clients on Apple’s solutions and provide consultative support on their media, measurement, and creative strategy to grow existing partnerships. • Ability to focus on details and trends, combined with the skills to react fast and ensure delivery of best-in-class customer service for advertisers. • Collaborate with other departments such as Customer Success, Data Insights, Learning & Development, Sales Operations, & Marketing to ensure alignment on priorities and outcomes. • Excel globally with teammates in sharing takeaways from the region, categories & with go-to-market initiatives.
• This person will: • Build and manage relationships with clients and develop a thorough understanding of their business objectives, goals, and challenges, ideally across both direct and agency clients • Engage and interact with senior leaders within Apple Ads to report on the progress of go-to-market initiatives & account/team-level progress. • Drive meetings with key customers and agencies to foster senior relationships, drive product adoption & gather market feedback. • Identify and develop data analysis and recommendations that align with customer goals. Quantify high-impact opportunities with clear recommendations to pitch and upsell to customers. Demonstrating analytical skills are critical for this role, including an in-depth knowledge of Excel • Educate clients on Apple’s solutions and provide consultative support on their media, measurement, and creative strategy to grow existing partnerships. • Ability to focus on details and trends, combined with the skills to react fast and ensure delivery of best-in-class customer service for advertisers. • Collaborate with other departments such as Customer Success, Data Insights, Learning & Development, Sales Operations, & Marketing to ensure alignment on priorities and outcomes. • Excel globally with teammates in sharing takeaways from the region, categories & with go-to-market initiatives.
Responsibilities include, but are not limited to: 1) Build a high performance, input driven team • Attract, hire and retain top commercial and digital media talent • Provide strong mentoring and coaching to direct reports and commercial representatives • Elevate skillsets and develop bench strength in the organization • Determine short and long-range revenue plans per property, vertical, account, territory, and AE; annual revenue budgets; tactical action plans • Create and implement programs and tools that increase performance by the commercial staff • Develop relationships with key digital media and marketing executives in CN. • Lead the CN team to promote advertising solution for advertisers and customers. 2) Grow revenue • Develop account, and agency coverage strategy for China’s global brands and export industry • Drive strategic relationships with Fortune 500 type clients. Build upon prior success in this area to continue to grow this opportunity. • Drive the commercial management process as well as play a hands-on role in generating leads and opening doors for the commercial organization. • Partner with Amazon Retail and Online Ad Product teams on category and product development strategies • Lead the larger organization of Amazon Advertising for success • Partner brands and support all advertiser education initiatives that will help their advertising on Amazon. 3) Serve as Amazon’s Advertising Industry Ambassador • Responsible for overseeing decision making and strategies for large customers within the Endemic business lines. • Utilize existing client and agency relationships to drive large, long-term deals with top brand advertisers • Represent Amazon at key industry conferences, trade magazines and other speaking events • Drive strategic meetings with senior executives to help set program direction and priorities 4) Drive product innovation through thorough understanding and representation of customer and industry trends/needs to ensure Amazon continues to provide a powerful and differentiated value proposition • Partner with product development to prioritize and build innovative new advertising products to provide a truly better and differentiated advertising business for our customers • Assess potential acquisition or partner targets to expand the program’s reach and scope Internal job description Basic qualifications Bachelor's degree. Strong analytical abilities. Proven track record of managing internal and external relationships and building high performance teams, hiring and developing the best talent. Proven records of delivering commercial results from B2B companies that delivers complex enterprise-level solutions. Excellent written and verbal communication skills, presentation skills externally and internally, strong attention to detail, and good follow-through. Have exceptional management experience in developing and executing commercial strategies, tactics, plans, processes, systems and programs to represent customer needs/perspectives. Preferred qualifications 7-10+years of experience selling advertising or advertising-like services, having e-commerce related background preferred. Ability to work cross-functionally and with a wide range of employees with different skill sets and backgrounds. Professional traits that are not unique to this position, but necessary for Amazon leaders: Exhibits excellent judgment. Hires great people, develop and care about them. Has relentlessly high standards. Thinks strategically, but stays on top of tactical execution. Expects and requires innovation of their team. Results oriented.