微软Account Executive—Digital Native

Account ManagementManages the development and application of a mature/dynamic multi-year customer account plan based on proven methodologies to manage a sustainable, long-term business portfolio. Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts.Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates a strong understanding of the customer's business model to articulate growth opportunities, leveraging industry expertise to shape ecosystem. Influences relevant (internal and external) stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's messaging to the assigned account.Leads efforts with key internal and external partners and business including vertical industry partners with technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging deep relationships, influence, and industry expertise. Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation).Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions and to provide a comprehensive account management experience.Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts. Leads and coordinates a diverse team (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to execute and deliver on account plans and grow the account, leveraging industry expertise.Competitive KnowledgeLeverages internal network of industry experts to strengthen knowledge of the industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce) and customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of Microsoft's offerings (e.g., product landscape, solutions, strategy to address customer needs) to share knowledge internally, influence customers' business capabilities, drive more competitive solutions, and enhance growth of the account team.Customer EngagementProactively develops a strong, comprehensive understanding of customer's business needs, priorities, strategies, and industry insights. Anticipates customer's needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly. Shows long-term differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge. Delivers solutions into overall long-term business strategy.Proactively elevates stakeholder relationships and uses Microsoft sales strategies through multiple levels of the customer's organization to secure buy-in and execution. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.Sales ExcellenceOrchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations. Brings greater ecosystem together with the customer to discuss how to enrich customer's value to their customers.Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. Enables customers to provide feedback directly to executives to help transform account space by establishing open communication channels for feedback, providing executive sponsorship, and providing direction to others to ensure customer feedback is addressed through One Microsoft approach.Leverages understanding of customer business and engages Microsoft decision makers to drive customer's strategy, goals, and optimization. Engages and influences decision makers of the account (e.g., senior leaders, executives) to position Microsoft to increase customer's budget allocated to Microsoft, and tailor solutions that satisfy customers' Key Performance Indicators (KPIs).Earns and maintains status as a trusted advisor to C-level business decision makers of the assigned account by bringing innovative ideas and leveraging industry expertise. Mobilizes and mentors the account management team and relevant internal stakeholders with deep industry expertise to build deep partnerships with decision makers of the assigned account. Leverages best-in-class sales and communication strategies and tools to meet business needs and identify new opportunities. Builds new relationships to create new opportunities and expand relationships within the customer.Creates and qualifies new opportunities by identifying strategic opportunities (e.g., large, long-term) within accounts and guiding the customer on how to best identify new opportunities, leveraging deep customer and industry relationships and consultative selling skills. Drives new business opportunities across the team by creating a partner ecosystem, and empowers team members to find new opportunities by acting as a role model and by setting a clear vision and energy for the team to drive towards.Uses business cases to develop and present compelling value proposition presentations and specialized business plans for customers that showcase Microsoft's products and solutions to connect decision makers in the account to the broader Microsoft solutions, provide thought leadership to guide others on tailoring presentations, and generate new opportunities.Strategic ThinkingArticulates Microsoft's and partners' point of view and creates deep connections with decision makers throughout multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.g., LinkedIn). Leverages relationships to address complex political blockers and drive execution for the customer.Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer.Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of customer business model, using Microsoft capabilities to solve customer's complex business problems. Drives strategic initiatives to promote a more holistic digital approach between Microsoft and the customer.

Account ManagementDevelops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts and works to ensure engagements yield high volume sales for both Microsoft and the customer that are on track with goals, outcomes, and forecasts. Leads multiple, diverse, and high-performing teams and coordinates with internal industry experts on account planning and execution for various accounts. Coordinates with industry experts to identify new business opportunities and drive account growth. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth, and deep understanding of plan to ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency to achieve customer outcomes. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays. Leverages strong sales acumen to set action items and approach to drive big bets and drive new business opportunities based on customer strategy and priorities.Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Ensures teams are documenting in the Account Plan.Expands network of key internal (e.g., Industry Solutions [IS]) and external partners and other business decision makers in customers' accounts to grow sales and partner impact and to provide a seamless account management experience to the customers, ensuring proper execution of core tasks and account transactions. Engages with key mainstream partners to promote long-term, mutually-beneficial business and technology transformation strategies. Expands network of influence on the board to expand reach and influence decision making. Drives joint solutions with partners. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners.Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs. Develops strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities. Leads virtual teams to properly re-adjust priorities, all while maintaining a high level of commitment and accountability. Prioritizes line of business projects to achieve business outcomes. Reduces complexity for the customer and for internal teams by prioritizing the most strategic partners to deliver outcomes.Customer EngagementSupports business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers. Leverages consultative and insightful listening skills that disrupts the mindset of customers by bringing innovative ideas that showcase the need for change and new strategic direction. Is sought out by the customer for guidance related to transformation. Proactively involves corporate resources and engages cross-industry resources to drive customer transformation. Ability to influence and mitigate proactively competitive risk. Ensures line-of-business wins are captured (e.g., customer write ups) as reference for scale through insightful listening.Proactively cultivates relationships with customers and uses Microsoft sales strategies with executive, business, and technical decision makers at high levels of the customer's organization through consultative engagement to establish alignment and secure buy-in and execution. Connects the customer to Microsoft business and technical executives. Establishes Rhythm of Business (RoB) with top customer sponsors to regularly highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI). Works with the customer partners foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President). Leverages digital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing output, and reflect in the engagement strategy in our customer plan.Proactively develops a comprehensive understanding of customer's business and technology needs and strategies for each assigned account, of their priorities, and of the industry direction. Anticipates customers' needs to deliver new insights on customers' business strategies and educate customers on ways to jointly address these needs. Identifies and pursues opportunities to offer business and technology solutions. Leverages internal influence to advocate on behalf of the customer internally (e.g., driving changes to roadmap, engaging with product groups), working to prioritize customers' requests and meeting their business needs. Creates trust to influence for impact and acts as a trusted advisor to help the customer transform its business model. Connect customers with other customers/partners on areas that may benefit them. If industry aligned, also develops a deep understanding of the customer's industry.Industry KnowledgeIf aligned by industry, exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape. Leverages their depth of industry knowledge to position Solution Area technology in industry context. Demonstrated ability to position how Microsoft products and solutions will help customers realize innovation through business transformation.Sales ExcellenceActively seeks customer feedback (both formal and informal) of assigned accounts regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction. Helps in the creation of long-term strategies aimed at maintaining levels of customer satisfaction. Orchestrates others (e.g., Customer Success Account Management [CSAM]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plan to improve customer's overall experience. Leverages key executive relationships to build trust with the customer organization. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.Develops compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes. Demonstrates thought leadership and presents business plans to customers to generate new non-qualified opportunities. Guides others on how to tailor industry-specific presentations. Presents outcome based cross solution strategies.Develops and implements plans for maximizing upselling/cross-selling non-qualified opportunities in certain accounts. Drives plans to highlight Microsoft's and partners' solutions to solving additional business and technology issues and aims to expand budget allocated to Microsoft. Leverages virtual teams to identify and act on new non-qualified opportunities while utilizing common sales and delivery methodology for the Microsoft sales organization.Engages decision makers of assigned accounts to clearly articulate Microsoft's value proposition aligned to customer's business objectives. Translates features into business impact and outcomes that accelerate the customer's digital presence. Develops plans to offer more targeted solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs.Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple assigned accounts by leveraging best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to build stronger relationships with decision makers of assigned accounts. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc.  

Accelerating GrowthUnderstands drivers of Digital & Artificial Intelligence (AI) transformation relevant to their customers and partners across business units and advises customers to optimally leverage transformation solutions across solution areas. Consults with customers and internal/external Partners to ensure successful value realization in delivery of solutions to customers. Drives and coaches team to orchestrate across units and Partners to accelerate and leverage innovative transformation opportunities. Educates internal partners on industry trends and solutions. Supports efforts to expand relationships across customers' lines of business that enable innovative solutions, deliver business value, and create market growth. Supports team opportunities to leverage industry experts within MS to identify and execute on transformation opportunities.Leads the development and implementation of go-to-market for maximizing revenue, consumption, and growth across solution areas. Ensures area/territory plans leverage market-specific insights to highlight solutions that solve additional business and technology challenges. Provides guidance on customer planning execution ensuring short- and long-term strategies are acted upon and directs teams utilize available programs to drive growth. Facilitates the sharing of best practices, digital assets, and digital insights, and leverages them across Microsoft's segments for cloud solutions that accelerate new customer relationships and opportunities.Applies industry and market expertise, proactively leading team(s) towards identifying solutions to drive new opportunities and strategies in alignment with customers needs. Demonstrates industry-specific capabilities and expertise to represent Microsoft as a thought leader who can articulate connections between Microsoft solutions to relevant business contexts (e.g., speaking at external events). Serves as a subject matter expert in relevant local trade, regulatory, and policy environments (e.g., opening doors and removing barriers for sales teams, partners, and customers) across geographic areas. Coaches others to tailor customer engagement for specific industries with relevant customer references and shares best practices with teams. Identifies and creates customer references for repeatable areas of success in select or strategic industries to develop a competitive advantage and to articulate ability to deliver customer value to achieve outcomes. Shares feedback from experience and expertise in industry to support the development of programs that scale and accelerate successful engagements.Driving Success with and Through OthersInfluences and works across segments, partners, and teams to drive growth and transformation, ensure alignment on short- and long-term account plans, define sale execution, and holds the team accountable for results beyond fiscal year boundaries. Defines where orchestration is needed for success, creates new points of entry for integration and collaboration, sets the tone for an organizational culture of inclusion. Shares best practices for managing competing priorities, reducing complexity for customers; while maintaining a high level of accountability. Drives clarity when leading engagements with key stakeholders to develop short- and long-term execution strategies that meet our customers' and Microsoft's objectives. Coaches team(s) on the development of go-to-market strategies based on mutual business needs, and scaling across markets and/or globally.Builds and maintains a broad executive network inclusive of partners. Supports the development of an ecosystem of customer and external partners and identifies where there is a need for partners to act in Microsoft's market to accelerate consumption and/or growth. Supports and influences engagements between partners and executives on long-term business planning, the development of strategic partnerships, and influencing customer needs and outcomes. Directs and influences teams to maintain relationships with an ongoing long-term focus that looks past quarterly and annual targets. Creates a rhythm of business (RoB) with customers and partners that enables continuous engagement.Fosters a culture of inclusion, learning, mentorship, coaching, customer-centricity, accountability, collaboration, and achievement of bold goals. Encourages managers and individuals across the organization to motivate, engage, and bring teams together. Leads a diverse and inclusive workforce, creates and hires a diverse team, and fosters an inclusive working environment via well-established inclusive behaviors. Identifies and rewards high performing individuals and supports their growth into more senior positions.Leading and Transforming the BusinessCoaches ongoing customer value realization and satisfaction contributing to net-new revenue and business growth. Holds team(s) accountable for customer value realization and satisfaction, and coaches on semi-annual survey results. Orchestrates internal and external resources to focus on continuous improvement, focusing on key areas of improvements to further impact increasing customer value realization and satisfaction. Proactively monitors and influences relationships with multiple customer stakeholders (business and IT) and the collection of feedback to identify and understand the drivers of business value, satisfaction and sentiments. Understands customers' and partners' business models and helps them to evolve and achieve growth by ensuring internal alignment with external partners' needs. Understands portfolio of strategic partners (Global Systems Integrator (GSI), Independent Software Vendor (ISV) and supports engagement across teams.Analyzes and builds upon sales strategy and execution to drive success within their market based on Microsoft's and customer/partner needs. Leads and aligns team(s) to customer, partner, compete and market strategies that drive sales, consumption, and Digital & Artificial Intelligence (AI) transformation solutions. Collaborates with teams and managers to develop strategic initiatives, achieve targets, and effectively build and manage pipelines that deliver growth and customer/partner value realization. Supports internal talent development and works to attract talent to Microsoft. Leads sales team(s) by example, driving high-value engagements and creating trusted partnerships with customers and partners. Coaches team(s) on the execution of go-to-market based on customer, partner and Microsoft needs, and scaling business across markets. Oversees and drives balance in business, financial, and people outcomes across accounts and areas of the business. Manages customer planning efforts across accounts to ensure individuals and teams drive end-to-end orchestration for customer value realization and outcomes. Aligns teams to long-term expectations and goals to consistently leverage opportunities and execute on market sales strategies.Drives the business within the segment, creating clarity on strategic direction with managers and teams to enable revenue growth by addressing business and competitive needs. Facilitates orchestration amongst internal teams and holds others accountable. Collaborates and influences across segments, partners, and internal stakeholders to drive growth and transformation across accounts. Ensures key stakeholders and/or leaders are aligned across teams (e.g., Enterprise Operations Unit, Global Partner Solutions), and making progress on mutual plans and objectives. Drives teams to deliver success for business accountabilities. Leads team(s) to consistently leverage customer/partner insights and market strategies to identify opportunities to drive consumption, new cloud solutions, and annuity business. Influences team to apply a growth and customer/partner mindset to enable Digital & Artificial Intelligence (AI) transformation and offer business solutions that enable customer value realization and drive market share growth. Coaches team(s) on ensuring that Microsoft's systems, programs, and tools are being fully utilized to execute on customer planning and a rhythm of business (RoB) to align solutions and go-to-market priorities across Microsoft solutions lifecycles.People ManagementManagers deliver success through empowerment and accountability by modeling, coaching, and caring. Model: Live our culture. Embody our values. Practice our leadership principles. Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. Care: Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.

• The Digital Partnerships Account Manager will have commercial and team responsibility for the successful development and execution of our Flagship Store on a key marketplace. This role requires a highly motivated individual who can identify, develop and execute strategic plans for growth, oversee key projects, manage relationship with the partnership, and orchestrate cross-functional teams to achieve different what’s best for Apple. • Strategic Planning & Business Development: • - Develop long-term strategic plans that align with the Retail’s goals and drive revenue growth and profitability. • - Identify and capitalize on new business opportunities, partnerships, and revenue streams. • - Conduct competitive analysis to refine the platform’s value proposition and market positioning. • Account & Stakeholder Management • - Manage and develop relationships with internal and external stakeholders to drive success. • - Act as the main point of contact for Partner, ensuring business alignment and strengthening communications. • - Lead negotiations and oversee contract management to set strong foundation for long-term partnership. • Commercial Performance Management • - Own and drive the platform’s commercial strategy to ensure revenue growth and profitability. • - Analyze key performance metrics to optimize sales, pricing, and customer engagement strategies. • - Identify areas for efficiency improvements and cost savings while maximizing commercial impact • Project Oversight & Implementation • - Oversee the execution of key commercial projects, ensuring alignment with business objectives. • - Work cross-functionally with product, marketing, and operations teams to deliver strategic initiatives. • - Monitor project progress, timelines, and outcomes, adjusting plans as needed for optimal results • Digital Growth & Performance Optimization • - Leverage data and insights to enhance user acquisition, retention, and engagement strategies. • - Collaborate with marketing and merchandizing teams to optimize campaigns, SEO, and customer funnel conversions. • - Stay updated on emerging digital trends and technologies to drive innovation and competitiveness. • Reporting & Performance Analysis • - Develop and present regular performance reports with insights and recommendations for improvement. • - Utilize data analytics tools to track business KPIs, customer behavior, and sales performance. • - Provide executive-level summaries and strategic recommendations based on market and performance data.