Account Management ISV / DN

The mission of the Enterprise Commercial Hi-Tech and ISVs organization is to accelerate Microsoft’s growth through its extensive and vibrant ecosystem of Hitech / ISVs / Startups managed partners/customers, while also guiding the definition of and establishing excellence in execution across the global teams. To do this, EC ISV's focuses its efforts around five core motions:  Commercial Framwork and Partnership value proposition areas, Sell-To, Build-with, Technical, Go-To-Market (GTM), and Partner Co-sell. 

The ISV Account Executive proactively cultivates relationships with customers and uses Microsoft sales strategies to establish alignment and secure buy in and execution. Proactively develops a comprehensive understanding of customer's needs and strategies, priorities, and industry direction. Leads digital transformation to drive business outcomes and create business value for customers. Develops and oversees the execution of account plans to ensure engagements yield high volume sales for both Microsoft and the customer. Thinks strategically about account planning, setting standards and priorities, outlining where to and how to invest resources. Oversees a complex accounts and leads planning and prioritization efforts to ensure appropriate responses to account needs. Engages with key internal partners to promote long-term, mutually-beneficial digital transformation strategies. Leverages key executive relationships to build trust with the customer organization. Leverages best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise. Translates features into business impact and outcomes that accelerate the customer's digital presence. Develops compelling, value-proposition presentations and specialized business plans for customers that drive business outcomes. Develops and implements plans for maximizing upselling/cross-selling opportunities in certain accounts. Proactively coordinates with network of industry experts to build strong knowledge of the industry and the competitive landscape.

Responsibilities

• Supporting business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers.
• Proactively cultivating relationships with customers and using Microsoft sales strategies with executive, business, and technical decision makers at high levels of the customer's organization to establish alignment and secure buy-in and execution.
• Developing a comprehensive understanding of the customer's business and technology needs and strategies for each assigned account and anticipating customers' needs to deliver new insights and offer business and technology solutions.
• Developing and overseeing the execution of account plans utilizing common sales and delivery methodology to ensure engagements yield high volume sales for both Microsoft and the customer.
• Thinking strategically about customer planning for assigned accounts, setting standards and priorities, and outlining where to invest resources to turn enterprise accounts into strategic accounts.
• Expanding network of key internal and external partners and other business decision makers in customer accounts to grow sales and partner impact and provide a seamless account management experience to the customers.
• Overseeing a complex/multiple account(s) and leading planning and prioritization efforts to anticipate and ensure appropriate responses to account needs.
• If aligned by industry, exhibiting deep knowledge of the industry, current trends, and the competitive landscape.
• Actively seeking customer feedback and developing compelling value-proposition presentations and specialized business plans for customers that drive business outcomes.
• Developing and implementing plans for maximizing upselling/cross-selling non-qualified opportunities in certain accounts.
• Engaging decision makers of assigned accounts to clearly articulate Microsoft's value proposition and develop plans to offer more targeted solutions that align with the customer's business objectives.
• Positioning oneself as a thought leader and trusted advisor to executive-level business decision makers by leveraging best-in-class sales and communication techniques.
  
  

Qualifications

Required/minimum qualifications

• Bachelor's Degree in Business, Technology, or related field
• 5+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
• 5+ years account management experience
  
  

Additional Or Preferred Qualifications

• Experience working for large corporates, with multiple internal focal points
  
  

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.