Develops and oversees the execution of account plans for multiple accounts and works to ensure engagements yield high volume sales for both Microsoft and the customer that are on track with goals, budgets, and forecasts. Understands customer drivers of digital transformation and leverages understanding to engage internal teams to accelerate the customer\'s digital transformation and strategy. Cultivates relationships and uses Microsoft sales strategies throughout multiple levels of the customer\'s organization to establish strong alignment on long-term goals and secure buy in and execution. Leverages knowledge of and experience with Microsoft\'s product landscape, solutions, and strategy to address customers\' needs.Responsibilities:Account Management\xc2\xb7 Manages 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.\xc2\xb7 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.\xc2\xb7 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.\xc2\xb7 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).\xc2\xb7 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, leveragingindustry 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.Strategic Thinking\xc2\xb7 Articulates 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.\xc2\xb7 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.\xc2\xb7 Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer.Customer Engagement\xc2\xb7 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.\xc2\xb7 Proactively 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.Sales Excellence\xc2\xb7 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 innovativeideas 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.\xc2\xb7 Orchestrates 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.\xc2\xb7 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).\xc2\xb7 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.\xc2\xb7 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.\xc2\xb7 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.Competitive Knowledge\xc2\xb7 Leverages 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.Qualifications:

• 10+ years experience working in an industry ( Government, Health industry knowledge ) and/or driving digital transformation
• 6+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.
• 8+ years experience closing large, complex agreements/deals.

How You Do ItKnowledge, Skills, Abilities\xc2\xb7 Account Management \xc2\xb7 Building Business Partnerships \xc2\xb7 Business Acumen \xc2\xb7 Business Knowledge \xc2\xb7 Company Acumen \xc2\xb7 Competitive Analysis \xc2\xb7 Conflict Resolution \xc2\xb7 Consultative Selling \xc2\xb7 Consulting \xc2\xb7 Creativity Cross-Functional Team Leadership \xc2\xb7 Decision Making \xc2\xb7 English Language Proficiency \xc2\xb7 Executive Relationships \xc2\xb7 External Awareness \xc2\xb7 Financial Analysis \xc2\xb7 Market Knowledge \xc2\xb7 Microsoft Partner Ecosystem \xc2\xb7 Negotiation \xc2\xb7 Opportunity Identification \xc2\xb7 Opportunity Management \xc2\xb7 Opportunity/Deal Orchestration \xc2\xb7 Oral Communication \xc2\xb7 Organizational Savvy \xc2\xb7 Presentations \xc2\xb7 Problem Solving \xc2\xb7 Relationship Management \xc2\xb7 Sales Strategy \xc2\xb7 Storytelling \xc2\xb7 Strategic Thinking \xc2\xb7 Trusted Advisor \xc2\xb7 Written CommunicationMicrosoft 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 .

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