Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world.
Industry Solutions (IS) is a global organization of over 16,000 strategic sellers, industry experts, elite engineers, and world-class architects, consultants, and delivery experts who work together to bring Microsoft's mission of empowerment – and cutting-edge technology - to life for the world's most influential customers. We are on the front lines of innovation, working side-by-side with customers to drive value across the entirety of their digital transformation journey. Our team prides itself on embracing a growth mindset, inspiring excellence, and encouraging everyone to share their unique viewpoints and be their authentic selves. Join us and help create life-changing innovations that impact billions around the world!
Responsibilities As a Consulting Account Executive, you will be accountable to our largest customers, orchestrating the whole account team, for the successful development and execution of transformational programs of work, strategy and planning definition, executive relationship management and Cloud Growth acceleration.
Strategy and Planning Leads the contributions of the Account Team and the Consulting account team to the account vision and strategic approach. Provides insights, ideas, and recommendations to address immediate and longer-term customer priorities and Microsoft objectives. Contributes to the overall One Microsoft strategy, driving for agreement with account team on Consulting and Partner strategy. Understands the weaknesses and strengths of competitor solutions and footprints and leverage this knowledge in strategy and planning. Leads the Industry Solutions account planning contribution with the wider Microsoft Customer and Partner Solutions (MCAPS) account team, defines Industry Solutions sales priorities to leverage insight and provide input to overall account plan. Proactively looks ahead and identifies actions required to develop Consulting opportunities that are aligned with the account strategy, Microsoft's strategy, and Consulting catalog go-to-market solution plays. Thinks strategically about account planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders. Relationship Management Owns and maintains in agreement with the core account team customer and partner relationships, influences key decision makers and leads effective rhythms of connection with customer and partner stakeholders. Leverages insight from consulting account-delivery team to ensure awareness of status of projects in delivery. 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. Accelerate Cloud Growth Proactively builds and maintains up-to-date knowledge of customer's business priorities, risks and challenges, internal landscape (e.g., organization structure, stakeholders, business performance), industry/sector challenges, regulations, trends, and futures. Leverages Microsoft Consulting go-to-market scenarios to drive intentional customer conversations about Microsoft Cloud adoption. Identifies, qualifies, leads, manages, and closes strategic industry cloud opportunities on prioritized accounts aligned to documented customer business value and outcomes. Account Team Orchestration Orchestrates the consulting-sales relationship with the core account team, working closely with Enterprise colleagues to ensure successful creation, maintenance, and execution of the Industry Solutions account plan components. Coordinates across the account team, customer success team, service team, and the Consulting account team. Deal Excellence Leverages customer connections and the account team's insight to confirm Budget, Authority, Need and Timeline (BANT) information to determine progression or lack thereof of a lead to become a consulting opportunity. Maintains relationship with the customer to secure formal signing of contract and oversees the processing of that, including financial purchased orders. Other Embody our culture and values. Qualifications Required/Minimum Qualifications Several years industry sales experience in the commercial or public sector (e.g. Finance, Local Government). OR Bachelor's Degree AND Proven years industry sales experience in the commercial or public sector (e.g. Finance, Local Government) or related work. OR equivalent experience. Proven years consulting solution sales experience. Proven ability to influence and lead virtual teams. Additional Or Preferred Qualifications Bachelor's Degree in Business, Information Technology (IT), or related field AND Several years industry solution or consulting sales experience in the commercial or public sector (e.g. Financial Services, Local Government). OR Master's Degree in Business, Information Technology (IT), or related field AND Proven years experience in technology sales experience in the commercial or public sector (e.g. Finance, Local Government). OR equivalent experience. Several years consulting solution sales experience. 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.
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