This is a senior AE IC role, responsible for following jobs:

Customer Engagement

Develops partnerships with customers. Reaches trusted advisor status. Maintains breadth and depth of customer relationships and increases level of customer contacts. Maintains contacts across lines of business. Implements tiered approach to cadence and depth of contacts. Shares best practices with others. Breaks through to new contacts in new accounts and creatively builds customer engagement and coaches others on successful strategies.

Account & territory management

Leads the development and application of mature and dynamic account plans utilizing common sales and delivery methodology for the Microsoft sales organization grounded on proven and often-tailored methodologies to manage business portfolios. Leads strategies for assigned accounts that yield high-volume sales and open new opportunities for both Microsoft and the customers and that are on track with goals, outcomes, and forecasts. Coordinates with industry experts to identify new business opportunities and drive account growth. Orchestrates extended team and embraces partners to scale business by understanding partner goals and creating an interested in mutual business growth, and deep understanding of plan to ensures achievement of revenue and consumption targets. Drives integrated joint account governance through customer plan on regular frequency. 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.

Sales excellence

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.

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.

Responsibilities

Customer Engagement

• Drives highly visible initiatives that impact the entire org. Coaching deal structure and strategy. Advocates for customers (voice of the customer) within the organization/Microsoft. Serves as central point for all customer communications. Manages relationships on behalf of the customer. Coaches others on customer relationships and engagement. Shares best practices across teams. Introduces different resources based on customer contacts. Correctly aligns resources (e.g., partners, v-team). Reaches out to and engages with customers through digital channels (e.g., social selling, audio, video).
• Leverages existing customer relationships in other accounts to bridge knowledge gaps, promote experience and value with Microsoft solutions with other customers. Uses digital tools and technology to conduct research and engage customers. Engages in customer-to-customer reference selling. Manages relationships inclusive of customers, partners, and internal and external stakeholders.
• Identifies key trends causing customer dissatisfaction and works systematic efforts to resolve (e.g., process improvements). Liaises with CPE (Customer Partner Experience) to generate outcomes. Takes ownership for issues and reaches out to customers to reinforce engagement. Sees trends emerging and represents trends across the business to mitigate or prevent issues with other customers. Contributes and/or authors solutions for customer satisfaction and simplification issues or concerns at an organizational level.
  
  

Account Management

• Identifies partners to drive new business and pipeline creation. Makes recommendations or influences sales plays. Takes on additional responsibilities to close territory gaps or new-to-role territories. Mentors and coaches others to find and address gaps in territory strategy. Translates planning and applies to team and/or shared geographies to enable the team to achieve or exceed plans. Drives strategic partner participation.
• Conducts analyses into what customers are using versus needs. Identifies resources (e.g., v-team orchestration) and partner solutions to help customers derive value from existing Microsoft investments.
• Mentors others in orchestration and serves as escalation point to resolve collaboration needs. Ensures v-team is positioned for the right opportunities at the right times. Leverages relationships and resources across solution areas to drive account outcomes. Builds and maintains broad network within and across partner community for specific skill sets and industries as well as within Microsoft. Facilitates customer introductions. Creates new points of entry for orchestration and collaboration. Defines where orchestration is needed for success.
• Understands and accelerates customer cloud strategy. Assists customers in building roadmap to achieve desired outcomes. Presents range of options and Microsoft cloud strategy to customer in large and complex deals to achieve desired outcomes that address multiple strategic factors. Drives customer adds and existing customers to new solutions. Identifies opportunities for advanced workloads. Carries conversation and understands when to engage specialists. For complex deals, engages business desk resources appropriately and proactively. Drives conversations with C-Suite executives around budgets, availability of budgets, and prioritization.
  
  

Sales Excellence

Develops and implements plans for maximizing upselling/cross-selling non-qualified opportunities in assigned 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.

Maintain Product and Solution Expertise

Consolidates and shares best practices with others. Uses knowledge to engage with customers and with internal teams. Completes required training and certifications in a timely manner. Develops and implements personal development plan. Develops and maintains industry solution expertise.

Others

Embody Microsoft culture and values

Qualifications

Required/Minimum Qualifications

• Fluent English. Capable of working in a globalized team and influencing global stakeholders.
• Technical intensified public cloud experience with proven sales successes.
• 10+ years of sales and negotiation experience with year-over-year growth
• OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 8+ years of sales and negotiation experience or related work or internship experience with year-over-year growth
  

Additional Or Preferred Qualifications

• Team leader or manager experience in cloud relevant companies.
• 12+ years of software industry sales and negotiation experience with year-over-year growth
• OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 10+ years of sales and negotiation experience or related work or internship experience with year-over-year growth
  

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.