Senior Account Executive - Education

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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 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 a network of industry experts to build strong knowledge of the industry and the competitive landscape.

Qualifications

• Bachelor's Degree in Business, Technology, or related field AND 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)
• OR Master's Degree in Business Administration AND 4+ 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)
• OR 7+ years experience in 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)

Additional or preferred qualifications

• Bachelor's Degree in Business, Technology, or related field AND 8+ 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)
• OR Master's Degree in Business Administration AND 6+ 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 OR equivalent.

Responsibilities

Account Management

• Develops 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.
• 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.
• 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.
• 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.
• 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.
• Supports business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers.
• 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.

Industry Knowledge

• If aligned by industry, exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape.
• Actively seeks customer feedback (both formal and informal) of assigned accounts regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction.
• Develops and implements plans for maximizing upselling/cross-selling non-qualified opportunities in certain accounts.
• Develops compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes.
• Engages decision makers of assigned accounts to clearly articulate Microsoft's value proposition aligned to customer's business objectives.
• Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple assigned accounts.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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