Account Management- Public sector

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.

Qualifications

Required/Minimum Qualifications

1. 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).
2. OR 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).
3. 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).

Responsibilities

1. 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 through consultative engagement to establish alignment and secure buy-in and execution. Connects the customer to Microsoft business and technical executives.
2. Establishes Rhythm of Business (RoB) with top customer sponsors to regularly highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI).
3. Works with the customer partners to foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts.
4. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President).
5. Leverages digital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing output, and reflect in the engagement strategy in our customer plan.
6. Proactively develops a comprehensive understanding of the customer's business and technology needs and priorities for each assigned account. Identifies opportunities to drive optimizations and new business and technology solutions based on customer's strategies.
7. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed.
8. Supports business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers.
9. Leverages consultative and insightful listening skills that disrupt the mindset of customers by bringing innovative ideas that showcase the need for change and new strategic direction.
10. Ensures line-of-business wins are captured (e.g., customer write-ups) as reference for scale through insightful listening.
11. Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts.
12. Leads multiple, diverse, and high-performing teams and coordinates with internal industry experts on account planning and execution for various accounts.
13. Coordinates with industry experts to identify new business opportunities and drive account growth.
14. Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to invest resources of the account management team and other stakeholders.
15. Engages internal and external decision makers on long-term business planning and anticipates needs of assigned accounts.
16. Expands network of key internal and external partners and other business decision makers in customers' accounts to grow sales and partner impact.
17. Actively seeks customer feedback regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction.
18. Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple assigned accounts.
19. Engages decision makers of assigned accounts to clearly articulate Microsoft's value proposition aligned to customer's business objectives.
20. Develops compelling, value-proposition presentations and specialized business plans for customers that drive business outcomes.
21. Develops and implements plans for maximizing upselling/cross-selling non-qualified opportunities in certain accounts.
22. Exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape.

Benefits

• Industry leading healthcare
• Educational resources
• Discounts on products and services
• Savings and investments
• Maternity and paternity leave
• Generous time away
• Giving programs
• Opportunities to network and connect

Microsoft is an equal opportunity employer. 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.