Purpose
Business Management
Competencies required:
- Account Executive, Services: is responsible for driving an intentional end to end sales motion, designed to drive predictable Customer business outcomes. Account Executive develops Services relationships with the Customer, and is responsible for driving a balanced portfolio of MCS and Premier revenue in their accounts.
- Account Executive, Services drives deep Customer Business Decision Maker and Technical Decision Maker relationships throughout the Customer organization to drive strategic focus on the business agenda and goals. The ability to drive strategic opportunities that are mapped to the Customer’s business agenda, aligned to Microsoft Cloud strategies and Priority Areas is key.
- Account Executive, Services displays leadership in internal and external orchestration of Microsoft team account strategies, develops account strategy and growth plans. Team orchestration and ability to work across sales and delivery teams is key. Adherence to sales excellence practices i.e. account planning, pipeline health, qualification of opportunities and driving accurate opportunity close plans to support forecast data to the business is a key element of success.
- Account Executives, Services is primarily responsible for Business Management (30%), Relationship/Leadership Management (30%), Opportunity Management (30%), and Planning Management (10%)
- The role requires an individual who is results-focused, proactive, collaborative, confident under pressure, and has demonstrated skill building Customer Business and Technical decision maker relationships,developing and closing large complex solutions focused on customer business outcomes.
- The successful candidate must have proven experience in driving complex competitive opportunities in a matrix environment, leading to successful opportunity closure. Demonstrated ability to engage in senior level business decision maker discussions related to business value, return on investment, and creation of new business models is required as well.
- This role requires strategic thinking, communication, presentation skills and organizational agility to guide customers through multi-year initiatives, and strong track record of exceeding quotas.
- The successful candidate is experienced at leading virtual teams, creating and maintaining competitive analysis for territory must-win deals, and has a strong track record of working with large teams spanning Sales and Delivery Resources i.e. Solution Architects, Account Delivery Executives, Global Practices, Centers Of Excellence, and Account Teams.
- The successful candidate has experience in managing large multi-year deal process and engages internal teams effectively.
- The successful candidate must have the ability to drive a highly intentional sales approach, and align deal pursuits for large custom solutions driving the customer’s business transformation agenda.
- The successful candidate is experienced in developing high quality account plans, mapped to customer budget cycle and aligned with other Account Teams. Experience in aligning strategies based on customer’s key business priorities, business outcomes, and articulating a differentiating value proposition for the solution is key to success.
- This role requires development of customer revenue growth plans, and quota attainment through a balanced portfolio of MCS Consulting and Premier support services.
- This role requires successful track record of revenue attainment in complex consulting and support environments.
- This role requires excellence in sales execution: understanding customer business requirements, opportunity qualification, opportunity level forecast recommendations, consistent execution of Microsoft Sales Process, integration with Partners as appropriate.
- The successful candidate is experienced in ensuring that all actions positively contribute to customer satisfaction and is accustomed to establishing Conditions of Satisfaction with large Customers.
Business Management
- Responsible for driving highly intentional sales approach, with customer to drive predictable customer business outcomes. Drive deal Pursuit Strategies for large custom solutions driving the customer’s business transformation agenda. Develop revenue growth plans by selling a balanced portfolio MCS, Premier, and New Work Sold.
- Responsible for account strategy, planning, developing differentiating value propositions, helping to craft and sell solutions mapped to customer budget cycles and desired business outcomes. Responsible for a balanced portfolio of Microsoft Consulting Services (MCS) Invoiced Revenue, New Work Sold (NWS) and Premier Billed Revenue deep into assigned accounts.
- Providing monthly opportunity-level forecast recommendation supporting forecast for NWS and Premier Billed.
- Closing 90% or greater of committed opportunities within the targeted month, while managing pipeline exceptions.
- Ensuring T-12 activities for all Premier renewals for maximized on-time agreement renewal.
- Develops relationships with customer CXO and line of Business and Technical Decision Makers.
- Drive transformational sales scenarios through understanding the customer, the industry, and the competition.
- Maps customer business needs to Microsoft solutions providing a differentiating value proposition.
- Ensures opportunities are well qualified, and mapped to customer budget cycle, aligned with EPG teams, inclusive of pursuit strategies and revenue growth over time.
- Establishes Conditions of Satisfaction, reviews with customer via Executive Business Reviews.
- Opportunities are aligned to Microsoft strategies, and focused on line of business solutions and strategic customer priorities.
- Achieve minimum close rate and Pre-Sales ROI by improving deal qualification process.
- Maintain a healthy pipeline to ensure appropriate velocity and coverage to meet quota. Prepare for regular pipeline reviews to ensure you can articulate the health and quality of your pipeline, learnings from wins and losses, and escalations for opportunity resources to improve win rate.
- Ensure Services opportunities are managed through the Microsoft Sales Process (MSP).
- Execute MSP with discipline across the sales lifecycle for all opportunities.
- Qualify opportunities to the highest standards of excellence from MSP.
- Participate in the Opportunity Review Board (ORB) to improve opportunity qualification and close rates.
- Maintain a healthy pipeline to ensure appropriate velocity and coverage to meet quota. Prepare for regular pipeline reviews to ensure you can articulate the health and quality of your pipeline, learnings from wins and losses, and escalations for opportunity resources to improve win rate.
- Achieve minimum close rate and Pre-Sales ROI by improving deal qualification process.
- Complete SMSG Win/Loss assessment for ORB/DRB opportunities and share key learnings on a monthly basis.
- Ensure that Services Growth Strategies for Enterprise Services, Consulting and Premier (in the Account Planning Portal) are updated by end of Q1 and information is current based on a rolling 6 month cycle, enter all services opportunities for all Services managed accounts in CRM.
- Own Customer business relationships, build compelling solutions that addresses key business requirements, pain points resulting in increased revenue and market share.
- Align with Services Delivery Teams, Enterprise Partner Group (EPG), Specialist Team Unit (STU) leads, Services Sales Manager (SSM), Enterprise Architect, ( EA) and Technical Account Manager (TAM) to prioritize and align opportunities with existing account planning and activities.
- Develop revenue growth strategies for Customers.
- Participate in Creating Opportunities Through Account Planning (COTAP) workshops as available in your local geography to align with EPG account teams to effectively plan Services Sales strategy for key accounts.
- Candidates are required to have an advanced degree (MBA, Masters, BA/BS) or equivalent work experience combined with a minimum of 10 years working experience in Sales and Sales Management at large matrix technology organizations.
- Track record of successful Sales Management of a large team including: Excellence in Sales Execution, People Management, Business Management, Opportunity/Pipeline Management, Forecasting, and Cross Organizational Collaboration.
Competencies required:
- Ability to manage a successful team in matrix organization
- Track record of exceeding quota
- Solution Sales
- Business Planning and Strategy
- Industry / Competitive Knowledge
- Rigorous opportunity management and ability to close business
- Customer Relationship Development
- Strategic Selling Skills – craft and position complex business solutions with a winning value proposition
- Strong sales closing attitude and skill set
- Sales Excellence Collaboration
- Leadership Influencing for Impact
- Challenger Mentality Adaptability
- Drive for Results Judgement
- Customer Focus Strategic Selling
- Professional training/ Certificates required
- Complex Sales training (e.g., Shipley, Miller Hyman, Michael Bosworth, Holden, TAS, Methodology & Spin), Sales Methodologies (equivalent to MSP), Sales tools – Account Planning, Customer Relationship and Opportunity Management (e.g. CRM ), Complex Deal structuring (e.g. QADC) Sales Management.
- Employee Performance Management (systems and processes), Sales Management, Account Management, Account Based Marketing ,Target Account Selling, etc.), Sales Methodologies (equivalent to MSP), Sales tools – Effective Marketing tactics, Negotiation, Contracting, Financial analysis.
- Pitch Perfect Certification for Azure, CRM, O365and Mobility.
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