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Enterprise Account Manager
hace 3 meses
We advocate for a human-centered approach in addressing technological challenges
Optimizing resource utilization is the top cloud challenge at 42%. This is extremely hard for many organizations, as they tend to overprovision to allow for future scale
We are a cloud-first, full-service Microsoft partner, among the top 1% of all Microsoft Gold partners nationwide, committed to delivering innovative technology solutions that solve human challenges.
We are compelled by our core values to drive groundbreaking results for clients across all company sizes, geographies, and industries.
The ESS team delivers full lifecycle solutions—from project inception and planning, through deployment to ongoing support and maintenance.As a trusted partner, we provide software and services through collaborative solutions. In the complex game of licensing, we win by helping our customers to crack the code.
ESS, headquartered in Tempe Arizona (US) is growing fast and we are looking for outstanding Enterprise Account Managers responsible for selling large Microsoft-centric Professional and Managed Services engagements to new and existing clients.
Mission
Reporting to the CEO, and the Director of Sales, the Enterprise Account manager is responsible for driving sales at ESS and coordinating with the internal team the solution delivery.
Responsibilities
Account Planning
- Drives conversations with customers that present the strategic alignment between the customer objectives and support contract to set a longterm strategy for consumption aligned to those priorities. Develops a program, identifies executive sponsors for a contract, and prioritizes engagements to address strategic outcomes and drive customer success.
- Plans a portfolio of work (e.g., Support programs, implementation projects, success engagements) to drive outcomes aligned with customer's prioritized solutions and workloads. Creates opportunities for support contract renewals and upsell.
Sales and opportunity closing
- Drives significant new revenue from Microsoft products by upselling and crossselling.
- Develop and expand relationships within the customer base.
- Ensure customer expectations and obligations are fulfilled and Microsoft is a net promoter of ESS.
- Work closely with internal teams: including Professional Services, Engineering, Marketing, etc., to address customer issues, challenges, and success factors.
- Work closely with Microsoft and product management to understand new requirements and upcoming product releases, considering advancing sales motions within the customer organization.
- Anticipate and understand the needs, requirements, and/or pain points of Microsoft as a global organization and propose potential solutions.
- Manage accounts of all sizes by acting as ESS representative externally with clients and internally by working with direct reports and supporting positions
Customer Relationship Management
- Learns customer engagement role and develops foundational relationships with key customer stakeholders (e.g., Information Technology Directors, Chief Technical Office [CTO], Chief Innovation Officer [CIO], Business leaders) and technical professionals to enable quality solution delivery.
- Gathers information on the business and Information Technology objectives for customer organizations, identifies customer needs, and creates a shared plan to support outcomes. Captures and anticipates new customer needs and outcomes identified during the delivery of support programs, success engagements, and other projects.
Consumption and Delivery Execution
- Takes ownership for team coordination and connects identified opportunities, questions, and/or issues from customer organizations. Leads complex internal ESS technical/sales teams or partners to address, to ensure progress across solution areas. Identifies and mitigates blockers to customer success goals.
What you will bring
5+ years of successful enterprise software sales, customer success, account management or business development experience, experience closing complex agreements/deals
Must have strong sales aptitude, excellent relationship-building skills, cloud & AI skillset and a consultative sales approach, with experience with implementation of enterprise software in a SaaS company preferred.
Prior sales experience with Microsoft and a deep understanding knowledge of Microsoft's Ecosystem, including Enterprise on-premises, hybrid, and cloud software and services portfolio, with emphasis across the entire Microsoft stack, including Azure, Dynamics365, M365, Data and AI, Security, Copilot, etc.
Ability to develop executive-level (CxO) relationships lead strategic initiatives with customers and present ESS value proposition to C-level executives.
Ability to work with partners to drive technical solutions to support ESS portfolio with Microsoft.
Ability to work with product management team to create new sol
