Account Executive

hace 7 días

San José, Costa Rica Microsoft A tiempo completo

Microsoft is empowering every person and every organization on the planet to do more and achieve more. We have set ourselves three bold ambitions: create more personal computing, reinvent productivity and business processes and build the intelligent cloud.

Our culture is centered on embracing a growth mindset, a theme of inspiring excellence and encouraging teams and leaders to bring their best each day. As part of our transformation, one of our key areas of focus is the modernization of our sales motions.

The Digital Sales organization is a newly formed organization with a charter to accelerate Microsoft’s growth in its cloud-first, mobile-first businesses along with the traditional businesses. This organization is at the forefront of establishing a new sales model leveraging modern technology and big data and analytics to drive impactful demand response and targeted sales coverage.

The Account Executive allows Microsoft to better serve our clients realize the potential of Microsoft Technologies and be at the forefront of the transition to a mobile-first and cloud-first organization.

This role is dedicated to increasing revenue and improving customer satisfaction through senior account management working in tandem with Microsoft Partners within a territory of accounts.

The Account Executive adds value by developing and maintaining strong customer relationships that include building relationships with executives at the Chief-level (CxO) as well as other Business and Technical Decision Makers within the customers’ organizations. This role is unique in its ability to effectively leverage technology and extensive members of the virtual sales team to build strong relationships with the accounts in its portfolio. It is also unique in its ability to work directly with and through Microsoft Partners to meet customer needs.

**Responsibilities**:
Customer Engagement
- Establishes and maintains customer engagements. Maximizes value of customer contact. Documents and synthesizes customer contacts for maximum effectiveness. Coaches others on customer relationships and engagement. 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. 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. Delivers value-based solutions for customer. 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.
- Conducts background research on existing customers. Captures and shares internally and externally key learnings about customers, history, and interest. Understands customer business and desired outcomes. Uses available digital tools to conduct and compile research. Applies lessons learned to future research. Relates customer priorities to Microsoft priorities and strategy. Demonstrates knowledge across industry and takes relevant use cases to customers.
- Ensures continuity of customer accounts and monitors customer satisfaction metrics (e.g., timeliness and quality of contact). Follows up and incorporates feedback from customers into future engagements. Ensures implementation matches intent and follows up as needed. Serves as resource for others on customer satisfaction best practices. Manages primary contact appropriately to ensure feedback is gathered from the correct sources on an ongoing basis.

Account Management
- Attends to and proactively addresses contract renewals. Educates customers on available licensing platforms. Presents licensing fundamentals in conversations with customers. Identifies opportunities to consolidate SKUs and/or cross-sells and upsells in accordance with customer priorities and outcomes. Collaborates proactively with partners to scale and maximize resources effectively.
- Determines priority and depth for each account in portfolio. Marshals resources to develop plan to execute against prioritization. Determines plan to meet or exceed quota based on customer analysis and available resources. Develops internal resources to support current and future customer engagements. Ensures cohesive plan across consumption, ads, upsell, and renewal. Creatively leverages programs to scale across customers. Leverages existing sales plays and prioritized partners to drive new business and pipeline creation.
- Collaborates with others, both internally and externally to Microsoft in order to achieve revenue targets. Manages key stakeholders to meet critical deadlines. Orchestrates strategic conversations internally or externally to match teams and resources to customer needs and to streamline customer experience.
- Identifies and qualifies opportunities and pursues through lifecycle. Drives adoption through to cross

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