Digital Account Executive
hace 4 semanas
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. 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. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
We are looking for a dynamic account executive who can execute across a large and diverse territory of education customers in both English & Spanish speaking locations. This role covers SMC-Corporate EDU customers covering Government and privately owned learning organizations. Your typical work day will require you to drive adoption and usage in customers, renew and upsell contracts, influence senior level BDMs & TDMs all in cooperation and orchestration of your virtual team.
To be successful in this role you should be excited about making a positive impact to educational institutions, teachers and students through the use of Microsoft technology.
**Responsibilities**:
Account Management
- Develops and oversees the execution of territory plans with focus on top accounts to ensure Microsoft revenue targets and customer business needs are met. Drives accountability to deliver on territory plans among the extended virtual teams and internal industry experts. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interested in mutual business growth.
- Special focus in Education on Azure Consumed Revenue growth, Windows Device Activation & Teams active usage to ensure we are focusing on customer satisfaction and creating value for their investments
- Engages with internal and external stakeholders on business planning to review and plan for accounts. Set priorities, focus, and resources and strengthens operations, ensuring that the extended virtual team and other stakeholders are working toward common goals.
- Expands network of key internal and external partners for accounts to ensure execution of core tasks and account transactions. Grows sales and partner impact and engages key industry partners to develop and promote mutually-beneficial customer digital transformation strategies.
Sales Excellence
- Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. Leverages internal resources to support customer needs. Orchestrates others to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience.
- Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise (e.g., industry solutions executives) to expand relationship with decision makers and stakeholders of assigned accounts. Leverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales.
- Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customer's business objectives. Establishes the competitive advantage. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs.
- Develops value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells. Presents business plans to customers to generate new opportunities.
- Implements strategies to engage relevant stakeholders of assigned accounts and create and/or identify upselling/cross-selling opportunities and drive usage of Microsoft products.
Industry Knowledge
- Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face. Coordinates with internal industry experts (e.g., industry solutions executives) to gather industry data of assigned accounts and improve planning. Demonstrates a strong understanding of the customers' business strategy and the direction of the industry.
Other
- Embody our culture and values
**Qualifications**:
Required/Minimum Qualifications
- 5+ years experience working in an industry (e.g., Government, Education), driving digital transformation, and/or relevant work experience (e.g., consulting, technology)
- Bachelor's Degree in Business, Technology, or related field AND 3+ years of experience working in a relevant industry (e.g., Healthcare, Government, Education, Manufacturing, Automotive, Retail), driving digital transformation, and/or rele
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