Digital Account Management

hace 4 horas

San José, Costa Rica Microsoft A tiempo completo

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 an experienced account executive who will oversee a portfolio of our largest public sector customers in the English-speaking Caribbean region. To be successful in this role you will need to be adept at building relationships, defining digital transformation roadmaps and driving multiple resources within a broad virtual team of internal and external contacts.

**Responsibilities**:
Customer Engagement
- Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization to establish alignment on mutual goals and trust in future interactions
- Acts as the central point of contact for customer requests and communication to ensure we are building long lasting relationships that our customers can rely on for consistency and response times.
- Proactively develops a strong understanding of the customer's industry and priorities for each assigned account, identifies opportunities to drive optimizations and new digitalization solutions based on customer's strategies, and presents solutions/ideas based on customer insights.
- Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed.
- Understands customer drivers of digital transformation and leads new opportunities and orchestrates internal teams to accelerate the customer's digital transformation.

Account Management
- Develops and oversees the execution of account plans for multiple accounts to ensure Microsoft revenue targets and customer business needs are met
- Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth.
- Engages with internal and external stakeholders on business planning to review and plan for accounts.
- Determines prioritization of action for multiple assigned accounts based on customer needs, sales-generating importance, growth opportunities, and account risks, all while maintaining a high level of commitment and accountability for assigned accounts.
- 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.
- Develops value-propositions aligned with business priorites of our customers that are industry focused and detail roadmaps for customers to digitally transform their business

Sales Excellence
- Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction.
- Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.
- Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customer's business objectives.
- 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.

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 technology sales, account or territory management, driving digital transformation, and/or relevant work experience (e.g., consulting, technology)
- Fluent in English

Additional Qualifications
- Master's Degree in Business Administration Degree or Masters of Science in a technology related field e.g. Computer Science, IT Management, Telecommunications, Engineering, etc.
- Microsoft Certified: Azure, M365, Dynamics Fundamentals
- Understanding of core Microsoft technologies and solution areas across 3 clouds M365, Dynamics & Azure
- Bac

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