OverviewThe Digital Account Executive facilitates Microsoft to better serve our Medium Enterprise managed clients realize their potential and help them on their Digital Transformation journey. The Account Executive adds value by developing and maintaining 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. The Digital Account Executive has to effectively leverage all the digital tools and processes available and orchestrate the other members of the team to address customer needs and requirements. Additionally, the Digital Account Executive engages with Partners to be able to find the best solution that will address the customer needs.
Efficiently orchestrate resources between different sales and specialized roles. Excel in key business processes such as territory management, pipeline management and overall business disciplines. Accountable for forecasting expected sales revenue.
Also the voice of the customer for Microsoft and share industry and competitive knowledge. This opportunity will allow you to accelerate your career growth, honing your sales and collaboration skills, and deepen cloud expertise. This role is flexible in that you can work up to 50% from home.
Responsibilities- Focuses on generating new pipeline by engaging with CXOs, ITDM and BDMs through territory planning, marketing signals and digital assets
- Central point maintaining customer relationships and advocates for customers within the organization/Microsoft.
- Surfaces customer organization structure to identify decision makers leveraging partners and v-teams.
- Engages with C-Suite executives. Focuses on customer satisfaction metrics. Takes ownership for issues and reaches out to customers to reinforce engagement.
- Ensures continuity of customer accounts and monitors customer satisfaction metrics by proactively establishing conditions of satisfaction at outset of engagement and managing escalation process.
Account Management
- Thinks strategically about sales territory for accounts, setting standards and priorities, outlining where to and how to leverage specialized and technical resources and other roles, engaging internal and external decision makers on long-term business planning.
- Helps existing/new customers to cloud solutions via a cohesive plan across adds, consumption, , through upsell, co-sell motions, and renewal maximizing customer business outcomes and experience
- Understands and accelerates customer's AI and cloud strategy.
- Builds enough pipeline to have a growing and sustainable business every single quarter.
Partnering
- Builds partner relationships to drive scale and revenue. Coaches and influences partners to consider different solution needs.
- Coordinates resources across teams to execute territory plans with partners. Leads teams on territory management best practices and techniques. Validates plans, drives accountability, and coaches teams to achieve or exceed plans. Drives strategic partner participation. Holds partners accountable to contribute to territory plan.
Maintain Product, Solution and Industry Expertise -
- Proactively builds and maintains a knowledge of Microsoft's products, landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities; demonstrates a understanding of the customers' business strategy and the direction of the industry.
- Orchestrates specialized resources to engage with customers to provide solutions-based and technology-based engagement to help customers address their challenges and opportunities.
- Leverages additional resources such as partners to engage with the customer to provide the right solution to the customer on their transformation journey.
QualificationsRequired/minimum qualifications- Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years sales and negotiation experience or related work experience OR 8+ years sales and negotiation experience OR equivalent experience.
Additional or preferred qualifications- Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 12+ years sales and negotiation experience or related work experience OR 14+ years software industry sales and negotiation experience OR equivalent experience.
- Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build relationships.
- Excellent Communicator. proven negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.
- High Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.
- Collaborative. Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
- Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses - positive approach to problem solving, learning, and development.
- Purposeful Planner & Executor - Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
- Disciplined Operator - Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
- Complex sales training, (extensive presentation skills, effective marketing tactics, negotiation, financial analysis,
- Knowledge and sales experience of cloud offerings and solutions is preferred
- Knowledge and sales experience of line of Business applications, business process consulting or automation, CRM, Employee Performance Management (systems and processes).
- Experience working in or selling to either Legal or Financial Services markets.
Digital Account Management IC5 - The typical base pay range for this role across Canada is CAD $150,900 - CAD $215,900 per year.
Find additional pay information here:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html
Digital Account Management IC5 - L'échelle salariale de base typique pour ce rôle dans l'ensemble du Canada est de 150,900 $ CAD à 215,900 $ CAD par année.
Pour plus d'information au sujet de la rémunération, veuillez cliquer ici:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html
Ce poste sera ouvert pendant au moins cinq jours et les candidatures seront acceptées de façon continue jusqu'à ce que le poste soit pourvu.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
