Microsoft
Consulting Account Management
Microsoft, Washington, District of Columbia, us, 20022
At Microsoft, our core mission is empowering every person and every organization on the planet to achieve more. Microsoft Industry Solutions Delivery (ISD) is a global organization hosting over 6,000 strategic sellers, industry and security experts, elite engineers, world-class data scientists and architects, consultants, and delivery specialists. Together with our partners, we help Microsoft’s most strategic customers worldwide to address their specific challenges and provide comprehensive and industry-specific solutions that meet their unique needs.
Our organization is at the forefront of innovation, driving value across the entirety of the customers’ digital and AI transformation journey through repeatable and customized cutting-edge solutions powered by Microsoft Cloud and AI. We take pride in embodying Microsoft's mission of empowerment, promoting a growth mindset, inspiring excellence, and fostering a culture of inclusivity where everyone is encouraged to share their unique perspectives and be their authentic selves. By joining our team, you'll have the opportunity to contribute to life-changing innovations that impact billions of people worldwide.
As an experienced leader, you will have the opportunity to work directly with the largest customers in the world and play a pivotal role in shaping their adoption of Microsoft technologies, including Microsoft cloud technologies and artificial intelligence.
You will also be responsible for the overall business performance of your territory, working across organizational boundaries to drive execution and clarity in a complex, matrixed environment. This includes building durable customer relationships and successfully directing Industry Solutions Delivery (ISD) business motions.
Responsibilities
Relationship Management
Drives and leverages for agreement with the core account team, building and strengthening relationships with Microsoft partner teams, such as software and customer success teams, (e.g., Account Team Unit (ATU) and Customer Success Account Management (CSAM)), as well as the pursuit and delivery teams, through regular rhythm of connections.
Brings expertise, insights, and perspectives from customer engagement to Microsoft business to drive deeper customer engagement.
Contributes to and leads the Microsoft overall account teams, solution teams, and other partner groups.
Leverages insight from consulting account-delivery team to ensure awareness of status of projects in delivery.
Plans regular consulting connections with customer to seek customer feedback and maintain proactive dialogue on overall consulting value provided, as well as relationship risks and issues.
Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience.
Facilitates CXO connections between customer and Consulting to enable customers to provide feedback directly to Microsoft executives.
Owns and maintains in agreement with the core account team customer and partner relationships, influences key decision makers and leads effective rhythms of connection with customer and partner stakeholders.
Builds and maintains relationships with appropriate networks of Microsoft decision makers and leaders, and successfully leverages them where needed for customer and partner success.
Strategy and Planning
Leads the contributions of the Account Team and the Consulting account team to the account vision and strategic approach.
Provides insights, ideas, and recommendations to address immediate and longer-term customer priorities and Microsoft objectives.
Contributes to the overall One Microsoft strategy, driving for agreement with account team on Consulting and Partner strategy.
Leverages appropriate tools, frameworks, and methodologies to develop a deliberate approach to position potential modernization and digital transformation outcomes specific to their industries.
Understands the weaknesses and strengths of competitor solutions and footprints and leverage this knowledge in strategy and planning.
Leads the Industry Solutions account planning contribution with the wider Microsoft Customer and Partner Solutions (MCAPS) account team.
Proactively looks ahead and identifies actions required to develop Consulting opportunities that are aligned with the account strategy.
Accelerate Cloud Growth
Identifies, qualifies, leads, manages, and closes strategic industry cloud opportunities on prioritized accounts aligned to documented customer business value and outcomes.
Drives advanced workloads and usage.
Accelerates Microsoft Cloud differentiation against competitors and wins more market share.
Increases customer business value with advanced technology and drives consumption.
Account Team Orchestration
Orchestrates the consulting-sales relationship with the core account team.
Orchestrates and coordinates across the account team, customer success team, service team, and the Consulting account team.
Deal Excellence
Ensures all applicable leads and qualified opportunities are linked to customer priorities in the account plan.
Maintains accurate Sales Stage, Forecast Recommendation and Due Dates in required systems of record.
Consistently delivers on committed forecast recommendations.
Drives discussions of terms and conditions with executive-level customer stakeholders.
Maintains productive working relationships with those involved in negotiation.
Qualifications
Required/Minimum Qualifications
8+ years industry sales experience in the commercial or public sector (e.g. Finance, Local Government)
OR Bachelor's Degree AND 6+ years industry sales experience in the commercial or public sector (e.g. Finance, Local Government) or related work
OR equivalent experience.
3+ years consulting solution sales experience.
Additional or Preferred Qualifications
Bachelor's Degree in Business, Information Technology (IT), or related field AND 6+ years industry solution or consulting sales experience in the commercial or public sector.
OR Master's Degree in Business, Information Technology (IT), or related field AND 8+ years experience in technology sales experience in the commercial or public sector.
5+ years consulting solution sales experience.
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Our organization is at the forefront of innovation, driving value across the entirety of the customers’ digital and AI transformation journey through repeatable and customized cutting-edge solutions powered by Microsoft Cloud and AI. We take pride in embodying Microsoft's mission of empowerment, promoting a growth mindset, inspiring excellence, and fostering a culture of inclusivity where everyone is encouraged to share their unique perspectives and be their authentic selves. By joining our team, you'll have the opportunity to contribute to life-changing innovations that impact billions of people worldwide.
As an experienced leader, you will have the opportunity to work directly with the largest customers in the world and play a pivotal role in shaping their adoption of Microsoft technologies, including Microsoft cloud technologies and artificial intelligence.
You will also be responsible for the overall business performance of your territory, working across organizational boundaries to drive execution and clarity in a complex, matrixed environment. This includes building durable customer relationships and successfully directing Industry Solutions Delivery (ISD) business motions.
Responsibilities
Relationship Management
Drives and leverages for agreement with the core account team, building and strengthening relationships with Microsoft partner teams, such as software and customer success teams, (e.g., Account Team Unit (ATU) and Customer Success Account Management (CSAM)), as well as the pursuit and delivery teams, through regular rhythm of connections.
Brings expertise, insights, and perspectives from customer engagement to Microsoft business to drive deeper customer engagement.
Contributes to and leads the Microsoft overall account teams, solution teams, and other partner groups.
Leverages insight from consulting account-delivery team to ensure awareness of status of projects in delivery.
Plans regular consulting connections with customer to seek customer feedback and maintain proactive dialogue on overall consulting value provided, as well as relationship risks and issues.
Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience.
Facilitates CXO connections between customer and Consulting to enable customers to provide feedback directly to Microsoft executives.
Owns and maintains in agreement with the core account team customer and partner relationships, influences key decision makers and leads effective rhythms of connection with customer and partner stakeholders.
Builds and maintains relationships with appropriate networks of Microsoft decision makers and leaders, and successfully leverages them where needed for customer and partner success.
Strategy and Planning
Leads the contributions of the Account Team and the Consulting account team to the account vision and strategic approach.
Provides insights, ideas, and recommendations to address immediate and longer-term customer priorities and Microsoft objectives.
Contributes to the overall One Microsoft strategy, driving for agreement with account team on Consulting and Partner strategy.
Leverages appropriate tools, frameworks, and methodologies to develop a deliberate approach to position potential modernization and digital transformation outcomes specific to their industries.
Understands the weaknesses and strengths of competitor solutions and footprints and leverage this knowledge in strategy and planning.
Leads the Industry Solutions account planning contribution with the wider Microsoft Customer and Partner Solutions (MCAPS) account team.
Proactively looks ahead and identifies actions required to develop Consulting opportunities that are aligned with the account strategy.
Accelerate Cloud Growth
Identifies, qualifies, leads, manages, and closes strategic industry cloud opportunities on prioritized accounts aligned to documented customer business value and outcomes.
Drives advanced workloads and usage.
Accelerates Microsoft Cloud differentiation against competitors and wins more market share.
Increases customer business value with advanced technology and drives consumption.
Account Team Orchestration
Orchestrates the consulting-sales relationship with the core account team.
Orchestrates and coordinates across the account team, customer success team, service team, and the Consulting account team.
Deal Excellence
Ensures all applicable leads and qualified opportunities are linked to customer priorities in the account plan.
Maintains accurate Sales Stage, Forecast Recommendation and Due Dates in required systems of record.
Consistently delivers on committed forecast recommendations.
Drives discussions of terms and conditions with executive-level customer stakeholders.
Maintains productive working relationships with those involved in negotiation.
Qualifications
Required/Minimum Qualifications
8+ years industry sales experience in the commercial or public sector (e.g. Finance, Local Government)
OR Bachelor's Degree AND 6+ years industry sales experience in the commercial or public sector (e.g. Finance, Local Government) or related work
OR equivalent experience.
3+ years consulting solution sales experience.
Additional or Preferred Qualifications
Bachelor's Degree in Business, Information Technology (IT), or related field AND 6+ years industry solution or consulting sales experience in the commercial or public sector.
OR Master's Degree in Business, Information Technology (IT), or related field AND 8+ years experience in technology sales experience in the commercial or public sector.
5+ years consulting solution sales experience.
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