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ACCOUNT EXECUTIVE: Microsoft is proactively engaging in a transition to becoming a devices, software and services company. Part of this transformation & helping transform an education agenda for the 21st Century and is about much more than providing a child with a low-cost computing device. Central to the success of these projects is an end to end and holistic approach that combines not just devices, but also systems architecture, applications, content, training, services and clear definition of outcomes that can be measure and supported by all the stakeholders. From devices to back end infrastructure, from applications and content to training and support, Microsoft’s commitment to education and the solutions available to support almost any approach mean we have an unprecedented opportunity to win these large 1:1 opportunities both in K12, Higher Education (HE) and Further Education (FE).
The Education Sector Manager is responsible for engaging large education accounts The role is accountable for driving share and revenue and winning fans in all targeted accounts; this includes being responsible for the maintenance of account planning, sales pipeline and win/loss tools.
Success is measured by education sell-through revenue that meet or exceed year-end growth projections, increase share growth across workloads – especially focused on winning device sales and 0365 -, growth in run rate, forecast accuracy, scorecard, positive customer satisfaction (CPE), other KPI’s, positive team/manager/external stakeholder feedback.
The AE-EDU role adds value by:
Managing Education Alliance agreement and its commitments with HEC and being a focal point for the 150+ Unis covered.
Driving high impact, business solutions that engage the customer, drive product revenue, and leverages the Microsoft eco-system through Consultative/Solutions selling especially focused on device selling and winning in the cloud – especially driving usage of Microsoft software technologies.
Well-developed opportunities leading to a sales pipeline producing wins that meet or exceed quota and drive positive reference wins which can be used in breadth sales engagement and through PR placement.
Competing on every Windows Device including tablet & phone 1:1 opportunity and beating the competition with education solutions. Lead with O365/cloud and position Windows 8 as the ultimate learning platform on a wide range of Windows devices.
Equally selling a wide range of Windows capable devices, both Windows OEM, Surface tablets and Windows Phone units with the goal of becoming the leading supplier of “Education enabled devices” to education customers.
Sell services especially Premier and MCS service engagement to EPG accounts.
Build strong and deepening customer relationships – customers with realized value from the MSFT platform through acquisition and deployment of the solutions they buy.
Developing and executing strategic, effective and actionable EPG account plans.
Driving and assisting SMS&P execution of campaigns that meet or exceed quota where you are assigned as Territory Managers accountable for depth (EPG) and breadth (SMS&P) revenue streams.
The AE-EDU role is unique in:
100% attainment of Education quota – EPG segment & SMS&P academic pricing level
Align key assets to drive execution in sales approach – YouthSpark, PiL, TwT, ITA, Certifications & devices
Partner with OEM to drive Windows device adoption by students in your assigned accounts.
Secure O365 for EDU in all accounts and upsell to paid skus (A3/4) and Student Advantage
Drive the “Platform” sales motion with Microsoft Enrollment for Education Solutions (EES) & Microsoft Open Value Subscription – Educational Solutions (OVS-ES) Include IT Academy Memberships in EES/OVS-ES agreements.
Drive Premier sales in all EPG accounts and ensure a deployment plan is in place, approved and resourced by the customer.
Exhibit strong Account Team Leadership by strengthening your Strategic Advisor Relationships supporting the following (where agreed upon in your subsidiary):
Account Technology Strategist (ATS) and SSP-Edu to drive full platform adoption, deployment and facilitate relationships.
Licensing Sales Specialist (LSS) to drive the closing of licensing contracts and facilitate relationships.
STU (SSP/TSP) resources to pursue growth opportunities and facilitate relationships.
Partners to provide scale and Industry specific solutions.
Services Executive to drive alignment with relevant Service Line Offerings (SLO’s).
SMS&P execution for the Education segment that you are accountable for (K12, HE, FE) as appropriate, in co-selling with partners motion
Leverage the partner eco-system to establish named individuals to support your customer engagement as if they were your own sales team. Ensure the partner team are feeding and nurturing your sales team.
Exhibit strong Account Team leadership by strengthening your Strategic Advisor Relationship driving high impact, business solutions that engage the customer, drive product revenue, and leverages the Microsoft eco-system through Consultative/Solutions selling especially focused on device selling and winning in the cloud. Develop a shared buying vision and define engagement details with BDM’s & IT as needed.
Build strong and deepening customer relationships – customers with realized value from the MSFT platform through acquisition and deployment of the solutions they buy, creating fans
Consistently drive joint Account Planning by strategically aligning customer priorities and accelerating the selling of solutions.
Discover Solution Area opportunities through Business Gap Assessments of customer solution area needs and engage partners in solution area map.
Drive Solution Area wins with partners (with additional focus on Dynamics CRM (Learning Analytics).
Build Showcase reference wins and case studies
Ensure that breadth engagement (SMS&P) for sales territory is robust. Support Education Events and Partner recruitment and engagement where and when required. View partners as your own sales team co-selling and manage as such. Continue account mapping with OEM partners
Leverage CityNext as a key means for engagement in close alignment with PS
Key Success Criteria:
Achieve annual education revenue goals at EPG segment & SMS&P
Academic pricing levels. Drive the annuity sales motion with Microsoft Enrollment for Education Solutions (EES) & Microsoft Open Value Subscription – Education Solutions (OVS-ES)
Develop consistent Education Windows devices pipeline, forecast and business Management acumen to manage your business and achieve your goals. Escalate at-risk deals for management review and escalate to CompHot team as early as possible for competitive deals – complete win/loss tool as appropriate.
Background and Experience:
– A proven sales or sales management track record that includes extensive direct contact with customers and partners and an ability to develop and implement successful sales plans
– Ability to win in a highly competitive environment
– proven ability to successfully address competitive threats, navigate complex customer environments and make the appropriate judgment calls to succeed
– Subject matter expertise. Understand and be able to articulate the way education institutions use technology to support teaching and learning.
– Passion for Education and ICT: Likes to win and is passionate about making a strong contribution to future generations.
– Demonstrated expertise positioning education solutions to senior education decision makers by reinforcing the technology value to the customer’s overall business pain and/or strategic opportunities.
– Executive maturity and presence to appropriately represent Microsoft to senior IT and Business executives at our customers and partners. This includes the ability to understand key industry drivers, issues and solutions, distribution channels, partners and analyst insights
– Strong analytical skills and ability to draw insights and develop strategies from the data surrounding our business
– A track record of developing and driving virtual teams across the organization to drive deeper value based engagement into accounts
– Qualifications include a minimum of five years of demonstrated successful territory and sales management experience and demonstrated capacity to manage sales and technical professionals
– Have worked for IFI/funding bodies in landing large scale national level programs
– A BA/BS degree or equivalent experience preferred
– 20 – 40% travel required