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The Corporate Account Manager (AM) role adds value to Microsoft by delivering a well-managed, profitable and growing business produced through relationship excellence and sales excellence practices where the customer views the AM as trusted advisor.
ROLE: ACCOUNT MANAGER
The success of the business is measured in the following ways:
§ An expanding footprint in accounts through year-over-year percentage increase in customer addressable revenue (AR).
§ Account growth through increased signed EA renewal rates and net-new opportunity revenue while meeting annual revenue targets.
§ Year-over-year growing integration of partners and services in key wins.
§ Year-over-year increase in customer satisfaction as measured by Relationship Management scores.
§ Reciprocal Conditions of Satisfaction (COS) in place for each account that meet quality standards defined by Sales management and included as part of a comprehensive up-to-date account plan.
§ Business value discussed in every discussion and every proposal with the customer.
§ The customer is current on the installation and use of current products available, and realizes the value of new capabilities aligned to the Microsoft roadmap.
The Corporate AM role adds value by producing Customers with realized value from the MSFT platform through acquisition and deployment of the solutions they buy
1. Strong and deepening customer relationships
2. Strategic, effective and actionable account plans
3. Well- developed opportunities leading to a healthy pipeline producing wins that meet or exceed quota
4. High performing account teams through effective AM coaching and leadership
8 + years of related account management / Sales experience
Bachelor Degree is required, MBA is preferred
Embodies Microsoft core values of:
o Integrity and honesty
o Open and respectful
o Big challenges
Has strong time management and prioritization skills; is organized and methodical in his/her approach.
Has passionate attitude for sales, technology and customers as an enabler for a company’s growth.
Is experienced in building relationships with CXOs and business decision-makers.
Has the “discipline” of working with people; is structured in his/her approach to leading teams through complex technology solution sales.
Is experienced and adept at getting people working towards a common goal; consistently demonstrates strong people management skills.
Is tough skinned; shows no fear in the face of challenges; is someone who doesn’t take things personally.
Knows how to deliver on promises
Is creative, innovative; is often seen as visionary in his/her approach