Overview
Account Management - Establishes and maintains customer engagements, and focuses on value of customer contact. Begins to develop contacts across lines of business. Conducts background research and investigates existing accounts customers. Captures key learnings about customers, history, and interest. Understands customer business and goals. Ensures effective transition and ongoing management of accounts and monitors customer satisfaction metrics. Addresses renewal options with internal partners and customers to align business outcomes and ensure renewal. Determines priority for each account in portfolio, and identifies resources to develop plan to execute against prioritization. Helps customers drive value from existing Microsoft investments. Orchestrates collaboration to match teams and resources to customer needs. Understands customer digital transformation strategy. Identifies and qualifies opportunities and pursues through lifecycle. Drives adoption through to cross-sell/upsell to new opportunities. Stays up to date on Microsoft offers and solutions. Uses knowledge to engage with customers and with internal teams.
Responsibilities
Responsibilities
Strategically identifies and qualifies business opportunities, leading them through the sales lifecycle to maximize customer engagement. Drives improvements in pipeline accuracy and hygiene by expertly applying common sales and delivery methodology for the Microsoft sales organization e.g., MCEM criteria for qualifying and progressing sales prospects. Advocates for Microsoft solutions to customer by articulating value and strategically promoting upsell/cross-sell opportunities. Orchestrates customer strategy development, leading the creation of sales strategies to achieve customer goals, and presents sophisticated Microsoft solutions in high-stakes deals. Collaborates with customer leaders and stakeholders to thoroughly analyze budget considerations and decisively align strategic priorities for investment with a significant impact on business outcomes.Strategically manages and proactively leads renewals and anniversaries for both enterprise agreement EA and cloud solution provider CSP, with a focus on maximizing customer engagement and satisfaction. Develops tailored renewal options that align with partners and customer business outcomes and licensing vehicle and supports others in the renewal process. Seeks out opportunities to consolidate and drives cross- and upsells that are closely integrated with customer priorities and predicted outcomes. Implements and drives negotiation strategies and stakeholder maps. Takes lead in driving conversations with appropriate parties and collaborates with partners to scale and maximize resources effectively. Collaborates with partners to ensure right outcomes for the customer. Works with customers and partners to drive assessments and deep dives into customer environments. Understands and leverages investments in best possible way during re
