Digital Account Executive

3 days ago

Singapore Microsoft Full time

Develops and oversees the execution of account plans for multiple accounts and works to ensure engagements yield high volume sales for both Microsoft and the customer that are on track with goals, budgets, and forecasts. Understands customer drivers of digital transformation and leverages understanding to engage internal teams to accelerate the customer's digital transformation and strategy. Cultivates relationships and uses Microsoft sales strategies throughout multiple levels of the customer's organization to establish strong alignment on long-term goals and secure buy in and execution. Leverages knowledge of and experience with Microsoft's product landscape, solutions, and strategy to address customers' needs.

**Responsibilities**:
Customer Engagement
- Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization to establish alignment on mutual goals and trust in future interactions. Seeks to deepen relationship with customers during interactions by being customer-focused and consistently honoring commitments and connecting the customer to Microsoft executives. Partners with them to foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g.,Vice President).
- Proactively develops a strong understanding of the customer's industry and priorities for each assigned account, identifies opportunities to drive optimizations and new digitalization solutions based on customer's strategies, and presents solutions/ideas based on customer insights. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed.
- Understands customer drivers of digital transformation and leads new opportunities and orchestrates internal teams to accelerate the customer's digital transformation. Engages with customers to lead strategic technology direction/transformation within assigned accounts customer. Ensures line-of-business wins are captured (e.g., testimonials) for referencing.

Account Management
- Develops and oversees the execution of account plans for multiple accounts to ensure Microsoft revenue targets and customer business needs are met. Drives accountability to deliver on account plans among the extended virtual teams and internal industry experts. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interested in mutual business growth. Ensures sales consumption and adoption goals on target.
- Engages with internal and external stakeholders on business planning to review and plan for accounts. Set priorities, focus, and resources and strengthens operations, ensuring that the extended virtual team and other stakeholders are working toward common goals.
- Anticipates moves within assigned accounts, as well as potential problems and ways to mitigate risks. Determines prioritization of action for multiple assigned accounts based on customer needs, sales-generating importance, growth opportunities, and account risks, all while maintaining a high level of commitment and accountability for assigned accounts. Consults and coordinates with the account management team to make necessary adjustments, determine what actions to tackle first, and re-adjust priorities to respond to pressing and changing demands.
- Expands network of key internal (e.g., Microsoft Consulting Services [MCSs]) and external partners for accounts to ensure execution of core tasks and account transactions. Grows sales and partner impact and engages key partners to develop and promote mutually-beneficial customer digital transformation strategies.

Sales Excellence
- Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. Leverages internal resources to support customer needs. Orchestrates others (e.g., Technical Account Managers [TAMs]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.
- Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise (e.g., industry solutions executives) to expand relationship with decision makers and stakeholders of assigned accounts. Leverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales.
- Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customer's business objectives. Establishes the competitive advantage.

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