Strategic Account Management

Microsoft’s Enterprise Account Team focuses on partnering with customers to achieve strategic goals. This team is responsible for providing a differentiated Customer experience for our customers, delivering solutions that result in targeted business outcomes and driving revenue growth for Microsoft. A strategic account manager: - Leads and coordinates a diverse and high-performing team and key stakeholders on plan execution and drives accountability to deliver on account plans and grow the account. - Leads efforts to share Microsoft and partner strategies across other segments of the customer's account and ensures customer success in the acquisition, implementation, and consumption of Microsoft's and partner's services. - Conducts ongoing executive mapping exercises to ensure alignment across key internal and external groups. - Provides thought leadership and strategic co-innovation ideas, and challenges customers when appropriate to think differently and offer alternative industry-specific points of view. - Sets organizational tone for building and maintaining long-term strategic customer relationships and for driving larger impact for the customer. - Leads the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. - Brings greater customer/partner ecosystem together with the customer to discuss how to enrich customer's value to their customers. - Proactively explores and uncovers technologies and confirms customer interest, and has an understanding of where Microsoft may not be able to compete, and how key customer competitors compete. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. **Responsibilities**: - Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts. Leads, challenges, and inspires team to focus on top priorities and challenges to drive business case. Leverages deep industry expertise to anticipate industry direction, ecosystem, and transformation. - Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners to ensure execution of core tasks and account transactions and to provide a comprehensive account management experience. Leads regular meetings for strategic accounts with relevant partners. Influences transformation for partners to build innovative solutions and applies an ecosystem-wide perspective to better position partner growth at all levels. - Proactively develops a strong, comprehensive understanding of customer's business needs, priorities, and strategies and industry insights, competition, market competitive trends, and the customer's customers. Guides internal colleagues on ways to develop deeper customer knowledge. Anticipates customers' needs to deliver new insights on customers' business strategies. Articulates need to address customer's business needs (both internally and to the customer). Identifies and pursues opportunities to optimize offerings and delivers solutions into overall long-term business strategy. Regularly seeks out new information via annual reports, 10-Ks, reads LinkedIn articles, and engages in ongoing customer/partner conversations to learn more about customer issues. Anticipates new potential market opportunities for the customer, leveraging deep industry expertise. - Creates and qualifies new opportunities by identifying highly strategic opportunities (e.g., very large, long-term, high-impact) within accounts and guiding the customer on how to best identify new opportunities, leveraging deep customer and industry relationships. Proactively directs team to create "Points of View" for customers, and reads emerging patterns across the industry to anticipate customer needs and concerns. Drives new business opportunities across the team by creating a partner ecosystem, and empowers team members to find new opportunities by acting as a role model and by setting a clear vision and energy for the team to drive towards. **Qualifications**: - Bachelor's or Master's Degree in business or technology related field - Multiple years of experience working in the Consumer or Retail industry - Numerous years of people management experience - Several years of experience closing large, complex agreements/deals and communicating with executive stake