Digital Account Management IC4

Overview - Corporate Accounts | SMEC | Field Sales Role  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.

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 outcome(s) 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 renewal process. Conducts in-depth assessments into customer environments to understand needs and coordinates and implements resources and internal partners (e.g., commercial executives) to drive growth and consumption targets.   Leads the strategic prioritization of accounts within the portfolio. Directs cross-functional resources and orchestrates development and execution against prioritization. Utilizes a deep understanding of relevant data (e.g., individual customer plan, analysis, available resources/programs) to devise and execute strategic plans that exceed quota for the upcoming year. Ensures a holistic and strategic integration of plans across consumption, upsell, and renewal. Optimizes investment programs to maximize impact across customers and identifies new ways to go-to-market. Provides strategic recommendations for sales plays and identifies key partners to drive new business and pipeline creation. Coaches others to identify and