Job Category: Sales
Location: Birmingham, AL, US
Job ID: 825755-103169
As a Corporate Account Manager for Microsoft, you will lead an account team responsible for managing approximately 25 Microsoft designated Corporate Accounts and you will be a member of an outstanding sales team at Microsoft. Your primary responsibilities will include revenue attainment and growth for Microsoft products and services, customer satisfaction, Microsoft Premier Services, Partner integration, strategic competitive wins, transitioning customers to the Cloud, and delivering industry solutions for your clientele. You are expected to build trusted advisor relationships with key Business (i.e. CxO and VP) and Technical (i.e. CIO, CTO, and Architect) Decision Makers to influence their use of Microsoft Products to create their business solutions. You will act as the overall orchestrator of key specialty and corporate resources (Solution Specialists, Licensing Specialist, Microsoft Premier, Business Groups, Marketing, Partners, etc.) to define the sales strategy in your assigned customer base. In addition you will be responsible to define and execute Microsoft's long-term strategy for the account and evangelize Microsoft's vision, including Cloud solutions, products, technologies, and other solutions to meet strategic initiatives and revenue goals; assist customers to increase their operational efficiency; and help to secure the platform and enable customer satisfaction through relationship development and optimal use of Microsoft technologies.
Corporate Account Manage role is responsible for the following:
Build & execute a territory plan to deliver on a $15m-$20m annual product and services quota.
Developing and implementing an internal territory plan
Orchestrating the activities of an extended overlay sales team and partners to drive upsell and cross sell opportunities
Manage large competitive, strategic opportunities from 10% in pipeline to 100% closure through partner engagement
Execute strategies to take share from Microsoft's top competitors, including: Google, Oracle, Open Source/Linux, Salesforce.com, VMWare
Alignment of resource investments, demand generation, and scorecard strategies with identified territory revenue opportunity
Evangelize Microsoft's innovation roadmap by aligning customer business priorities to Microsoft value offerings, such as: How Microsoft Can Save Customers Money, Hosting Solutions, Software + Services Solutions, and Industry Solutions (engage ISV's to capitalize on industry opportunities)
Manage customer incentives to drive deal velocity as appropriate
Maintain accurate pipeline & forecast
Introduce Software Asset Management to customers and uncover any Unlicensed PCs
Support Customer Satisfaction initiatives across the CAM businesses
Qualifications: Qualifications include minimum of 5 years of enterprise sales experience or partner management, 8 to 10+ years of experience preferred, and a BS/BA in Business, Marketing or technology-related experience is requested. Knowledge of Microsoft's licensing policies, Platform products & channel model is important, along with a keen understanding of consultative solution sales and strong business acumen. The ideal candidate will have proven success in a leveraged sales model, including business development, account management and business planning. Teamwork, communication and cross-group collaboration skills are critical. 30% travel is expected. Position will be located in Birmingham, AL.
Microsoft - 14 months ago
Microsoft Corporation develops, manufactures, licenses and supports a range of software products for computing devices. The Company's...