Account Executive - MBA

Microsoft · Guangdong

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Come build community, explore your passions and do your best work at Microsoft. This opportunity will allow you to bring your aspirations, talent, potential - and excitement for the journey ahead. 

As an Account Executive,  you will build trust and credibility with executives, decision makers to address business and technical needs; Develops a comprehensive understanding of customer industry and identifies opportunities to drive optimization and digitalization solutions; Initiates conversations with customers on digital transformation; Coordinates with extended virtual teams and holds team accountable for executing customer needs; Sets priorities, focus, and resources and strengthens operations, ensuring that the extended virtual team and other stakeholders are working toward common goals; Plans ahead to determine order of priority for action on accounts based on customer needs, sales-generating importance, growth opportunity and assessment of risks. 

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.

• Engages with internal and external stakeholders on account planning for assigned accounts and sets strategic priorities and plan to achieve outcomes. Structures and leads account planning rhythm to set priorities, aligns Solutions/Sales Plays and opportunities, partners, focus, and resources to regularly update the plan, ensuring that the extended virtual team (inclusive of partners) and other stakeholders are working toward common goals. Ensures teams are documenting in the Account Plan.
• Builds and maintains a network of internal (e.g., Industry Solutions [IS]) and external partners to drive opportunities and influence impact for multiple assigned accounts. Leverages relationship with partners to develop and share customer business and technology transformation plans that support mutual needs. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners.
• Manages and executes plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts to ensure Microsoft targets and customer business needs are met. Coordinates with extended virtual teams and holds self and the team accountable for executing on plans and meeting customer needs. Outlines revenue targets to deliver on account plans. Orchestrates extended team and embraces partners to scale business. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays.
• Develops a strong understanding of the customer's business and technology needs and the needs of each assigned account. Identifies opportunities to drive optimizations and new business and technology solutions/ideas based on their needs and strategies. Works on behalf of the customer. If industry aligned, also develops an understanding of the customer's industry.
• Builds and maintains relationship with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to establish trust and credibility in future interactions. Continues to build reputation with customers during interactions by being customer-focused, consistently honoring commitments, explaining technical concepts relevant to the customer, and connecting the customer to Microsoft executives. Leverages selling methods (e.g., digital) to network and create a pipeline, consume account-based marketing outputs, and reflect the engagement strategy in our customer plan.
• Understands customer drivers of business transformation and contributes to technology/transformation with the customer. Initiates conversations with customers on digital transformation for assigned accounts. Mitigates competitive risk. Ensures line-of-business wins are captured (e.g., testimonials) for referencing through insightful listening.
• 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., Customer Success Account Management [CSAM]) 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.

Required Qualifications:

• Master's Degree in Business Administration
  • OR Bachelor's Degree in Business, Technology, or related field AND 1+ year(s) experience working in a relevant industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education) and/or driving digital transformation
  • OR equivalent experience.

Preferred Qualifications:

• Master's Degree in Business Administration AND 3+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education) and/or driving digital transformation
  • OR Bachelor's Degree in Business, Technology, or related field AND 5+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education) and/or driving digital transformation
  • OR equivalent experience.
• 2+ years account management experience OR equivalent.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

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