Microsoft Account Executive-Digital Native 

China, Shanghai 

552070506

Required/Minimum Qualifications

• 7+ years experience working in an industry (e.g., Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  • OR Bachelor's Degree in Business, Technology, or related field AND 5+ years of experience working in a relevant industry(e.g., Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  • OR Master's Degree in Business Administration Degree AND 4+ years experience working in an industry (e.g., Government, Education), driving digital transformation, or relevant work experience (e.g., consulting, technology).

Additional or Preferred Qualifications

• Bachelor's Degree in Business, Technology, or related field AND 8+ years of experience working in an industry (e.g., Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  • OR Master's Degree in Business Administration Degree AND 6+ years experience working in an industry (e.g., Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology).
• 5+ years account management experience
  • OR equivalent.

Customer Engagement

• Proactively cultivates relationships with customers and uses Microsoft sales strategies with executive and business and technical decision makers at high levels of the customer's organization to establish alignment and secure buy-in and execution.
• Proactively develops a comprehensive understanding of customer's business needs and strategies for each assigned account, of their priorities, and of the industry direction.
• Leads digital transformation for assigned accounts to drive business outcomes and create business value for customers.

Account Management

• 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.
• Thinks strategically about account planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Influences to scale strategic plans and involves senior leadership team.
• Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs.
• Expands network of key internal (e.g., Microsoft Consulting Services [MCSs]) and external partners and other business decision makers in customers' accounts to grow sales and partner impact and to provide a seamless account management experience to the customers, ensuring proper execution of core tasks and account transactions. Engages with key internal partners to promote long-term, mutually-beneficial digital transformation strategies. Expands network of influence on the board to expand reach and influence decision making. Drives joint solutions with partners.

Sales Excellence

• Actively seeks customer feedback (both formal and informal) of assigned accounts regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction.
• Positions oneself as a thought leader and trusted advisor to executive-level business decision makers of multiple assigned accounts. Leverages best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise (e.g., industry solutions executives) to build stronger relationships with decision makers of assigned accounts.
• Engages decision makers of assigned accounts to clearly articulate Microsoft's value proposition aligned to customer's business objectives. Translates features into business impact and outcomes that accelerate the customer's digital presence.
• Develops compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes.
• Develops and implements plans for maximizing upselling/cross-selling opportunities in certain accounts. Drives plans to highlight Microsoft's and partners' solutions to solving additional business and technology issues and aims to expand budget allocated to Microsoft. Leverages virtual teams to identify and act on new opportunities.

Industry Knowledge

• Leverages a strong knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs. Proactively coordinates with internal and external network of industry experts (e.g., industry solutions executives, industry specific partners) to build strong knowledge of the industry and the competitive landscape. Leverages deep understanding of their customer to shares knowledge with virtual team and promote customer business perspectives.