Microsoft Strategic Account Manager 

Taiwan, Taoyuan City 

661521978

Customer Engagement

• Proactively cultivates relationships and uses Microsoft sales strategies with executive, business, and technical decision makers at high levels of the organization through consultative engagement to establish alignment and secure buy-in and execution. Connects the account to Microsoft business and technical executives. Establishes Rhythm of Business (RoB) with top sponsors to regularly highlight the value of Microsoft solutions and subsequent Return on Investment (ROI). Works with partners to foster trust and brand growth and loyalty through multiple levels of the organization. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new areas. Leverages digital selling methods to grow network and create a pipeline, consume account-based marketing output, and reflect in the engagement strategy in the account plan.
• Proactively develops a comprehensive understanding of the business and technology needs and priorities. Identifies opportunities to drive optimizations and new business and technology solutions based on strategic direction. Presents solutions and ideas based on insights. Advocates on behalf of the account internally, ensuring requests and needs are being addressed. Develops a comprehensive understanding of the Insurance industry.
• Supports business transformation through technology to drive business outcomes and create business value. Leverages consultative and insightful listening skills that disrupt the mindset by bringing innovative ideas that showcase the need for change and new strategic direction. Is sought out for guidance related to transformation. Proactively involves corporate resources and engages cross-industry resources to drive transformation. Ability to influence and mitigate proactively competitive risk. Ensures line-of-business wins are captured as reference for scale through insightful listening..

Account Management

• Develops and oversees the execution of an account plan utilizing common sales and delivery methodology for the Microsoft sales organization and works to ensure engagements yield high volume sales that are on track with goals, outcomes, and forecasts. Leads a diverse, high-performing team and coordinates with internal industry experts on account planning and execution. Coordinates with industry experts to identify new business opportunities and drive growth. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through the account plan on regular frequency to achieve outcomes. Identifies stakeholders, needs, and priorities. Proposes initial Solutions/Sales Plays. Leverages sales acumen to set action items and approach to drive big bets and new business opportunities based on strategy and priorities.
• Thinks strategically about planning, setting standards and priorities, outlining where 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 to turn the account into a strategic partnership. Influences to scale strategic plans (inclusive of partners) and involves executive leadership team. Ensures documentation in the Account Plan.
• Leads planning and prioritization efforts to anticipate and ensure appropriate responses to needs. Develops strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities. Leads virtual teams to properly re-adjust priorities, all while maintaining a high level of commitment and accountability. Prioritizes line-of-business projects to achieve business outcomes. Reduces complexity by prioritizing the most strategic partners to deliver outcomes.
• Expands network of key internal and external partners and other business decision makers to grow sales and partner impact and to provide a seamless account management experience, ensuring proper execution of core tasks and transactions. Engages with key mainstream partners to promote long-term, mutually-beneficial business and technology transformation strategies. Expands network of influence on the board to expand reach and influence decision making. Drives joint solutions with partners. 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.

Sales Excellence

• Actively seeks feedback (both formal and informal) regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction. Helps in the creation of long-term strategies aimed at maintaining high levels of satisfaction. Orchestrates others to anticipate issues/risks, determine the root cause of problems, remove blockers, and establish recovery action plans to improve overall experience. Leverages key executive relationships to build trust. Proactively establishes agreement on success measures and manages execution to prevent need for recovery plans.
• Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers by leveraging best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry experience to build relationships with decision makers. Documents and creates stakeholder map in the account plan of the key decision makers, influencers, and sentiment.
• Engages decision makers to clearly articulate Microsoft’s value proposition aligned to business objectives. Translates features into business impact and outcomes that accelerate digital presence. Develops plans to offer more targeted solutions that satisfy key performance indicators (KPIs) and align the right partner solution for industry needs.
• Develops compelling, value-proposition presentations and specialized business plans that drive business outcomes. Demonstrates thought leadership and presents business plans to generate new non-qualified opportunities. Guides others on how to tailor industry-specific presentations. Presents outcome-based cross-solution strategies.
• Develops and implements plans for maximizing upselling/cross-selling non-qualified opportunities. 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 non-qualified opportunities while utilizing common sales and delivery methodology for the Microsoft sales organization.

Industry Knowledge

• Proactively builds and maintains knowledge of Microsoft’s product landscape, solutions, and strategy in the Insurance, Financial Services or FinTech industry, as well as of the business priorities and potential threats faced. Coordinates with internal industry experts to gather industry data and improve planning. Demonstrates understanding of the business strategy and the direction of the industry.