Microsoft Account Executive - PS 

China, Shanghai 

664015030

yearsworking in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)

• Bachelor's Degree in Business, Technology, or related field AND6+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education) and/or driving digital transformation
• ORMaster's Degree in Business Administration AND 1+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education) and/or driving digital transformation.

• Builds andmaintainsrelationships with executives and business and technical decision makers athigh levelsof the customer's organization through consultative engagement toestablishRhythm of Business (RoB) with customer sponsors to highlight the value of the Microsoft solutions andsubsequentReturn on Investment (ROI).Seeksto deepen relationship with customers during interactions by being customer-focused and consistently honoring commitments and connecting the customer to Microsoft executives, and partners with them to foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts.Assistspartners in joint-selling byestablishingjoint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President).Leveragesdigital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing outputs, and reflect in the engagement strategy in our customer plan.
• Proactively develops a comprehensive understanding of the customer's business and technology needs and priorities for each assigned account.Identifiesopportunities to drive optimizations and new business and technology solutions based on customer's strategies. Presents solutions and ideas based on customer insights. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed. If industry aligned,alsodevelops a comprehensive understanding of the customer's industry.
• Understands customer drivers of business transformation and leads new opportunities and orchestrates internal teams to accelerate the customer's digital transformation. Engages with customers to lead strategic technology

• Develops and oversees the execution of account plans utilizing common sales and deliverymethodologyfor the Microsoft sales organization for multiple accounts to ensure Microsoft revenue targets and customer business needs are met. Drives accountability to deliver on account plans among the extended virtual teams and internal industry experts. 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 customer plan on regular frequency.Identifiesinitial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays.
• Thinks strategically about customer 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, andanticipatingneeds of assigned accounts to turn enterprise accounts into strategic accounts.Influences toscale strategic plans(inclusive of partners)and involves senior leadership team.Ensuresteams are documenting in the Account Plan.
• Anticipates moves within assigned accounts, as well as potential problems and ways to mitigate risks.Determinesprioritization of action for multiple assigned accounts based on customer needs, sales-generating importance, growth opportunities, and account risks, all whilemaintaininga high levelof commitment and accountability for assigned accounts. Consults and coordinates with the account management team to make necessary adjustments,determinewhat actions to tackle first, and re-adjust priorities to respond to pressing and changing demands.
• Expands network of key internal (e.g., Industry Solutions [IS]) and external partners for accounts to ensure execution of core tasks and account transactions. Grows sales and partner impact and engages mainstream partners to develop and promotemutually-beneficialcustomer business and technology transformation strategies. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages

Sales Excellence

• ofassigned accounts toidentifyand understand the drivers of satisfaction and/or dissatisfaction. Leverages internal resources to support customer needs. Orchestrates others (e.g., Customer Success Account Management [CSAM]) toanticipateissues/risks on customer satisfaction,determinethe root cause of problems, remove blockers, andestablishrecovery action plans as need to improve customers' overall experience. Proactivelyestablishesagreement on success measures and manages execution on success measures to prevent need for recovery plans.
• Leads and orchestrates extended virtual teams and key stakeholders with deep industryexpertise(e.g., customers' sponsors) to expand relationship with decision makers and stakeholders of assigned accounts byleveragingbest-in-class sales and communication techniques and tools to meet customer needs and accelerate sales. Document andcreatesstakeholder map in the account plan of the key decision makers, influencers, sentiment, etc.
• Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customer's businessobjectives. Establishes the competitive advantage. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs.
• Develops value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells.Presents business plans to customers to generate newnon-qualifiedopportunities.
• Implements strategies to engage relevant stakeholders of assigned accounts and create and/oridentifyupselling/cross-selling non-qualified opportunities and drive consumption of Microsoft solutions whileutilizingcommon sales and deliverymethodology

Industry Knowledge

• Proactively builds andmaintainsa strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face. Coordinates