Microsoft Healthcare & Life Sciences - Sales Account Executive VIC SA TAS 

Australia, Victoria, Melbourne 

693971126

Required/Minimum Qualifications

• 5+ years’ experience working in an industry (Healthcare, Government, Education) and/or driving digital transformation
  • OR bachelor’s degree in business, Technology, or related field AND 3+ years experience working in a relevant industry ( Healthcare, Government, Education) and/or driving digital transformation
  • OR master’s degree in business administration AND 2+ years’ experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education) and/or driving digital transformation.

Additional or Preferred Qualifications

• 8+ years’ experience working 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)
  • OR bachelor’s degree in business, Technology, or related field AND 6+ years’ experience working 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)
  • OR master’s degree in business administration AND 4+ years’ experience working 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).
• 3+ years account management experience OR equivalent.

In the meantime, please see our , and for more information on our recruitment process.

Customer engagement

• Build and maintain relationships with executives and decision makers at high levels of the customer's organization through consultative engagement, highlighting the value and ROI of Microsoft solutions.
• Deepen relationships with customers by being customer-focused, honouring commitments, and connecting them to Microsoft executives and partners.
• Assist partners in joint-selling and establish joint desire to create new go-to markets.
• Leverage digital selling methods to grow your network, create a pipeline, and consume account-based marketing outputs.
• Proactively develop a comprehensive understanding of the customer's business and technology needs and priorities, identifying opportunities to drive optimizations and new solutions.
• Advocate on behalf of the customer internally, ensuring their needs are being addressed. If industry aligned, develop a comprehensive understanding of the customer's industry.
• Understand customer drivers of business transformation and lead new opportunities to accelerate their digital transformation.
• Engage with customers to lead strategic technology direction and transformation within assigned accounts.
• Proactively mitigate competitive risk and capture line-of-business wins for referencing through insightful listening.

Account Management

• Develop and oversee the execution of account plans for multiple accounts to ensure revenue targets and customer needs are met.
• Drive accountability among extended virtual teams and internal industry experts, and lead partners to scale business by understanding their goals and creating mutual business growth.
• Ensure achievement of revenue and consumption targets, drive integrated joint account governance, and identify initial stakeholders, customer needs, and priorities.
• Think strategically about customer planning, setting standards and priorities, engaging decision makers on long-term business planning, and anticipating needs to turn enterprise accounts into strategic accounts.
• Anticipate moves and potential problems within assigned accounts, determine prioritization of action, and maintain a high level of commitment and accountability.
• Consult and coordinate with the account management team to make necessary adjustments and re-adjust priorities to respond to changing demands.
• Expand your network of key internal and external partners for accounts to ensure execution of core tasks and transactions.
• Grow sales and partner impact by engaging mainstream partners to develop and promote mutually beneficial customer business and technology transformation strategies.
• Share opportunities with partners, review and accept inbound opportunities, and proactively engage with partners' sellers to drive momentum and deal closure.

Sales Excellence

• Seek customer feedback to identify drivers of satisfaction and dissatisfaction and leverage internal resources to support their needs.
• Anticipate issues and risks, determine the root cause of problems, remove blockers, and establish recovery action plans to improve the customer experience.
• Lead and orchestrate extended virtual teams and key stakeholders with deep industry expertise to expand relationships with decision makers and stakeholders.
• Educate decision makers on Microsoft's value proposition, establish competitive advantage, and develop plans to offer solutions that satisfy customers' KPIs.
• Develop value-proposition presentations and specialized business plans to generate new opportunities and upsells.
• Implement strategies to engage stakeholders, create and identify upselling and cross-selling opportunities, and drive consumption of Microsoft solutions.