Microsoft Consulting Account Leader 

Singapore 

363396065

ISD - Consulting Account Manager role in ASEAN will focus on leading the consulting sales across Major Enterprise accounts across ASEAN, focusing on strategy & planning, accelerating cloud growth, and Deal Excellence.

Consulting Account Management mayachieve results through:

Engage and develop trust with customers, with empathy for their challenges, an understanding of their role, the business, technical challenges and regulatory controls and requirements they face.

Solution Selling mapping:Building on customer credibility, map ISD solutions focusing on the industry-specific based required outcomes leveraging the Catalog () and your knowledge and expertise.

Account Prioritization:Engaging early with the EOU (Enterprise Operating Unit: ATU, STU, and CSU) peers based on sales leadership discussions to identify key accounts and acquire accounts within the Majors aligning to ISD sales plays.

Communicating Value:Regularly communicate the

Qualifying Opportunities:Rigorously qualify opportunities through all MCEM sales stages and maintain an accurate close plan, keeping stakeholders informed on progress and minimizing month on month deal slippage.

Accelerating Cloud Growth:Leverage ISD solution offerings (see) and delivery models (GDC, PDOC) to support Land and Expand Commercial Solution Area (CSA) Portfolio mix; MACC attach; Acquiring Majors accounts with the STU; and Large Transformation deals.

Invest in personal development, building Sales Expertise:Continuously improve sales skills and evolve industry and CSA (Commercial Solution Area) knowledge, see

Competitive landscape knowledge:Understand and maintain key competitive knowledge relating to your solution area workloads, for example, but not limited to: AWS, Google, Salesforce, ServiceNow, Splunk to assist and understand and scope customer business, migration and transformation requirements against ISD solution offerings.

Process Champion:Adhering to MCEM and ISD processes captured on

Participating in Coaching:Engage in regular coaching sessions with your manager for professional growth.

Contributing to Win/Loss Reviews:Support win/loss reviews with sales and pursuit management, championing lessons learned for future improvements.

Contribute to the continuous improvement of ISD resources and IP, to drive standardization and repeatability of ISD offerings, sharing across peers and communities to drive solution velocity and consistency and minimize

10+ years of consulting experience.

10+ years of proven sales experience.

Strong experience in MS cloud, compete understanding is a plus.

Relationship Management, Strategy and Planning:

• Role model & focus on customer and partner success aligned with business objectives
• Strengthen relationships with ATU, STU, CSU, and orchestrate ISD pursuit and delivery teams, aligning with EOU account goals
• Own ISD components of the account plan, providing a compelling ISD point of view to accelerate consumption and deliver against ISD Business Metrics

Accelerate Cloud Growth:

• Deliver ISD SAT (Sales Activation and Transformation) strategy for maximizing selling across the four priorities: Land and Expand Commercial Solution Area (CSA) Portfolio mix; MACC attach; Acquire Majors accounts with the STU; & Large Transformation deals
• Lead the pursuit of qualified ISD opportunities in collaboration with ATU, STU, CSU, and GPS
• Continuously enhance sales expertise, CSA and industry knowledge to support customers and ISD Strategic priorities

Deal Excellence:

• Adhere to Microsoft Customer Engagement Methodology (MCEM)
• Maintain pipeline health and hygiene by logging and qualifying MSX opportunities in line with MCEM guidance and Deal Based Forecasting
• Align with SAT strategic initiatives during opportunity qualification and MCEM stages, minimizing month on month slippage and owning execution through accurate close plans
• Utilize strategic deal options like PDOC, GDC, ECIF, ensuring sold margin integrity