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Relationship Management & Strategy and planning
Role model and demonstrate customer and partner obsession driving business outcomes specific to industries
Work seamlessly with account team, building and strengthening relationships with ATU, STU, CSU in close partnership with pursuit and delivery teams, aligning to the EOU account goals
Support and own IS components of the account plan, contributing an impactful point of view (POV) where Industry Solutions (IS) can accelerate Azure direct consumption leveraging the IS catalogue and PDOC
Accelerate Cloud growth
Lead the pursuit of the agreed IS opportunities, collaborate with the ATU, STU, CSU and GPS on their involvement and support in the execution of the Sales Strategy
Continuously build sales expertise, learn and evolve Industry knowledge to support customers and the wider one Microsoft team and invest in personal development
Deal excellence
Champion and adhere to Microsoft Customer Engagement Methodology (MCEM)
On strategy selling, pipeline standard - log and maintain all MSX opportunities (revenue and consumption) for Industry Solutions opportunities, continuously qualify opportunities, adhere to Opportunity Review Board (ORB) process and close plan ownership
Leverage strategic deal options (PDOC, GDC, ECIF) whilst protecting deal sold margin
Extensive years account management experience OR equivalent
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