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Microsoft Strategic Account Management Japan, Chiyoda 699813860
09.07.2024
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マイクロソフトは、「Empower every person and every organization on the planet to achieve more.（地球上のすべての個人とすべての組織が、より多くのことを達成できるようにする）」という企業ミッションのもと、お客様の「デジタルトランスフォーメーション」を支援することを最重要活動のひとつとして取り組んでいます。
◆Sales Manager for Strategic Account の概要について
Responsibilities
People Management
- Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
- Model - Live our culture; Embody our values; Practice our leadership principles.
- Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
- Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.
Sales Execution
- Brings impactful industry insights into customer engagements and helps close deals with customers. Acts as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft, and coaches others internally on how to do this. Leads transformational shifts to drive deployment and create business value for customers. Leads a virtual cross-organizational team on strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value. May lead partner integration into account/territory planning and customer engagements.
- Leads their teams to identify and track new opportunities. Leverages stakeholders (e.g., Customer Success team unit, account-aligned team unit, Specialist Team Unit, One Commercial Partner organization) to build pipeline within the territory. Coaches team members on interfacing with prospective customers to build network. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
- Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, Global Black Belts) and to engage customers to drive consumption and provides guidance on how to grow customer business.
- Guides and orchestrates their team on communicating with customers to understand their business needs or participates in customer interactions with the team. Coaches the team on the development of solutions. Oversees the team in creating solutions in collaboration with partners or technical resources and peers to meet customer needs.
- Collaborates with other managers to support their team and/or other teams (e.g., account team unit (ATU), specialists team unit (STU)) to identify and engage internal and external senior business or subject matter decision makers. Proactively builds external stakeholder's mapping and represents their team internally at Microsoft as they engage other internal stakeholders.
- Communicates strategies to their team to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Ensures their team execute deal plans that are aligned with account strategy. Coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.
Scaling and Collaboration
- Guides their team to build a network of partners to cross-sell and up-sell. Helps the team identify new partners and evaluate partner capabilities. Communicates partner strategies to the team and ensures execution. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and building partner capabilities.
- Coaches their team to learn about and apply the orchestration model. Facilitates internal communication and collaboration by identifying resources and removing barriers.
Sales Excellence
- Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
- Guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues. Reviews feedback report and establishes recovery action plans to improve clients' overall experience.
- Participates in regular strategic planning for their assigned territory. Review plans via Rhythm of Business (ROB) meetings and aligns the plans of their team across departments. Guides team to align their approach with sales excellence team.
- Guides their team in business analysis (e.g., whitespace analysis, identify industry trends) and supports the team to identify potential business in the assigned territory. Acts as a thought leader and clears opinions and perspectives from business analysis.
- Oversees the end-to-end business of the assigned territory. Ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory.
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