Account Management at Microsoft

Your expertise in understanding and addressing the business value of the MS cloud platform portfolio and a firm understanding of MS strategies and products to MS major competitors will make you successful in this role. Your ability to work with your customers in creating a joint vision of their business strategy to help build, grow, and mature their business with MS as a key partner.

As part of your responsibilities you will be expected to:

Help your named Start Ups accelearate and grow their business in the cloud by developing comprehensive Business Plans identifying short and long-term strategic goals and tactical execution.

• Build strong relationships with Microsoft and Start Up key stakeholders to design a portfolio of differentiated Cloud solutions/ applications that leverages the Microsoft cloud
• Guide Start Ups to build a solutions portfolio aligned with market opportunities and customer’s demand.
• Identify an effective path to market with solutions and Go-To-Market (GTM) activities
• Track pipeline health on key deals to accelerate sales momentum and cloud consumption; manage and maintain a global community of Microsoft field PDMs that have been assigned to drive co-selling with the partner in their geography.
• Ensure hand-offs to and engagements with the appropriate resources at the appropriate sales phase, to maximize win probability and minimize time to close, make proper decisions resolve issues with local leadership and escalate as required.
• Drive performance management through monthly/quarterly reviews to review overall business performance across the organization and to measure progress against the goals/KPIs in the Business Plan.
• Drive continuous optimization of Start Up performance as measured by revenue, pipeline, consumption, usage, and impact.
• Develop strategic content that will allow better positioning of our partnership with the Start Up internally and externally.

Company Culture Statement – Role Owners

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

• Account Management – Develops and oversees the execution of account plan(s) to ensure Microsoft revenue targets and customer business outcomes are met. Engages with internal and external stakeholders on business planning, to promote mutually beneficial customer platform adoption strategies.
• Customer Engagement – Proactively develops a strong understanding of the customer’s industry priorities and presents Microsoft solutions based on customer insights. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed.
• Sales Excellence – Leads and orchestrates extended virtual teams in each area of product set to consistently achieve growth in market share.
• ndustry Knowledge – With deep industry knowledge, experience with Startups and Unicorns, and unparalleled business acumen, the Digital Native AE develops value propositions that align with our customer’s business strategies on digital transformation and cloud adoption, leveraging the rich portfolio of Microsoft and its partner ecosystem. We are looking for you to demonstrate deep expertise in our customers’ industry and businesses, knowledge of the markets in which each customer operates, and champion Microsoft’s ability to help the customer drive their digital transformation.

Qualifications

Required/Minimum Qualifications

• 5+ years of strategic business development in Startup/Unicorn ecosystems of innovators, incubators, funders, focused on “born-in-the-cloud” enterprises or 5+ years of experience driving digital transformation or cloud consumption
• 5+ years experience working in an industry (e.g., Government, Education), driving digital transformation, and/or relevant work experience (e.g., consulting, technology)
• OR Bachelor's Degree in Business, Technology, or related field AND 3+ years of experience working in a relevant industry (e.g., Healthcare, Government, Education, Manufacturing, Automotive, Retail), driving digital transformation, and/or relevant work experience (e.g., consulting, technology)
• OR Master's Degree in Business Administration Degree AND 2+ years experience working in an industry (e.g., Government, Education), driving digital transformation, and/or relevant work experience (e.g., consulting, technology)

Additional Or Preferred Qualifications

• 6+ year(s) experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
• Familiarity with funding models, higher education innovation models & patents, and government/economic development programs would be an asset
• 3+ years account management experience
• OR equivalent.