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Job Title: Account Executive
Microsoft – Lagos, Nigeria
Job description
Account Executive (Q1: Managed) is responsible for driving an intentional end to end sales model, designed to drive predictable Customer business outcomes. Account Executive own the Services business in a 1:10 relationship with the Customer, and is responsible for driving a balanced portfolio of MCS and Premier revenue in their account. They orchestrate and drive deal pursuits by focusing on packaged repeatable solutions, and fixed scope offerings across multiple customers. They drive Cloud conversations with BDM’s and packaged solutions with TDM’s throughout the organization. The ability to prioritize their time, drive opportunities that are mapped to the Customer’s business agenda and aligned to Megatrends and Microsoft Priority Areas is key. Account Executives display leadership in internal and external orchestration of Microsoft team account strategies, develop account strategy and growth plans, and provide accurate opportunity close plans dates to support forecast data to the business.
The Account Executive Services (Q1: Managed) is the end to end Services account relationship owner for our top 2100 tier Microsoft customers
The Account Executive Services (Q1: Managed):
Aligns deal pursuit around packaged repeatable solutions, and fixed scope offerings across multiple customers. Drive Cloud conversations with BDM’s, horizontal packaged solutions with TDM’s, solutions aligned with Megatrends
Manages deal process end to end and engages internal teams effectively
Drives packaged repeatable solutions and fixed scope offerings to closure
Drives 40% opportunity close rate by having precise close plans in place for all active opportunities
Drives excellence in sales execution: opportunity qualification, opportunity level forecast recommendations of +- 5%, consistent execution of Microsoft Sales Process, Partner integration
Drives revenue attainment – NWS, MCS billed, Premier
Develops high quality, account plans, mapped to Customer budget cycle and aligned with EPG teams. Strategies are based on customer’s business priorities and drive Microsoft solution scenarios with accelerated revenue growth over time
Establishes Conditions of Satisfaction, review with customer via Executive Business Reviews inclusive of MCS and Premier involvement.
Coordinates with EPG Account Manager on customer review rhythm via Executive Business Reviews
Is skilled in working across business segments in establishing account profiling, setting priorities, and ensuring affective alignment with Enterprise Partner Group (EPG), Specialist Team Unit (STU) , Services Sales Manager (SSM), Solutions Specialist (SSSP), Mega Deal Team, Enterprise Architect,( EA) and Technical Account Manager (TAM) to prioritize and align account activities
Able to ensure that Services Growth Strategies for Enterprise Services, Consulting and Premier (in the Account Planning Portal) are updated by end of Q1 and information is current based on a rolling 6 month cycle, enter all services opportunities for all Services managed accounts in CRM
Responsible for contributing to SMSG’s growth commitment by 100% attainment of revenue based incentive (RBI) objectives, achievement of quarterly revenue targets and full year Premier billed revenue
Able to ensure that all Services actions positively contribute to the customer and to Relationship Management Score (RMS) by account. Drive Customer and Partner Experience indicators in all accounts
Business Management:
Responsible for driving highly intentional sales approach, with customer to drive predictable customer business outcomes. Drive deal Pursuit Strategies to defined repeatable solutions with some customization driving the customer’s business agenda. Develop revenue growth plans by selling a balanced portfolio MCS, Premier, and New Work Sold
Responsible for strategy, planning, marketing/positioning, developing appropriate value propositions and crafting and selling solutions mapped to customer business outcomes. Responsible for a balanced portfolio of (Enterprise Strategy, Global Delivery integration, Microsoft Consulting Services (MCS) Invoiced Revenue, New Work Sold (NWS) and Premier Billed Revenue into assigned accounts
Ensure that Services Growth Strategies for Enterprise Services, Consulting and Premier (in the Account Planning Portal) are updated by end of Q1 and information is current based on a rolling 6 month cycle, Enter all services opportunities for all Services managed accounts in CRM
Provide monthly opportunity-level forecast recommendation supporting <5% forecast variance for NWS and Premier Billed
Close 90% or greater of committed opportunities within the targeted month, while managing pipeline exceptions to 1 Million to improve opportunity qualification and close rates. Complete SMSG Win/Loss assessment for ORB/DRB opportunities and share key learnings on a monthly basis.
Enter all new/renewal opportunities into CRM and ensure data is complete and up to date on an annual basis during Q1 for renewals/weekly
Planning Management:
Align with Enterprise Partner Group (EPG), Specialist Team Unit STU) leads, Services Sales Manager (SSM), Services Solutions Specialist (SSSP), Enterprise Architect,( EA) and Technical Account Manager (TAM) to prioritize and align account planning and activities
Participate in Creating Opportunities Through Account Planning (COTAP) workshops as available in your local geography to align with EPG account teams to effectively plan Services Sales strategy for key accounts
Experience:
What work experience is essential to the job? How many years of previous work experience would it typically take to gain sufficient experience in these areas to minimally fill this job role?
(*) 5 – 8 years of related experience (IC5)
(*) 8 – 10 years of related experience (IC6)
10+ years of related experience
What type of supervisory or management experience would be necessary to fulfill the job requirements, if any?
Management by Influence, strong Team Leadership and orchestration.
Education:
What education is typically required for the job?
Required Preferred
High School
Associate’s Degree
(*) Bachelor’s Degree (B.S./B.A.)
(*) MBA
(*) Master’s Degree
Jurist Doctorate
Ph.D.
Field of Study (if applicable): Sales and Marketing, Engineering, Information Technology or Information Systems Management.
Professional Training and Certification:
The incumbent will have related/equivalent professional training or Industry-specific certifications:
Sales
Sales Management, Account Management, Account Based Marketing, Complex Sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS – Target Account Selling, etc.), Sales Methodologies (equivalent to MSSP), Sales tools – Account Planning, Customer Relationship and Opportunity Management (e.g. CRM ), Complex Deal structuring (e.g. QADC)
Business
Territory Planning, Business development, Negotiation, Financial analysis, Pipeline Management
IT
IT Governance (e.g. COBIT), Enterprise Architecture fundamentals, methods and concepts (e.g. Zachman framework, OMG’s model driven Architecture framework etc.), Business process management, IT Implementation (e.g. CMM and CMMI),
Knowledge, Skills, and Abilities:
Sales Competencies:
Ability to develop executive relationships Strategic Selling Skills -craft and position complex business solutions with a winning value proposition
Account Planning and Strategy
Industry/ Competitive Knowledge
Rigorous opportunity management and ability to forecast business accurately
Relative Skill Importance:
Strategic Selling: 25%
Customer Focus: 25%
Leadership: 30%
Sales Excellence 25%
Microsoft Core Competencies:
Drive for Results
Collaboration
Influencing for Impact
Adaptability
Judgment
Customer Focus
Strategic Selling
Sales Excellence
Leadership
Challenger Mentality
Prioritization
Comparable Jobs
Source Comparable Jobs How this job is similar to yours (job scope, experience, etc.)
Internal 1. Account Manager(AM) – Global/Major 1. Sales and Customer Relationship Management, Strategic Selling Skills
External 1. Account Executive – Professional Services 1. Professional Services Sales and Customer Relationship Management, Strategic Selling Skills
How to Apply
Click here to apply online
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