Account Executive (m/f)


Wed, 07 Dec 2016 02:58:38 GMT


Standort(e): All Germany

The Account Executive Corporate Accounts Managed -SMS&P (CAM-S) is the most senior account manager role within
Small and Midmarket Solutions & Partners Group (SMS&P). This role is dedicated to generating revenue, deploying
Microsoft products, position and drive Microsoft Online and Device Strategy and increasing customer satisfaction.

The AE is the account executive for a portfolio of 40 (max 50) of the largest customers in the Corporate Accounts segment.
The Corporate Account Executive is committed to delivering relevant and valued solutions to upper medium sized
commercial customers across all industry solutions. Corporate Account commercial accounts are comprised of enterprises in
all other segments that typically have an average company size of above 1.000 up to 4.500 desktops. The AE develops and
maintains customer relationships at the CxO level and with both the IT Decision Makers and the Business Decision Makers to demonstrate Microsoft’s commitment to helping customers solve challenges and improve their businesses. The AES is not only responsible for account management, opportunity creation, and pipeline targets, but the AE also manages the sales cycle in coordination with our Microsoft partners (MBS, SI and LSP (former LAR)).

The AEs responsibility is to lead and orchestrates all resources (both internal and with partners) to bring the opportunity to a close. The set of resources to be orchestrated by the AE are mainly the roles like outlined below: ATS (Account Technology Specialist) SSP (Solution Sales Specialist STU/EPG) all Microsoft Partners involved in the sales cycle The AE performs this role primarily by developing relationships and uncovering opportunities using technology (i.e. phone, email, IM and also make customer on site visits as necessary.

The successful AE is an experienced senior sales person who enjoys a complex and fast-paced environment, who is
dedicated to revenue growth and keeping his customers and extended team happy and accountable. The AE will be fully
responsible for his assigned Account Portfolio and does normally carry an individual Quota of $ 20-30M New Business.

Purpose of the role: Leading and managing an assigned Account Portfolio and orchestration the Partner Eco Systems within the Sales Cycle as the extended team (SSP, ATS etc.).

How is the role unique from other roles? This role is unique in its ability to effectively leverage technology to build strong
relationships with the accounts in its portfolio. It is also unique in its ability to work directly with and through Microsoft partners
to meet customer needs.

Key Responsibilities:
The key initiatives or challenges are:
  • Enterprise Agreement (EA) penetration in each AEs portfolio of accounts
  • Driving cross and upsell within the Account Portfolio
  • Understanding Microsoft’s Cloud, Online and Device strategy and articulating its benefits to all customers
  • Selling solutions - including selling Premier and growing Dynamics CRM and ERP penetration
  • Continued successful execution of core sales processes that allow the role to scale such as: Account Discovery & Profiling,
Account Planning, Pipeline and Forecast Management.

Key requirements:
  • Solution sales experience especially online services
  • Partner know how SI /LSP
  • Account Planning, Fore Cast and experienced in carrying an individual Quota
  • Technical expertise in selling solutions
  • Experienced Line of Business contacts and CxO relationships of mid-large size Acc.
  • This position requires a high degree of flexibility, willingness of travel is a precondition.
Key competencies:
  • Passionate Communication
  • Passion for Quality
  • Strategic Sales Planning
  • Strategic Business Skills
  • Value Selling
  • Product & Technology Expertise
  • Cross-Boundary Collaboration
  • Impact and Influence
  • Customer/Partner Connection
  • Create Business Value
  • Drive for Results
  • Interpersonal Awareness
  • Confidence
  • Long-Term Vision
Microsoft is an equal opportunity employer and supports workforce diversity. Join an international work environment that is characterized by flexibility, an informal atmosphere, and a fast pace. We offer competitive pay and a wide range of benefits. Microsoft acknowledges your performance by investing in your health and financial future and by ensuring your work-life-balance.

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