Account Executive Services

Уровень зарплаты
Город
Требуемый опыт работы
з/п не указана
Москва
более 6 лет

Account Executive is responsible for driving transactional customer engagement offerings across an account territory. Align deal pursuits around high volume, fixed scope packaged offerings, with predictable Customer business outcomes. Account Executive drives opportunities with the Customer, managing both TDM and BDM relationships as appropriate across scalable account portfolio. Focus on opportunities across the priority areas, and a balanced portfolio of MCS and Premier revenue across account portfolio. Strategies are driven consistently and efficiently throughout all accounts, in an inside and outside sales account coverage model.

The Account Executive Services FSI owns Services and Premier Revenue accountability for our 10,000 Scale accounts.The Account Executive Services FSI:

  • Increases Services and Premier footprint from growth strategies identified through current and evolving territory plans
  • Excellence in virtual team influence and integration. Prioritized opportunity management is key
  • Successful execution of core sales processes that allow scale in execution
  • Increased market share growth through accurate pipeline/forecast and business management
  • Ability to manage many accounts and programatize processes for efficiency
  • Excellence in connecting with customers in multiple ways; in person, on the phone, and with email communications in a fast paced high volume opportunity environment
  • Ability to utilize various remote communication technologies effectively. Orchestrates and drives wins by focusing on transactional customer engagement offerings. Aligns deal pursuits around high volume, fixed scope packaged offerings
  • Manages deal process end to end and engages internal teams as appropriate
  • Drives packaged repeatable solutions and fixed scope offerings to closure
  • Drives 50% opportunity close rate, and ensure close plans in place for opportunities >1 Million
  • Drives excellence in sales execution: opportunity qualification, opportunity level forecast recommendations of +- 5%, consistent execution of Microsoft Sales Process (MSP)
  • Drives revenue attainment – NWS, MCS billed, Premier
  • Becomes the customers strategic advisor and advocate by driving key territory strategies
  • Develops high quality, territory and customer contact schedule and plans and drives Microsoft solution scenarios with accelerated revenue growth over time
  • Able to ensure that territory Services and Premier Growth Strategies are in place and n the Territory Planning Portal, and entered 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
  • Responsible for increasing MCS and Premier Customer Satisfaction by achieving +/- x% YoY Relationship Management Scores

Responsibility/Activity

  • Business Management:
  • Focus is on driving transactional customer engagement offerings. Align deal pursuits around high volume, fixed scope packaged offerings, with predictable customer business outcomes. Account Executive drives opportunities with the customer, managing both TDM and BDM relationships as appropriate across scalable account portfolio. Focus on opportunities across the priority areas, and a balanced portfolio of MCS and Premier
  • Responsible for driving territory plans and customer contact strategy, marketing/positioning of packaged offerings with differentiating value propositions. Meet annual targets Microsoft Consulting Services (MCS) Invoiced Revenue, New Work Sold (NWS) and Premier Billed Revenue
  • Ensure that Services Growth Strategies for Enterprise Services, Consulting and Premier (in the Territory 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 <2%
  • Drive Premier OARR (On time Agreement Renewal Rate) by driving disciplined execution against T-12 guidance
  • Right-sizing/upselling Premier opportunities, and add new Premier customers to territory portfolio
  • 30%
  • Relationship Management:
  • Become the customer’s strategic advisor and advocate by driving key territory strategies
  • Map customer business needs to packaged solutions providing a differentiating value proposition
  • Develop Territory Plans mapped to customer budget cycle, aligned with EPG teams, inclusive of pursuit strategies and revenue growth over time. Review with Sales Management quarterly
  • 30%
  • Opportunity Management:
  • Partner with Product Marketing Manager to incorporate marketing pursuits and proactive campaigns across the territory. i.e. proactive Premier for O365 campaign for all new O365 customers
  • Opportunities are centered around packaged solutions and focused on strategic priorities
  • Propels a balanced portfolio of opportunities across Priority Areas
  • Achieve Minimum Close Rate and Pre-Sales ROI by improving deal qualification process
  • Execute MSP with discipline across the sales lifecycle for all opportunities
  • Qualify opportunities to the highest standards of excellence from MSP
  • Maintain a healthy pipeline to ensure appropriate velocity and coverage to meet quota. Prepare for regular pipeline reviews to ensure you can articulate the health and quality of your pipeline
  • 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
  • 30%
  • Planning Management:
  • Align with Enterprise Partner Group (EPG), Specialist Team Unit STU) leads, Inside Sales Manager, Services Solutions Specialist (SSSP), and Technical Account Manager (TAM) to prioritize and align account planning and activities
  • Successfully execute on core sales processes that allow scale in execution
  • 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
  • 10%
  • Area Qualification
  • 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?
  • No related experience 5 years of related experience (IC3)
  • 2 years of related experience (IC1)
  • 3 years of related experience (IC2)
  • What type of supervisory or management experience would be necessary to fulfill the job requirements, if any? Team Leadership and orchestration.
  • 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 20%
  • Customer Focus 30%
  • Leadership 20%
  • Sales Excellence 30%

Microsoft Core Competencies:

  • Drive for Results
  • Collaboration
  • Adaptability
  • Judgment
  • Customer Focus
  • Sales Excellence
  • Leadership
  • Managing multiple deal pursuits
  • Prioritization

Тип занятости

Полная занятость, полный день
Вы откликаетесь на вакансию в другой стране

Страна размещения вакансии — Россия.

В резюме не указано, что вы готовы туда переехать.

Все равно откликнутьсяНе откликаться
Отклик направлен работодателю
Сопроводительное письмо к отклику
Написать сопроводительное письмоПисьмо отправлено
Произошла ошибка, попробуйте ещё раз
Дата публикации вакансии
Вакансия дня
Рекомендуем