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About the Role

Creates and leads strategies for a global bank account that yield high-volume sales and open new opportunities for both Microsoft and its partners. Develops a broad and deep understanding of customers' industries and priorities to identify opportunities for optimization and digitalization. Cultivates strategic relationships and leverages Microsoft business-value sales strategies to secure buy-in and execution. Leads and coordinates a diverse team to deliver on account plans and grow the account. This role has people management responsibilities.

Responsibilities

Leads efforts with key internal and external partners to develop, share, and promote joint investment plans to grow sales and partner impact.
Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales and drive plans to increase revenue potential.
Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers.
Influences relevant stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities.
Leads the development and application of a multi-year customer plan detailing critical insights and new business opportunities.
Leads and coordinates a diverse team and key stakeholders on plan execution and drives accountability to deliver on account plans and grow the account.
Anticipates future needs by incorporating the 3 Horizons Model into account planning.
Proactively expands strategic network of key internal and external partners and decision makers.
Leads regular meetings for strategic accounts with relevant partners.
Influences transformation for partners to build innovative solutions.
Partners with internal industry experts to strengthen knowledge of the industry, competitors, and customer business priorities.
Leverages in-depth knowledge of Microsoft's offerings to provide thought leadership and mentor the account management team.
Proactively explores and uncovers technologies and confirms customer interest.
Proactively develops a strong, comprehensive understanding of customer's business needs, priorities, and strategies.
Guides internal colleagues on ways to develop deeper customer knowledge.
Anticipates customers' needs to deliver new insights on customers' business strategies.
Articulates the need to address customer's business needs.
Identifies and pursues opportunities to optimize offerings and delivers solutions into overall long-term business strategy.
Regularly seeks out new information via annual reports, 10-Ks, LinkedIn articles, and customer/partner conversations.
Anticipates new potential market opportunities for the customer.
Proactively owns and elevates a transformative customer stakeholder engagement strategy.
Sets organizational tone for building and maintaining long-term strategic customer relationships.
Proactively defines and executes governance model to ensure mapping across seniority levels.
Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
Creates and qualifies new opportunities by identifying highly strategic opportunities within accounts.
Guides the customer on how to best identify new opportunities.
Directs team to create "Points of View" for customers.
Reads emerging patterns across the industry to anticipate customer needs and concerns.
Drives new business opportunities across the team by creating a partner ecosystem.
Empowers team members to find new opportunities by acting as a role model.
Uses business cases to develop and present compelling value proposition presentations and specialized business plans for customers.
Advocates internally to promote the relevance of Microsoft's expertise for the customer.
Earns and maintains status as a thought leader and trusted advisor to the assigned account's C-level business decision makers.
Navigates the stakeholder landscape and mobilizes and mentors the account management team and relevant stakeholders.
Leverages best-in-class sales and communication strategies and tools to anticipate business needs and identify new opportunities.
Challenges and holds customers accountable by creating an environment of joint accountability.
Owns the development of the business transformation and co-innovation strategy for the assigned account.
Anticipates market changes to drive new industry-relevant cloud solutions to customers.
Brings greater customer/partner ecosystem together with the customer to discuss how to enrich customer's value to their customers.
Creates mutually agreed upon roadmaps on how to capture innovation/transformation within strategic accounts.
Leads the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome.
Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan.
Implements customer-focused and mutual success criteria.
Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas.
Enables customers to provide feedback directly to executives to help transform account space.
Leverages understanding of customer business and ability to translate customers' business priorities to Microsoft solutions.
Engages Microsoft decision makers to drive customer's strategy, goals, and optimization.
Engages and influences decision makers of the account on Microsoft's vision, strategy, and value.
Positions Microsoft to increase customer's budget allocated to Microsoft.
Tailor solutions that satisfy customers' key performance indicators (KPIs).
Translates features into business outcomes that accelerate the customer's digital presence.
Creates quantifiable business metrics that address business outcomes for the customer and holds others accountable to those metrics.
Leverages Microsoft sales strategies to articulate Microsoft's and partners' point of view.
Creates deep connections with decision makers through multiple levels of the customers' organization to drive purchase decisions.
Creates and leverages relationships in ecosystem to address highly complex political blockers and drive execution for the customer.
Engages in strategic discussions by discussing ideas to transform customer business models.
Promotes and implements a more holistic digital approach between Microsoft and the customer.
Prepares for discussions by thinking through what is important for the customer by establishing return on investment (ROI) models, key customer benefits, etc.
Envisions a joint road map around the 3 Horizons, to ensure time spent is allocated strategically across the short-, medium-, and long-term.
Leverages unique, strategic industry-focused business insights and opportunities to create long-term, competitive advantage for the customer.
Provides thought leadership and strategic co-innovation ideas.
Challenges customers when appropriate to think differently and offer alternative industry-specific points of view.

Requirements

Bachelor's Degree AND 12+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR Master's Degree AND 11+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR 15+ years experience in working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR equivalent experience.
8+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.
10+ years experience closing large, complex agreements/deals.
Bachelor's Degree AND 15+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR Master's Degree AND 13+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR equivalent experience.
3+ years people management experience.

Skills

Digital transformation
Account management
Sales strategies
Business value
Strategic relationships
Customer engagement
Industry expertise
People management
Sales excellence
Strategic thinking
Co-innovation

Experience Level

Mid-to-senior level executives
People management experience

Education Level

Bachelor's Degree
Master's Degree

Salary/Compensations

USD $158,400 - $243,000 per year (U.S. typical base pay range)
USD $202,000 - $267,000 per year (San Francisco Bay area and New York City metropolitan area base pay range)

Benefits

Certain roles may be eligible for benefits and other compensation.

About the Company

Microsoft is an equal opportunity employer.
Microsoft is an equal opportunity employer.

Equal Opportunity

All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.