Strategic Account Management- Oil &Gas

16 سبتمبر، 2022

0 4 5 دقائق

Job Description

Develops and manages strategic solution sales plan for subsidiary/area (e.g., pipeline management, forecasting, resourcing). Identifies market and customer needs and collaborates with internal teams to devise solutions to meet those needs. Drives team to discover and qualify new opportunities drives consumption with new and existing customers. Orchestrates team to drive deals across multiple stakeholder groups including partners. Coaches team on Microsoft technology differentiators and market knowledge while leading internal collaboration to position Microsoft products, solutions, and services against competitors.
Account Management

Manages the development and application of a mature/dynamic customer plan based on proven methodologies to manage a sustainable, long-term business portfolio. Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts.
Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts. Leads and coordinates a diverse team (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to execute and deliver on account plans and grow the account, leveraging industry expertise.
Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions, and to provide a comprehensive account management experience.
Leads efforts with key internal and external partners and business and technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging deep relationships, influence, and industry expertise. Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation).
Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates a strong understanding of the customer's business model to articulate growth opportunities, leveraging industry expertise to shape ecosystem. Influences relevant (internal and external) stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's messaging to the assigned account.

Strategic Thinking

Leverages close relationships with leaders (e.g., senior leaders, C-level executives) of the assigned account and the broader ecosystem to shape long-term strategic direction and influence business metrics. Connects appropriate internal executives and partners to build strategic relationships, leveraging knowledge of customer business.
Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of customer business model, using Microsoft capabilities to solve customer's complex business problems. Drives strategic initiatives to promote a more holistic digital approach between Microsoft and the customer.
Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer.

Customer Engagement

Proactively elevates relationships and uses Microsoft sales strategies (e.g., challenger mindset) through multiple levels of the customer's organization to secure buy-in and execution. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.
Articulates Microsoft's and partners point of view and creates deep connections with decision makers throughout multiple levels of the customers organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.g., LinkedIn). Leverages relationships to address complex political blockers and drive execution for the customer.
Proactively develops a strong, comprehensive understanding of customer's business needs, priorities, strategies, and industry insights. Anticipates customer's needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly. Shows long-term differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge. Delivers solutions into overall long-term business strategy.

Sales Excellence

Leverages deep relationships with key customer contacts and immerses self in customer business to seek customer feedback (both formal and informal) regarding ways to acquire, retain, and grow more of their business for their customers and to identify and understand the drivers of satisfaction and/or dissatisfaction, leveraging industry expertise and understanding customer business strategy.
Orchestrates 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 to improve customer's overall experience. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. Enables customers to provide feedback directly to executives to help transform account space by establishing open communication channels for feedback, providing executive sponsorship, and providing direction to others to ensure customer feedback is addressed through One Microsoft approach.
Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations. Brings greater ecosystem together with the customer to discuss how to enrich customer's value to their customers.
Leverages understanding of customer business and engages Microsoft decision makers to drive customer's strategy, goals, and optimization. Engages and influences decision makers of the account (e.g., senior leaders, executives) to position Microsoft to increase customer's budget allocated to Microsoft, and tailor solutions that satisfy customers Key Performance Indicators (KPIs).
Uses business cases to develop and present compelling value proposition presentations and specialized business plans for customers that showcase Microsoft's products and solutions to connect decision makers in the account to the broader Microsoft solutions, provide thought leadership to guide others on tailoring presentations, and generate new opportunities.
Earns and maintains status as a trusted advisor to executive-level business decision makers of the assigned account by bringing innovative ideas and leveraging industry expertise. Mobilizes and mentors the account management team and relevant internal stakeholders with deep industry expertise (e.g., industry solutions executives) to build deep partnerships with decision makers of the assigned account. Leverages best-in-class sales and communication strategies and tools to meet business needs and identify new opportunities.
Creates and qualifies new opportunities by identifying strategic opportunities (e.g., large, long-term) within accounts and guiding the customer on how to best identify new opportunities, leveraging deep customer and industry relationships.

Competitive Knowledge

Leverages internal network of industry experts (e.g., industry solutions executives) to strengthen knowledge of the industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce) and customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of Microsoft's offerings (e.g., product landscape, solutions, strategy to address customer needs) to share knowledge internally, influence customers business capabilities, drive more competitive solutions, and enhance growth of the account team.

Other

Embody our and

Required/Minimum Qualifications
. 7+ years experience working in an industry (e.g., Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
o OR Bachelor's Degree in Business, Technology, or related field AND 5+ years of experience working in a relevant industry (e.g., Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
o OR Master's Degree in Business Administration Degree AND 4+ years experience working in an industry (e.g., Government, Education), driving digital transformation, or relevant work experience (e.g., consulting, technology).
Additional or Preferred Qualifications
. Bachelor's Degree in Business, Technology, or related field AND 8+ years of experience working in an industry (e.g., Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
o OR Master's Degree in Business Administration Degree AND 6+ years experience working in an industry (e.g., Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology).
. 5+ years account management experience
o OR equivalent.