Industry Solutions Delivery helps Microsoft customers around the world get the best outcomes from their investments in the latest Microsoft cloud technologies. We focus on empowering customers on their digital journey, from envisioning new possibilities to delivering solutions that result in targeted business outcomes and a great customer experience.

What Impact would you like to be known and recognized for?

The focus of the ISD Account Executive (SE) role is to lead the Industry Solution Delivery (ISD) sales account strategy in Microsoft’s most strategic enterprise customers, developing and winning digital transformation opportunities that enable customer outcomes and drive Microsoft cloud consumption. The SE leverages Microsoft’s unique expertise, including direct access to Microsoft product teams, to help customers maximize on their Microsoft investments. Being able to remain customer centric whilst orchestrating the activities needed to reach a predictable outcome is the art and science of this role.

The Services Account Executive will focus on a number of strategic customers accounts across industries.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day.

Responsibilities

Strategy and Planning

• Contributes to the Consulting account team's thinking to address immediate and longer-term priorities for meeting customer needs and Microsoft objectives. Leverages appropriate tools, frameworks, and methodologies (e.g., 3 Horizons model, customer and industry knowledge) to develop a deliberate approach to position potential modernization and digital transformation outcomes which are aligned with customer's priorities.
• Determines planning prioritization for multiple assigned accounts based on customer needs, revenue importance, growth opportunities, and account risks. Proactively looks ahead and identifies actions required to develop Consulting opportunities that are aligned with the account strategy, Microsoft's strategy, Consulting go-to-market scenarios, and sales motions. Leverages 3-Horizon outcomes as a point of view/roadmap for digital transformation. Leads the Consulting account team input to account team planning sessions, uses the appropriate tools (e.g., account-planning tool), and provides updates per required account team governance and rhythms.

Customer Realtionship Management

• Understands how to plan stakeholder connections, in alignment with the account plan, and develops regular rhythms of connection where appropriate. Prioritizes appropriately for multiple assigned accounts. Contributes to creating and managing connections and driving agreement between necessary stakeholders within Microsoft and customers.
• Proactively seeks customer feedback and insights. 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. Understands how and when to escalate issues to ensure resolution.

Business Value Selling

• Proactively builds and maintains up-to-date knowledge of customer's business priorities, risks and challenges, internal landscape (e.g., organization structure, stakeholders, business performance), industry/sector challenges, regulations, trends and futures (e.g., impact of artificial intelligence [AI]).
• Leverages Microsoft Consulting go-to-market scenarios to drive intentional customer conversations. Educates decision makers of assigned account(s) (e.g., business-functional area leads) on Microsoft's value proposition, aligned to the customer’s priorities and maturity; appropriately differentiating competitor solutions.
• Shares insights and ideas that illustrate the need for change, leveraging the ""Challenger Selling"" approach for creating constructive tension, delivering commercial insight, and tailoring sales messages. Develops medium-complexity consulting propositions (e.g., single workload, modernization and digital- transformation scenarios) with customers.

Account Team Orchestration

• Orchestrates the consulting-sales relationship with the core account team, working closely with Enterprise colleagues to ensure successful creation, maintenance, and execution of the account plan, and a positive One Microsoft customer experience. Orchestrates the Consulting account team, effectively influencing and collaborating with account-aligned, pursuit and delivery colleagues to bring the best resources to ensure customer success. Coordinates activities across the virtual Consulting account team and with the customer to successfully close deals. Follows the Microsoft prescribed sales process. Leverages peers for support and help.

Deal Excellence

• Drives the sales cycle from lead qualification through to deal closure, effectively executing per-sales process requirements (e.g., Microsoft Selling Process [MSP], Consulting Lead to Order [L2O] process). Consistently drives deal velocity as a result of executing high-quality lead qualification and close planning.
• Leverages customer connections and the Consulting account team's insights to confirm Budget, Authority, Need and Timeline (BANT) information to determine progression or lack thereof of a lead to become a consulting opportunity. Secures pre-sales investment to secure appropriate consulting resources needed to shape and scope the opportunity into a compelling customer proposition. Focuses on opportunities that are in alignment with organizational strategy, prioritizing opportunities based on highest potential for impact/consumption.
• Builds quality, close plans for all qualified opportunities including commercial strategy for the deal, and progressing to include detailed customer procurement process, risks, issues, etc. Updates the close plan as deal progresses through each sales stage, securing Microsoft Consulting account team and customer stakeholder buy in to schedule of activities for successful closure of the deal. 
• Ensures all applicable leads and qualified opportunities are linked to customer priorities in the account plan. Maintains accurate Sales Stage, Forecast Recommendation, and Due Dates in required systems of record (e.g., Microsoft Sales Experience [MSX]) in alignment with close plan. Uses required tooling to report out the state of the business.
• Drives discussions of terms and conditions (e.g., scope, milestones, price) in collaboration with the virtual Consulting account team and customer through multiple iterations to ensure agreement. Maintains productive working relationships with those involved in negotiation, persuading others without using manipulation, and driving a positive atmosphere during difficult objections and discussions.

Qualifications

• 8+ years sales sand Customer Facing experience in the commercial or public sector (e.g. Finance, Local Government, etc.)
• Bachelor's degree in Business, Information Technology (IT).

Microsoft is an equal opportunity employer. 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. 

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.