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Healthcare & Life Sciences - Sales Account Executive (VIC, SA & TAS)
3 months ago
Overview
Why Microsoft
Are you passionate about health and life sciences? Do you have a proven track record of strategic solutions selling? Do you want to work for a global leader in cloud and AI-based innovations? If yes, then this can be the opportunity for you.
Microsoft is looking for a sales account executive to join its Health and Life Sciences division based in Melbourne, Victoria. We bring industry-leading AI and deep vertical expertise to address our customers biggest challenges and accelerate business results. From proven healthcare solutions to secure customer engagement solutions, we're here to help accelerate digital transformation. You'll have the opportunity to work with cutting-edge technology and be at the forefront of innovation in the field of AI. Come be a part of a team that is shaping the future of communication and interaction.
If you are ready to take your career to the next level and make a difference in the lives of doctors and patients, apply now and join the Microsoft HLS team.
Responsibilities
The purpose of this role
As a sales account executive, you will be responsible for developing and maintaining relationships with key decision makers in the healthcare sector and presenting them with the value proposition of Microsoft's Health & Life Sciences cloud and AI-based solutions. You will also collaborate with internal and external partners to deliver customized solutions that address the specific needs and challenges of each customer.
Responsibilities:
Customer engagement
- Build and maintain relationships with executives and decision makers at high levels of the customer's organization through consultative engagement, highlighting the value and ROI of Microsoft solutions.
- Deepen relationships with customers by being customer-focused, honouring commitments, and connecting them to Microsoft executives and partners.
- Assist partners in joint-selling and establish joint desire to create new go-to markets.
- Leverage digital selling methods to grow your network, create a pipeline, and consume account-based marketing outputs.
- Proactively develop a comprehensive understanding of the customer's business and technology needs and priorities, identifying opportunities to drive optimizations and new solutions.
- Advocate on behalf of the customer internally, ensuring their needs are being addressed. If industry aligned, develop a comprehensive understanding of the customer's industry.
- Understand customer drivers of business transformation and lead new opportunities to accelerate their digital transformation.
- Engage with customers to lead strategic technology direction and transformation within assigned accounts.
- Proactively mitigate competitive risk and capture line-of-business wins for referencing through insightful listening.
Account Management
- Develop and oversee the execution of account plans for multiple accounts to ensure revenue targets and customer needs are met.
- Drive accountability among extended virtual teams and internal industry experts, and lead partners to scale business by understanding their goals and creating mutual business growth.
- Ensure achievement of revenue and consumption targets, drive integrated joint account governance, and identify initial stakeholders, customer needs, and priorities.
- Think strategically about customer planning, setting standards and priorities, engaging decision makers on long-term business planning, and anticipating needs to turn enterprise accounts into strategic accounts.
- Anticipate moves and potential problems within assigned accounts, determine prioritization of action, and maintain a high level of commitment and accountability.
- Consult and coordinate with the account management team to make necessary adjustments and re-adjust priorities to respond to changing demands.
- Expand your network of key internal and external partners for accounts to ensure execution of core tasks and transactions.
- Grow sales and partner impact by engaging mainstream partners to develop and promote mutually beneficial customer business and technology transformation strategies.
- Share opportunities with partners, review and accept inbound opportunities, and proactively engage with partners' sellers to drive momentum and deal closure.
Sales Excellence
- Seek customer feedback to identify drivers of satisfaction and dissatisfaction and leverage internal resources to support their needs.
- Anticipate issues and risks, determine the root cause of problems, remove blockers, and establish recovery action plans to improve the customer experience.
- Lead and orchestrate extended virtual teams and key stakeholders with deep industry expertise to expand relationships with decision makers and stakeholders.
- Educate decision makers on Microsoft's value proposition, establish competitive advantage, and develop plans to offer solutions that satisfy customers' KPIs.
- Develop value-proposition presentations and specialized business plans to generate new opportunities and upsells.
- Implement strategies to engage stakeholders, create and identify upselling and cross-selling opportunities, and drive consumption of Microsoft solutions.
