Strategic Account Management

1 week ago

Canberra, ACT, Australia Microsoft Full time

As a Strategic Account Manager, you will create and lead strategies for high-impact/high-profile accounts that yield high-volume sales and open new opportunities for both Microsoft and its partners that are aligned to goals, budgets, and forecasts.

Proactively builds and expands strategic network of key internal and external partners and decision makers to ensure execution of core tasks and account transactions, and to provide a comprehensive account management experience.

Develops a broad and deep understanding of customers' industries and priorities to identify opportunities to drive optimizations and new digitalizations based on customers' strategies.

Understands customer drivers of digital transformation and leverages deep knowledge of customer's business to engage internal teams to accelerate co-innovation and digital transformation and strategy.

Cultivates, leverages, and manages a strategic set of relationships and uses Microsoft business-value sales strategies throughout multiple levels of the customer's organization to establish strong alignment on long-term goals and secure buy in and execution.

Leverages a strong knowledge of and experience with Microsoft's product landscape, solutions, and strategy to generate insights, provide thought leadership, and address customer's needs, and translate needs into Microsoft solutions

Responsibilities:

Account Management

  • Orchestrates the execution of strategies for the assigned account to ensure engagements yield highvolume 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, longterm, 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, Clevel executives) of the assigned account and the broader ecosystem to shape longterm 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 buyin 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 longterm differentiated value for the customer, leveraging industry expertise and guides inter

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