Consulting Account Executive

2 weeks ago

Sydney, Australia Microsoft Full time

Microsoft Industry Solutions is Microsoft consulting services capability and 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.

As the Consulting Sales Executive within Microsoft Industry Solutions Delivery (ISD), you will create and lead large opportunity pursuits. You will work with our Account Executives and adjacent teams to pursue large strategic opportunities for our consulting business.

**Responsibilities**:
The focus of the ISD Consulting Sales Executive (ConAE) role is to lead the Microsoft 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 ConAE leverages Microsoft’s unique expertise, including direct access to Microsoft product teams, to help customers use their Microsoft investments as productively as possible. Key accountabilities include:

- **
Plan & Execute as One Microsoft to Enable Customer Outcomes**: Leading the ISD account relationship alongside the & working with the Microsoft Enterprise Operating Unit (EOU); Responsible for ISD account strategy & planning with the Enterprise Account Executive, in partnership with the Account Delivery organisation, to ensure successful execution & a positive One Microsoft customer experience
- ** Close Opportunities Through Effective Leadership & Orchestration** of the ISD Virtual Team: Driving industry-led, digital transformation opportunity development, leveraging the appropriate account team, ISD area & pursuit team roles to bring the best resources to ensure deal success & customer satisfaction
- ** Meet or Exceed Revenue Targets, Maintaining Sales Hygiene & Deal Excellence** - executing discipline in lead management, opportunity qualification, close planning, coverage mapping, pipeline hygiene, forecasting & deal commitment
- ** Coaching** - Assist Sales teams create and document optimized deal pursuit plans
- ** Customer Relationship Development** - Solicits customer, account team, and partner input to develop an agile, multi-year business plan that identifies new areas of business (for example, lines of business) and/or cost savings.
- ** Business Value Selling** - Proactively creates business value propositions, and recommends Microsoft solutions, relevant to customer needs.
- ** Team Leadership** - Leads and inspires a high-performing virtual team. Ensures that all account team members are accountable for, and proactive in, executing on the customer’s initiatives.

**Qualifications**:

- Proven sales success and expertise in large and complex selling in industry-focused solutions
- Industry knowledge including industry trends, sector requirements & competitors
- Track record of consistently meeting or exceeding sales targets
- Demonstrable sales hygiene & deal excellence discipline, using sales methods, processes and tools
- Sales and business background, with 10+ years of technology-related experience
- Bachelor’s degree with exposure to Information Technology (or equivalent) - desireable

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