Customer Success Account Manager

**Why Microsoft**

'Achieving our mission requires us to evolve our culture, and it all starts with a growth mindset, a passion to learn and bring our best every day to make a bigger difference in the world'. Satya Nadella, CEO Microsoft.

Customer Success Account Managers are a part of our Customer Success Unit. Microsoft's Customer Success is a growing organization. Its purpose is to guide our customers to better deploy, adopt, and gain long-term business value from their investment in Microsoft. In turn, their successes will ensure we grow our Azure consumption, Microsoft 365 usage, and Business Applications usage. Ultimately, when customers are successful, we are successful.

The CSU focuses on 4 solution areas:

- Migrating Data to Azure
- Migrating Infrastructure to Azure
- Modernizing traditional apps
- Artificial Intelligence

**The purpose of this role**

Microsoft ANZ is looking for a Customer Success Account Manager (CSAM) to join our FSI team. As a CSAM, you are the primary customer facing role responsible for customer success through delivery management of cross-functional programs and strong customer and internal stakeholder relationships.

The prevailing business priority is the customers' successful adoption and productive use of Microsoft cloud technologies. You are front and centre with our customers in support of their digital journey and empowering them to achieve more and accelerating customer value.

Microsoft ANZ is aligning to industry to better serve our customers by bringing deeper knowledge of their needs and business drivers. Bring your experience in the FSI sector to Microsoft and how us, help our customers to change the industry.

**Responsibilities**:
**The Impact You'll Be Making**

Customer Success Account Manager (CSAM)'s drive program management for Strategic accounts that have a significant number of key cross cloud workload engagements running concurrently.

As the CSAM you will drive acceleration of cloud adoption from Pilot/MVP to production for customers' cloud engagements by providing cross-engagement oversight, resource orchestration, and blocker escalation in close collaboration with key account team unit members and business partners supporting customer success.

Here are

Customer Relationship Management
- Gathers information on the business and Information Technology objectives for customer organizations to identify customer needs and create a shared plan to support customer outcomes using partnerships with other account team leaders. Captures new customer needs and outcomes identified during the delivery of support programs, success engagements, and other projects.

Account Planning
- Engages in conversations with customers that present the strategic alignment between the customer objectives and support contract to set a long-term strategy for consumption aligned to those priorities. Develops a program, identifies executive sponsors for a contract, and prioritizes engagements to address strategic outcomes and drive customer success. Articulates the case for change to drive solution and operational health in collaboration with other account team leaders. Supports account planning to help customers transform to modern digital approaches.
- Plans a portfolio of work (e.g., Support programs, implementation projects, success engagements) to drive outcomes aligned with customer's prioritized solutions and workloads. Creates opportunities for support contract renewals, partner with seller's to lead to upsell and transition to Unified Support by clearly articulating customer outcomes and how Support capabilities can help them achieve those outcomes. Supports efficient delivery of contracts and customer value, leverages managed intellectual property (MIP), and enhances offerings in alignment with compliance policies.

Opportunity and Pursuit Management
- Captures, communicates, and brings forward recommendations from customer insights to sellers in identifying and producing support revenue opportunities (e.g., add-ons, renewals). Collaborates with internal teams and sellers to help identify growth opportunities through account planning and delivery execution. Directly enables cloud consumption revenue through consumption planning.

Consumption and Delivery Execution
- Connects identified opportunities, questions, and/or issues from customer organizations. Works with the appropriate internal Microsoft technical/sales teams or partners to address, using foundational technical knowledge to identify the right internal teams. Begins to take ownership for team coordination. Identifies and mitigates blockers to customer success goals.
- Leads and is accountable for the execution of customer support obligations. Accelerates production level consumption through delivery orchestration by driving solution and operational health for challenging and/or complex customer accounts (e.g., high-revenue generation, complex transformation) across the solution and support lifecycle.