Job Description
Job Category: SalesLocation: Zaventem, BE
Division: Sales
Account Manager-SMS&P
Corporate Accounts (CA) customers at Microsoft include enterprise customers, both commercial and public sector, with at least 250 users up to several thousand users and are divided into two account segments: Corporate Account Managed (CAM) and Corporate Territory Managed (CTM). Goals for these segments include driving revenue growth, market share, and customer satisfaction. CA account managers manage relationships with these enterprise customers, work to understand and document their business objectives, and then in conjunction with qualified Partners, offer Microsoft solutions that exceed customer expectations.
The Account Manager - SMSP allows Microsoft to better serve the larger customers in the Corporate Accounts segment. This role is dedicated to increasing revenue and improving customer satisfaction through senior account management working in tandem with Microsoft partners.
The AMS role adds value by developing and maintaining strong customer relationships that include building relationships at the CxO and BDM levels. The AMS develops actionable territory plans and account plans that define clear revenue and customer satisfaction growth strategies. Success is measured by annuity penetration (including Premier attach), high renewal rates and increasing customer satisfaction.
This role is unique in its ability to effectively leverage technology to build strong relationships with the accounts in its portfolio. It is also unique in its ability to work directly with and through Microsoft partners to meet customer needs.
The key initiatives or challenges are:
- Enterprise Agreement (EA) penetration in each AMS' portfolio of accounts
- Understanding Microsoft's Cloud strategy and articulating its benefits to all customers
- Selling solutions - including selling Premier and growing Dynamics CRM and ERP penetration
- Continued successful execution of core sales processes that allow the role to scale such as: Account Discovery & Profiling, Territory Planning and Forecast Management
- Knowing the healthcare market and his influencers very well
Your job responsibilities will include:
Strong Customer Relationships
- Build, retain and expand customer relationships using marketing, telephone, email and other inside-based means as well as face-to-face contact.
- Develop Line of Business contacts and CxO relationships in owned accounts.
- Develop an account strategy and customer contact plan for owned accounts.
- Contact each account a minimum of once each month with meaningful touches.
- Good knowledge of the healthcare market
Effective and Actionable Account & Territory Plans
- Create/orchestrate profiles for each owned account, following Account Discovery and Profiling metrics.
- Develop/contribute to the development of a partner strategy into account plans.
- Lead territory and account planning process that aligns partner and Microsoft resources together in a way that will maximize revenue, increase customer satisfaction, and grow share.
- Identify patterns/trends/issues across accounts, opportunities and partner relationships.
- Develop programmatic strategies/events based on identified patterns/trends/issues.
- Communicate effective customer engagement solution strategies or approaches.
Healthy, Predictable Pipeline that Meets or Exceeds Quota Expectations
- Prospect and identify opportunities and coach virtual team on how to maximize opportunity generation.
- Qualify opportunities.
- Prepare monthly forecasts and pipeline reports, using Microsoft's tools and resources
Well-Developed Opportunities and Closed Revenue in MSSales
- Ensure evaluation plans are in place for each opportunity in assigned accounts
- Orchestrate internal/partner resources in opportunity sales engagements
- Manage opportunities through the entire pipeline in 100% compliance with the Microsoft Solution Selling Process (MSSP) as well as pipeline and forecast data standards.
- Remove obstacles for virtual team members and/or work with Manager to understand and assist with the removal of obstacles.
- Establish opportunity checkpoints with assigned customers.
- Negotiate and close business as appropriate.
- Lead or contribute to win/loss reviews with v-teams.
Successful Account Manager's - SMSP
- Demonstrated understanding of solution selling techniques and selling software solutions to business customers
- Experienced in building strong and collaborative internal and customer BDM relationships without ever meeting in person.
- Can navigate a customer through a sales, negotiation or technical presentation via the telephone.
- Solid knowledge of the business, customers, partners, Microsoft strategy and how they work together
- Able to qualify sales opportunities and position MS partners in the overall sales process
- Demonstrated communication skills including clear and concise verbal and written business communication in local language
- Able to focus on achieving positive, concrete results contributing to business success
- Demonstrated negotiation and conflict resolution skills
- Has passionate attitude for sales and technology as an enabler for a company's growth.
- Has strong time management and prioritization skills; is organized and methodical in his/her approach.
- Uses very effective delegation skills with virtual team members; establishes clear and consistent communications and expectations.
- Has a strong presence and command of every situation with a customer via the telephone.
- Able to use Microsoft applications and CRM systems.
- For those focused on the Public Sector, experience in this sector is necessary.
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