Consulting Account Executive at Microsoft

Mumbai, maharashtra, India -

Full Time

Start Date

Immediate

Expiry Date

23 Feb, 26

Salary

0.0

Posted On

25 Nov, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Cloud Growth, Customer Satisfaction, Deal Management, Consulting Sales, Relationship Management, Strategic Planning, Digital Transformation, Stakeholder Engagement, Risk Management, Sales Strategy, Negotiation, Customer Feedback, Account Management, Business Prioritization, Technology Adoption, Market Analysis

Industry

Software Development

Description

Contributes to the thinking of the Account Team and the Consulting account team. Accelerate Cloud Growth - Proactively builds and maintains up-to-date knowledge of customer's business priorities, risks and challenges, internal landscape (e.g., organization structure, stakeholders, business performance), industry/sector challenges, regulations, trends, and futures (e.g., impact of artificial intelligence [AI], sustainability) to meet customer needs and drive customer satisfaction. - Identifies, qualifies, leads, manages, and closes strategic industry cloud opportunities on prioritized accounts aligned to documented customer business value and outcomes. Increase customer business value with advanced technology (e.g., AI) and drive consumption. Orchestrates and coordinates across the account team, customer success team, service team, and the Consulting account team, effectively influencing and collaborating with account-aligned and solutions-aligned, pursuit and delivery colleagues including Partners to bring the best resources to ensure customer success and satisfaction, successfully closing deals. Deal Excellence - Builds quality, close plans for all qualified opportunities, initially (at qualified stage) comprising the core Budget, Authority, Need and Timeline (BANT) information and commercial strategy for the deal, and progressing to include detailed customer procurement process, risks, and issues. Leads the consulting of the entire account team to execute the close plan, effectively influencing and collaborating with account-aligned and solutions-aligned, pursuit and delivery colleagues to perform agreed activities to successfully close the deal. Works with internal key stakeholder and approvers to ensure margin targets, consumption plans, and other key metrics are considered/met. - Leverages customer connections and the account team's insights to confirm Budget, Authority, Need and Timeline (BANT) information to determine progression or lack thereof of a lead to become a consulting opportunity. Secures pre-sales investment to secure appropriate consulting resources needed to shape and scope the opportunity into a compelling customer proposition. Focuses on opportunities that are in alignment with organizational strategy, prioritizing opportunities based on highest potential for impact/consumption. Consistently drives deal velocity as a result of executing high-quality lead qualification and close planning. - Maintains relationship with the customer to secure formal signing of contract and oversees the processing of that, including financial purchased orders. Drives smooth transition of sales-led accountabilities to delivery-led accountabilities. Supports win/loss reviews with sales and pursuit management, owns lessons learned activities to support improvements and efficiency for customers and peers. Identifies repeatable intellectual property that could be replicated and sold to other customers, increasing the sales team's ability to scale the solution and grow market share. - Ensures all applicable leads and qualified opportunities are linked to customer priorities in the account plan. Uses required tooling to report out the state of the business. - Drives discussions of terms and conditions (e.g., scope, milestones, price) in collaboration with the entire account team and customer through multiple iterations to ensure agreement. Maintains productive working relationships with those involved in negotiation, persuading others without using manipulation, and driving a positive atmosphere during difficult objections and discussions. Relationship Management - Proactively seeks customer feedback and insights on business priorities and/or experience. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Understands how and when to escalate issues to ensure resolution. Prioritizes appropriately for multiple assigned accounts. Strategy and Planning - Determines planning prioritization for multiple assigned accounts based on customer needs, revenue importance, growth opportunities, and account risks. Leverages business outcomes specific to their industries across 3 horizons as a point of view/roadmap for digital transformation. Engages with internal and external stakeholders on business planning to review and plan for accounts, structures and leads account planning rhythm to set priorities, and aligns Solution Plays and opportunities, partners, focus, and resources to regularly update the plan, ensuring that the extended virtual team (inclusive of partners) and other stakeholders are working toward common goals. - Leverages appropriate tools, frameworks, and methodologies to develop a deliberate approach to position potential modernization and digital transformation outcomes specific to their industries across 3 horizons which are aligned with customer's priorities. - Understands the weaknesses and strengths of competitor solutions and footprints and leverage this knowledge in strategy and planning. Bachelor's Degree AND 7+ years industry sales experience in the commercial or public sector (e.g. Finance, Local Government) or related work OR 7+ years industry sales experience in the commercial or public sector (e.g. Finance, Local Government) OR equivalent experience.2+ years consulting solution sales experience.

Responsibilities

The Consulting Account Executive contributes to the Account Team's strategic thinking and drives cloud growth by managing and closing strategic industry cloud opportunities. They maintain customer relationships, oversee deal processes, and ensure alignment with customer business priorities to enhance satisfaction and value.