Consulting Account Leader

at  Microsoft

At Microsoft, our core mission is empowering every person and every organization on the planet to achieve more. Industry Solutions (IS) is a global organization of over 16,000 strategic sellers, industry experts, elite engineers, architects and consultants, who along with delivery experts are working together to bring Microsoft’s mission of empowerment – and cutting-edge technology - to life for the world’s most influential customers. We are on the front lines of innovation, working side-by-side with customers to drive value across the entirety of their digital transformation journey. Our team prides itself on embracing a growth mindset, inspiring excellence, and encouraging everyone to share their unique viewpoints and be their authentic selves.
ISD - Consulting Account Manager role in ASEAN will focus on leading the consulting sales across Major Enterprise accounts across ASEAN, focusing on strategy & planning, accelerating cloud growth, and Deal Excellence.
Successful Consulting Account Management may achieve results through:
1.Credibility with Customers: Engage and develop trust with customers, with empathy for their challenges, an understanding of their role, the business, technical challenges and regulatory controls and requirements they face.
2.Solution Selling mapping: Building on customer credibility, map ISD solutions focusing on the industry-specific based required outcomes leveraging the Catalog (Catalog.ms ) and your knowledge and expertise.
3.Security by default: Include security workloads for ISD MACC attach and ensure production deployments are not blocked by customer security teams by proactive inclusion of security workloads in deal scoping and evolve knowledge on foundation sales topic such as security (See Secure Futures Initiative (SFI) ).
4.Account Prioritization: Engaging early with the EOU (Enterprise Operating Unit: ATU, STU, and CSU) peers based on sales leadership discussions to identify key accounts and acquire accounts within the Majors aligning to ISD sales plays.
5.EOU Collaboration: Work across the EOU with pursuit and delivery teams, aligning on account goals and participating in the Account Rhythm of the Business (RoB).
6.Communicating Value: Regularly communicate the ISD value to customer stakeholders and the Microsoft Account team during the Account RoB, developing and delivering impactful and compelling ISD Points of View (PoV).
7.Qualifying Opportunities: Rigorously qualify opportunities through all MCEM sales stages and maintain an accurate close plan, keeping stakeholders informed on progress and minimizing month on month deal slippage.
8.Accelerating Cloud Growth: Leverage ISD solution offerings (see Catalog.ms ) and delivery models (GDC, PDOC) to support Land and Expand Commercial Solution Area (CSA) Portfolio mix; MACC attach; Acquiring Majors accounts with the STU; and Large Transformation deals.
9.Invest in personal development, building Sales Expertise: Continuously improve sales skills and evolve industry and CSA (Commercial Solution Area) knowledge, see Viva Learning , MS Learn , Seismic .
10.Competitive landscape knowledge: Understand and maintain key competitive knowledge relating to your solution area workloads, for example, but not limited to: AWS, Google, Salesforce, ServiceNow, Splunk to assist and understand and scope customer business, migration and transformation requirements against ISD solution offerings.
11.Process Champion: Adhering to MCEM and ISD processes captured on SDMPlus to ensure consistency and efficiency for customers and peers.
12.Participating in Coaching: Engage in regular coaching sessions with your manager for professional growth.
13.Contributing to Win/Loss Reviews: Support win/loss reviews with sales and pursuit management, championing lessons learned for future improvements.
14.Community collaboration and IP: Contribute to the continuous improvement of ISD resources and IP, to drive standardization and repeatability of ISD offerings, sharing across peers and communities to drive solution velocity and consistency and minimize bespoke solutioning.

QUALIFICATIONS

10+ years of consulting experience.
10+ years of proven sales experience.
Strong experience in MS cloud, compete understanding is a plus.
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations