Digital Account Management at Microsoft

Cairo, Cairo, Egypt -

Full Time

Start Date

Immediate

Expiry Date

10 Apr, 26

Salary

0.0

Posted On

10 Jan, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Account Management, Customer Engagement, Industry Knowledge, Sales Excellence, Communication, Strategic Partnerships, Driving Operations, Opportunity Management, Consultative Selling, Negotiation, Problem Solving, Financial Analysis, Project Management, Maximizing Business Opportunities, Business Relationship Management, Trusted Advisor

Industry

Software Development

Description

Overview Territory coverage for this role includes KSA and UAE Seeks to deepen relationship with customers during interactions by being customer-focused; connecting the customer to Microsoft executives. Proactively develops a comprehensive understanding of customer industry and identifies opportunities to drive optimization and digitalization solutions. Engages with customers to lead strategic technology transformation. Develops and oversees the execution of account plans for multiple accounts to ensure Microsoft revenue targets and customer business needs are met. Sets priorities, focus, and resources and strengthens operations. Expands network of key internal partners to ensure execution of core tasks and account transactions. Orchestrates others to anticipate issues on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience. Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise to expand customer relationships. Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customers' business objectives. Develops strategies to secure buy in and execution of plans and aims to identify new opportunities within assigned accounts. Implements strategies to engage stakeholders and sells opportunities and usage of Microsoft solutions. Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in customer industry. Responsibilities Account Management Expands network of key internal (e.g., Industry Solutions [IS]) and external partners for accounts to ensure execution of core tasks and account transactions. Grows sales and partner impact and engages mainstream partners to develop and promote mutually-beneficial customer business and technology transformation strategies. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners. Anticipates moves within assigned accounts, as well as potential problems and ways to mitigate risks. Determines prioritization of action for multiple assigned accounts based on customer needs, sales-generating importance, growth opportunities, and account risks, all while maintaining a high level of commitment and accountability for assigned accounts. Consults and coordinates with the account management team to make necessary adjustments, determine what actions to tackle first, and re-adjust priorities to respond to pressing and changing demands. Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Ensures teams are documenting in the Account Plan. Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts to ensure Microsoft revenue targets and customer business needs are met. Drives accountability to deliver on account plans among the extended virtual teams and internal industry experts. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays. Customer Engagement Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to establish Rhythm of Business (RoB) with customer sponsors to highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI). Seeks to deepen relationship with customers during interactions by being customer-focused and consistently honoring commitments and connecting the customer to Microsoft executives, and partners with them to foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President). Leverages digital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing outputs, and reflect in the engagement strategy in our customer plan. Proactively develops a comprehensive understanding of the customer's business and technology needs and priorities for each assigned account. Identifies opportunities to drive optimizations and new business and technology solutions based on customer's strategies. Presents solutions and ideas based on customer insights. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed. If industry aligned, also develops a comprehensive understanding of the customer's industry. Understands customer drivers of business transformation and leads new opportunities and orchestrates internal teams to accelerate the customer's digital transformation. Engages with customers to lead strategic technology direction/transformation within assigned accounts customer. Proactively mitigate competitive risk. Mitigate competitive risk. Ensures line-of-business wins are captured (e.g., testimonials) for referencing through insightful listening. Industry Knowledge Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face. Coordinates with internal industry experts (e.g., industry teams, industry specific partners) to gather industry data of assigned accounts and improve planning. Demonstrates a strong understanding of the customers' business strategy and the direction of the industry. Sales Excellence Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to expand relationship with decision makers and stakeholders of assigned accounts by leveraging best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc. Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. Leverages internal resources to support customer needs. Orchestrates others (e.g., Customer Success Account Management [CSAM]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans. Develops value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells. Presents business plans to customers to generate new non-qualified opportunities. Implements strategies to engage relevant stakeholders of assigned accounts and create and/or identify upselling/cross-selling non-qualified opportunities and drive consumption of Microsoft solutions while utilizing common sales and delivery methodology for the Microsoft sales organization. Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customer's business objectives. Establishes the competitive advantage. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs. Qualifications Communicating with Impact The ability to effectively articulate solutions' value with internal and external business stakeholders in a clear and concise manner, ensuring mutual objectives and priorities are presented and understood to drive successful outcomes in sales engagements. Oral Communication: The ability to make a verbal message understood and to receive/understand messages during in-person or remote (e.g., telephone) interactions. Written Communication: The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence. Presentations: The ability to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audienceÂ’s attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience. Customer Strategic Partnerships The ability to build and maintain strong business relationships and partnerships, nurture executive relationships, and establish credibility as a trusted advisor. It involves effective relationship management, stakeholder engagement, and the ability to present to executives. This capability empowers professionals to cultivate collaborative partnerships, drive business growth, and establish themselves as valued advisors in their field. The ability to guide customers' thinking through active listening, questioning, and reflecting; provides vital insight and seamless service to help define needs and then provide advice. Business Relationship Management: The ability to develop and maintain positive working relationships with supervisors, staff, managers, customers, and vendors. This includes expressing empathy and compassion when dealing with the needs and problems of others, being approachable, taking time to address the concerns of coworkers, and treating others with respect and dignity. Trusted Advisor: The ability to build trusted advisor status and deep relationships across stakeholders (e.g., technical decision makers, business decision makers) through an understanding of customer needs and technologies. Partner/Customer Scoping: The ability to guide Partners’ and/or customers' thinking through active listening, questioning, and reflecting and provides vital insight and seamless service to help define needs and then provide advice within area of expertise. Driving Operations The ability to effectively manage accounts via strategic decision-making and a focus on operational excellence. This includes orchestrating opportunities and deals, developing sales strategies, managing compliance, showcasing organizational savvy, and assessing and mitigating risks to drive successful business outcomes and maximize customer value realization. Account Management: Knowledge of and ability to manage individual customer/partner accounts or a portfolio of aggregate account pipelines by developing and maintaining relationships with existing customers/partners, tracking account status, and ensuring the health of account metrics. Opportunity/Deal Orchestration: Ability to manage sales opportunities and/or deals by making arrangement and coordinating processes. This includes the skills of communicating and collaborating with others and leveraging resources and tools. Decision Making: The ability to make decisions in a fast-paced, rapidly changing environment. This includes the ability to define, diagnose, and determine an appropriate resolution, recommendation, or decision while considering alternatives and factors (e.g., resources, costs, tradeoffs). Managing Sales Pipelines The ability to be organized, resourceful, and planful while leveraging multiple resources to achieve business goals. This includes the ability to analyze and forecast trends, proactively manage opportunities through the sales process and maintain high standards of operational excellence. Financial Analysis: Knowledge of and the ability to use basic financial analysis (e.g., return on investment, value chain analysis) related to marketing effectiveness, resource allocations, and new business opportunities. Organization Skills: The ability to be organized, resourceful, and planful. This includes the ability to leverage multiple resources to get things done and lay out tasks in sufficient detail. This also includes the ability to work on multiple tasks at once without losing track, and foresee and plan around obstacles. Microsoft Partner Ecosystem: Knowledge of and the ability to navigate successfully within the partner ecosystem, including being knowledgeable about specific partner programs and ongoing relationships. Project Management: Knowledge of and the ability to carry out the process of planning, organizing, and managing tasks and resources to accomplish a well-defined objective. This includes the ability to manage and provide project deliverables, optimize the contribution of the people involved, and assess the impact of project decisions on quality, productivity, schedules, cost, performance, etc. Maximizing Business Opportunities The ability to apply business acumen and an understanding of businesses needs and opportunities across market, industry, and competition to effectively manage and prioritize business development opportunities. This includes the ability to effectively analyze market dynamics, recognize customer needs, qualify opportunities, and identify how Microsoft solutions can enable business capabilities that drive growth and innovation, while staying abreast of emerging trends. Company Acumen: Knowledge of company operations and roles across the organization. This includes knowledge of and the ability to follow company policies, processes, and procedures. Opportunity Management: The ability to identify and manage business development opportunities that could be implemented to drive positive results for the business. Sales The ability to effectively sell Microsoft solutions by demonstrating value, influencing others, negotiating mutually beneficial agreements, disrupting conventional thinking, and consultative selling with stakeholders. This includes effectively navigating the sales process and demonstrating creativity, problem-solving, and storytelling skills to effectively articulate how solutions will drive business impact and value for our customers inclusive of our partners. Consultative Selling: The ability to understand customer needs through dialogue before recommending products/services. Persuasion: Communicates information or ideas in a persuasive and assertive manner to influence stakeholders towards a point of view or obtain their commitment. Negotiation: The ability to achieve mutually satisfying agreements in negotiations with others by listening to their objectives, acting as the company's representative to effectively communicate the company's objective, and seeking common ground and collaborative solutions. Problem Solving: The ability to identify problems and review related information to develop and evaluate options and implement solutions. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

Responsibilities

The role involves managing multiple accounts to ensure Microsoft revenue targets are met while deepening customer relationships. It includes developing account plans, engaging with customers for technology transformation, and orchestrating internal teams to enhance customer satisfaction.