Strategic Account Management

Responsibilities (Text Only)

Customer and Auto/Manufacturing Industry Insights – Synthesizes and combines various business and industry insights from their team, global best practices, proof points from experience/case studies with countries and/or regions, and deep industry expertise related to automotive customers / OEMs and their competitors to conduct forecasting and develop recommendations for managing accounts and subsidiary planning. Ensures that all levels of the organization challenge customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights. Orchestrates cross-regional teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Oversees our pre-sales teams for driving opportunities with others, as necessary. Brings in business and industry insights to address the broader business challenges for the customer and deliver transformational solutions. Trusted Advisor – Provides Account thought leadership inclusive of information technology (IT), business strategy knowledge, and technology landscape, and shares best practices internally while providing coaching to subsidiary and headquarter resources. Leverages account thought leadership in partnership with account executives to set strategy, own accountability for outcomes, and lead extended teams. Provides tactical and commercial guidance to internal teams to position solutions and competitive offerings while using customer landscape knowledge. Creates connections and feedback loops with our pre-sales teams. Account Strategy Formulation – Leads analysis of overall customer needs, outcomes, and blockers. Determines key stakeholders for driving execution on the largest and/or most complex accounts. Partners with global executives to lead overall strategy development (e.g., blocker identification, partner strategy) to identify and address gaps and drive end-to-end solutions. Leads the adoption of technologies by plotting the long-term vision of the customer\’s business strategy and driving action to bring to fruition. Technology Sales: Demand Generation and Orchestration – Creates, develops, and drives opportunities based on industry best practices, presents opportunities to the customer, and creates demand. Develops a plan, within a broader strategy, to create and qualify a set number of opportunities for product sales, solutions sales, or consumption. Leverages partners and multiple channels (e.g., social media) to create demand. Orchestrates efforts to drive MCEM lifecycle and stage progression. Leverages experience and strategic foresight to lead commercial teams by driving opportunities with Specialist Team Unit (STU), Customer Success Unit (CSU), and others, as necessary. Leads efforts to reach out to key stakeholders to give customer-driven pitches and drives the appropriate customer reach together with the account executive to generate new demand. Uses advanced technical knowledge of products to determine feasibility of technical customer requirements requests and works with core engineering teams to prepare solutions. Differentiated Value Proposition – Acts as the customer\’s trusted advisor as well as supportive challenger in established relationships with senior executives within a large-scale or high-impact customer organization senior leaders, including technical decision makers (TDMs) and/or Business Unit leaders at SVP level (e.g., HR, Risk, Finance leadership). Develops extended relationships beyond core customers, advises on solutions, and aligns Microsoft capabilities with customer needs. Drives market share (e.g., cloud, collaboration, AI). Leads customer business transformations through digital technologies for assigned accounts to drive business outcomes and create business value for customers by understanding customer industry and position to provide guidance and to challenge customer thinking with innovative ideas that showcase the need for change and new strategic direction, and proactively involves corporate and cross-industry resources to drive customer transformation. Ensures line-of-business wins are captured (e.g., customer write-ups) as reference for scale, and represents the face of the business during public relations events for significant business wins. Mapping and Account Planning – Helps customer strategy planner build the message to sell Microsoft offerings to other parts of their business or end users. Creates stakeholder maps for accounts, determines, and orchestrates a coverage plan, and builds out an execution framework across multiple Rooms of the House of the customer. Education and Thought Leadership – Leads customer engagement by engaging and influencing most influential resources of customer, partner, and Microsoft towards customer’s business transformation. Delivers regular (e.g., quarterly, monthly) industry briefings to customer senior decision-makers / teams.

Qualifications (Text Only)

Required Qualifications: – Bachelor’s Degree with advanced experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education, Technology) and/or leading digital transformation initiatives OR Master’s Degree with strong experience in industry roles and/or driving digital transformation OR Extensive industry experience and/or leadership in digital transformation. – Demonstrated capability in providing strategic recommendations and collaborating with mid-to-senior level executives. – Proven experience managing and closing complex, high-value agreements or deals. Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a requestvia the Accommodation request form. Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work. #J-18808-Ljbffr