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Strategic Account Management

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Microsoft

12d ago

  • Job
    Full-time
    Senior & Expert Level
  • Sales & Business Development
    Business, Operations & Strategy
  • Munich

AI generated summary

  • You need extensive industry experience (preferably in Chemistry) or a relevant degree, plus a track record of collaborating with executives and closing complex deals.
  • You will develop and execute customer account plans, lead diverse teams, build strategic relationships, address challenges, and leverage industry knowledge to drive sales and enhance customer loyalty.

Requirements

  • - Extensive experience in working in an industry - preferably Chemistry and driving digital transformation.
  • - OR Bachelor's Degree AND extensive experience working in a relevant industry and/or driving digital transformation
  • - OR Master's Degree AND demonstrable experience working in a relevant industry and/or driving digital transformation
  • - Experience making recommendations to and/or collaborating with mid-to-senior level executives.
  • - Proven years experience closing large, complex agreements/deals.

Responsibilities

  • Responsibilities
  • Manages the development and execution of a mature/dynamic multi-year customer account plan based on proven methodologies to manage a sustainable, long-term business portfolio. Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts.
  • Leads and coordinates a diverse team (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to execute and deliver on account plans and grow the account, leveraging industry expertise.
  • Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions, and to provide a comprehensive account management experience.
  • Articulates Microsoft's and partners' point of view and creates deep connections with decision makers throughout multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.g., LinkedIn). Leverages relationships to address complex political blockers and drive execution for the customer.
  • Proactively elevates stakeholder relationships and uses Microsoft sales strategies through multiple levels of the customer's organization to secure buy-in and execution. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.
  • Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. 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. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. Enables customers to provide feedback directly to executives to help transform account space by establishing open communication channels for feedback, providing executive sponsorship, and providing direction to others to ensure customer feedback is addressed through One Microsoft approach.
  • Leverages internal network of industry experts to strengthen knowledge of the industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce) and customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of Microsoft's offerings (e.g., product landscape, solutions, strategy to address customer needs) to share knowledge internally, influence customers' business capabilities, drive more competitive solutions, and enhance growth of the account team.

FAQs

What is the primary focus of the Strategic Account Executive role?

The primary focus is to drive digital technology transformation in partnership with customers in the Chemistry industry, aiming to achieve targeted business outcomes for both Microsoft and the customer.

What are the main responsibilities in account management for this role?

Responsibilities include developing and executing a multi-year customer account plan, coordinating diverse teams for plan execution, and expanding strategic networks of key partners and decision-makers.

What qualifications are necessary for this position?

Candidates should have extensive experience in the Chemistry industry and driving digital transformation, or hold a Bachelor's or Master's Degree with relevant experience. Proven experience in collaborating with mid-to-senior level executives and closing complex deals is also required.

How does Microsoft define customer engagement for this role?

Customer engagement involves proactively elevating stakeholder relationships, securing buy-in through Microsoft sales strategies, and expanding strategic customer relationships to drive larger impacts within the organization.

What is the importance of competitive knowledge in this position?

Competitive knowledge is crucial as it helps strengthen understanding of industry trends, competitors, and customer priorities, enabling the Strategic Account Executive to influence customer business capabilities and drive growth for the account team.

Is prior experience in a specific industry required for this role?

Yes, extensive experience in the Chemistry industry and familiarity with driving digital transformation is preferred for this position.

Who do I collaborate with in this role?

You will collaborate with a larger v-team composed of internal and external partners, industry experts, and decision-makers throughout multiple levels of the customer’s organization.

Does this position require sales experience?

Yes, proven experience in closing large, complex agreements and driving sales excellence is a requirement for this position.

What approach does Microsoft take regarding diversity and inclusion in hiring?

Microsoft is an equal opportunity employer and considers all qualified applicants for employment without discrimination based on various protected characteristics.

Microsoft

Technology
Industry
10,001+
Employees
1975
Founded Year

Mission & Purpose

Every company has a mission. What's ours? To empower every person and every organization to achieve more. We believe technology can and should be a force for good and that meaningful innovation contributes to a brighter world in the future and today. Our culture doesn’t just encourage curiosity; it embraces it. Each day we make progress together by showing up as our authentic selves. We show up with a learn-it-all mentality. We show up cheering on others, knowing their success doesn't diminish our own. We show up every day open to learning our own biases, changing our behavior, and inviting in differences. When we show up, we achieve more together. Microsoft operates in 190 countries and is made up of more than 220,000 passionate employees worldwide.