Job Description Major Account Manager Role Purpose The Major AM role is responsible for delivering a well-managed and growing business of customer accounts that drives yearly revenue targets and long-term revenue opportunities through demonstrated value to the customer, relationship and sales excellence practices representing One Microsoft in the Enterprise. The Major AM role affects Microsoft in a variety of ways; directly at the customer account level, throughout the delivery of the defined commitments, while also indirectly impacting the industry and the community within a specified geography or territory. The Major AM role focuses on two or three accounts on average (typically with a vertical focus). The Major AM role must successfully sell into and develop high level relationships with customers across multiple industries with varied business processes and organizational objectives while managing complexity due to working with many internal MSFT teams around the world. This role adds value by producing: •Satisfied, tenure and loyal Customers through the implementation of Microsoft solutions acting on the shared and recognized needs. •Strong, deep and trustfull customer relationships •Strategic, effective and actionable account plans •Well developed opportunities leading to a healthy pipeline producing wins that meet or exceed quota •High performing account teams through effective AM coaching and leadership •Sales Excellence processes Key Initiatives/Challenges The key initiatives and challenges facing the Major AM role are: •Understand, relate and grasp with legitimate know-how customers business challenges on a top level audience •Detail and understand the competitive landscape priorities, rhythm of business, messages and strategies on an ever more complex and demanding market environment, where the pressure on reduction of costs, value and return on investment are the priorities to focus growth. •A more in-depth focus on industry or vertical solutions to meet customer needs, and the business value proposition that Microsoft offers in helping customer’s meet their challenges and business opportunities. •A deeper understanding of what’s going on in the marketplace and an in-depth knowledge of the customer’s industry and core business process across the customer base. •Effective ways to sell with an understanding of current economic/market conditions through creative deal structuring, creative terms, value propositions, etc., that demonstrates to customers how Microsoft can save them money and get the most value of their investment. •Ensure MSFT retains and grows the number of customers in annuity-based agreements in current economic/market conditions. •Develop, nurture and maintain high levels of satisfaction with our accounts •Grow and scale through the solutions of our strategic partners ecosystem Desired Profile: Essential Factors: •Passionate attitude for sales, technology and customers as an enabler for a company’s growth. •In-depth knowledge of major accounts, their customers and their industry challenges. •Experienced building partnerships that help customers grow their businesses and deeply understands customer relationship-building as a discipline. •Structured in his/her approach to leading teams, acting as a team player benchmark, through complex technology solution sales. •Knows how to deliver on promises and commitments •Experienced and adept at getting people working towards a common goal; consistently demonstrates strong people management skills. •Extensive change management experience •Highly experienced in complex negotiation processes •Orchestrator of a multiple and diverse team, where the ability to delegate, trust and empower are fundamental to scale on our accounts •Determined and able to create trustful and credible relationships at top level of the customers •Customer Excellence oriented approach Soft Factors: •Integrity and honesty •Open and respectful •Big challenges and resilient •Passion •Highly Accountable •Self-critical •Creative and Innovative •Organized with strong prioritization skills •Strong Team player •“I/We can do it” nature in the DNA! Hard Factors: •Bachelor’s degree in Business Management, Engineering or similar •8-10 years of related Experience •Financial Services Experience preferred, but not exclusive •Strong Selling skills are required •Extensive experience in leading teams is required MBA degree preferred
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