Consulting Account Executive

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is cantered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world.

Strategy and Planning

• Provides insights, ideas, and recommendations to address immediate and longer-term customer priorities and Microsoft objectives. Contributes to the overall One Microsoft strategy, driving for agreement with account team on Consulting and Partner strategy. Understands the weaknesses and strengths of competitor solutions and footprints and leverage this knowledge in strategy and planning.
• Proactively looks ahead and identifies actions required to develop Consulting opportunities that are aligned with the account strategy, Microsoft's strategy, and Consulting catalog go-to-market solution plays. Leads Consulting input to account-team planning sessions, follows the common sales and delivery methodology for Microsoft, and provides updates per required account-team governance and rhythms.

Relationship Management

• Owns and maintains in agreement with the core account team customer and partner relationships, influences key decision makers and leads effective rhythms of connection with customer and partner stakeholders. Builds and maintains relationships with appropriate networks of Microsoft decision makers and leaders, and successfully leverages them where needed for customer and partner success.
• Leverages insight from consulting account-delivery team to ensure awareness of status of projects in delivery. 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.
• Drives and leverages for agreement with the core account team, building and strengthening relationships with Microsoft partner teams, such as software and customer success teams, (e.g., ATU and CSAM), as well as the pursuit and delivery teams, through regular rhythm of connections. Brings expertise, insights, and perspectives from customer engagement to Microsoft business to drive deeper customer engagement. Contributes to and leads the Microsoft overall account teams, solution teams, and other partner groups.

Accelerate Cloud Growth

Proactively builds and maintains up-to-date knowledge of customer's business priorities, risks and challenges, internal, industry/sector challenges, regulations, trends, and futures to meet customer needs and drive customer satisfaction. Proactively connects with internal and external network of industry experts to build industry knowledge and connections. Shares knowledge with virtual team.

• Leverages Microsoft Consulting go-to-market scenarios to drive intentional customer conversations about Microsoft Cloud adoption.
• Identifies, qualifies, leads, manages, and closes strategic industry cloud opportunities on prioritized accounts aligned to documented customer business value and outcomes.

Account Team Orchestration

Orchestrates the consulting-sales relationship with the core account team, working closely with Enterprise colleagues to ensure successful creation, maintenance, and execution of the Industry Solutions account plan components, and a positive One Microsoft customer experience.

Deal Excellence

• Leverages customer connections and the account team's insight to confirm Budget, Authority, Need and Timeline (BANT) information to determine progression or lack thereof of a lead to become a consulting opportunity and throughout the Microsoft sales process. Leverages trusted customer stakeholder relationships to expand customer thinking. Probes and challenges customer appropriately to determine quality of customer service's BANT. Secures pre-sales investment to secure appropriate consulting resources needed to shape and scope the opportunity into a compelling customer proposition. Focuses on opportunities that are in alignment with organizational strategy, prioritizing opportunities based on highest potential for impact/consumption.
• Updates the close plan as deal progresses through each sales stage. Executes, updates, and closes on customer-centric actions that achieve alignment between Microsoft and customers. Builds and shares plans with the customer. Works with internal key stakeholders and approvers to ensure margin targets, consumption plans, and other key metrics are considered/met.
• Drives discussions of terms and conditions (e.g., scope, milestones, price) with executive-level customer stakeholders (e.g., CFO, CEO, elected officials, board level) for opportunities in collaboration with the entire account team and customer through multiple iterations to ensure agreement.
• Maintains relationship with the customer to secure formal signing of contract and oversees the processing of that, including financial purchased orders. Drives smooth transition of sales-led accountabilities to delivery-led accountabilities.

Other

Embody our culture and values

Qualifications

Required/Minimum Qualifications

Substantial experience in industry sales experience in the commercial or public sector (e.g. Finance, Local Government)

• OR Bachelor's Degree AND 6+ years industry sales experience in the commercial or public sector (e.g. Finance, Local Government) or related work
• OR equivalent experience.

Proven experience in consulting solution sales experience.

Additional or Preferred Qualifications

Bachelor's Degree in Business, Information Technology (IT), or related field AND 6+ years industry solution or consulting sales experience in the commercial or public sector (e.g. Financial Services, Local Government) or related work

• OR Master's Degree in Business, Information Technology (IT), or related field AND 8+ years experience in technology sales experience in the commercial or public sector (e.g. Finance, Local Government) or related work
• OR equivalent experience.
• 5+ years consulting solution sales experience.

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