Senior Consulting Account Management - Public Sector

Senior Consulting Account Management - Public Sector

15-18 years
Not Specified

Job Description

Microsoft Consulting Services helps Microsoft customers around the world get the best outcomes from their investments in the latest Microsoft cloud technologies. We focuson empowering customers on their digital journey, from envisioning new possibilities to delivering solutions that result in targeted business outcomes and a great customer experience.
The focus of the Services Executive (SE) role is to lead the Microsoft Consulting Services sales account strategy in Microsoft's most strategic enterprise customers, developing and winning digital transformation opportunities that enable customer outcomes and drive Microsoft cloud consumption. The SE leverages Microsoft's unique expertise, including direct access to Microsoft product teams, to help customers use their Microsoft investments as productively as possible.
Strategy and Planning
  • Leads the virtual Consulting account team's contributions to the account vision and strategic approach. 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. Leverages appropriate tools, frameworks, and methodologies to develop a deliberate approach to position potential modernization and digital transformation outcomes which are aligned with customer's priorities
  • Leads the virtual Consulting account team account-planning preparation, defining Consulting sales priorities and collaborating with Consulting delivery/account-aligned leads to leverage insight and provide input to overall account plan. Proactively looks ahead and identifies actions required to develop Consulting opportunities that are aligned with the account strategy,

Customer Relationship Management
  • Drives for agreement with account team on customer and partner stakeholder ownership, including consulting-led stakeholder relationships. Builds and maintains connections with key influencers and decision makers, and leads effective consulting 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.

Business Value Selling
  • Proactively builds and maintains up-to-date knowledge of customer's business priorities, risks and challenges, internal landscape (e.g., organization structure, stakeholders, business performance), industry/sector challenges, regulations, trends and futures
  • Demonstrates a deep understanding of a customer's business and differentiates themselves in complex selling environments.

Account Team Orchestration
  • Orchestrates the consulting-sales relationship with the core account team, working closely with Enterprise and Public sector colleagues to ensure successful creation, maintenance, and execution of the account plan, and a positive One Microsoft customer experience.

Deal Excellence
  • Drives the sales cycle from lead qualification through to deal closure, effectively executing per-sales process requirements. Consistently drives deal velocity as a result of executing high-quality lead qualification and close planning.
  • Leverages customer connections and the virtual Consulting account team's insight to determine abd drive progression. Leverages trusted customer stakeholder relationships to expand customer thinking.
  • Brings experience, insights, and perspectives from customer engagement to Microsoft business to drive deeper customer engagement.

  • Embody our and

required/minimum qualifications
  • 15+ years industry sales experience in the public or enterprise sector (e.g. government, financial services, telco, )
  • consulting complex solution sales experience is a plus
  • strong account management and consultative selling
  • demonstarted experience successfully managing complex deals within an enterprise environment
  • proven sales experience in selling industry-focused solutions.
  • proven track record of consistently meeting or exceeding the targets.
  • bachelor's degree with exposure to information technology (or equivalent)
  • industry knowledge including industry trends, sector requirements & competition.

Job Details

About Microsoft

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 request via the Accommodation request form.

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