Account Manager(职位编号：806970)
微软销售市场和服务集团 （SMSG）
- 公司规模：1000-5000人
- 公司性质：外资(欧美)
- 公司行业：计算机软件
职位信息
- 发布日期：2012-09-07
- 工作地点：北京
- 招聘人数：1
- 工作经验：五年以上
- 学历要求：本科
- 语言要求：英语熟练
- 职位类别：客户经理/主管
职位描述
Job Category: Sales
Location: China, Beijing
Job ID: 806970
Division: Sales
The Global Account Manager role adds value to Microsoft by delivering a well-managed, profitable and growing business produced through relationship excellence and sales excellence practices where the customer views the AM as trusted advisor.
The success of the business is measured in the following ways:
- An expanding footprint in accounts through year-over-year percentage increase in customer addressable revenue (AR).
- Account growth through increased signed EA renewal rates and net-new opportunity revenue while meeting annual revenue targets.
- Year-over-year growing integration of partners and services in key wins.
- Year-over-year increase in customer satisfaction as measured by Relationship Management scores.
- Reciprocal Conditions of Satisfaction (COS) in place for account that meet quality standards as defined by Sales management and included as part of a comprehensive up-to-date account plan.
- Business value discussed in every discussion and every proposal with the customer.
- The customer is current on the installation and use of current products available through the EA or SA and realizes the value of new capabilities aligned to the Microsoft roadmap.
What deliverables does the Global AM produce that add value to Microsoft?
The Global AM role adds value by producing :
1. Customers with realized value from the MSFT platform through acquisition and deployment of the solutions they buy
2. Strong and deepening customer relationships
3. Strategic, effective and actionable account plans
4. Well developed opportunities leading to a healthy pipeline producing wins that meet or exceed quota
5. High performing account teams through effective AM coaching and leadership
How is the Global AM role unique from other Account Manager roles?
The Global AM role is unique in the following ways:
- Capability to develop and provide value to multiple local and international CXO and VP LOB relationships.
- Scale through teams and sells to multiple locations around the world with increased executive engagement.
- Demonstrated executive acumen at an international level.
- Increased acquisition, sales collaboration and international allocation issues including licensing and agreement strategy.
- Leads worldwide account team strategy and resource investment through revenue allocation and internal SLAs.
- Increased complexity due to international aspects and myriad of Microsoft internal teams they interface with around the world.
- Manages a complex set of relationships between customer and Microsoft (Example: Accenture as a customer, partner and provider all in one).
- Produces multi-year global business/account plans including sell to, sell with, and sell through strategies.
- Leverages the Executive Sponsor Program.
- Participates in the Global Account Community and provides coaching to peer account managers.
- Account ratio is 1:1.
What are the key initiatives and challenges facing the Global AM role over the next 6 months to 3 years?
The key initiatives and challenges facing the Global AM role are:
1. A deeper understanding of marketplace and industry trends, and how these impact the customer’s core business process initiatives.
2. Effectively selling Microsoft’s value and solutions to advance the customer’s initiatives, including how we reach their customers to create competitive advantage.
3. Orchestrating One Microsoft across Sales, Services, Marketing, Partners, and Business Groups.
4. 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.
Qualifications:
1. 5-10 years working experience, prefer has 5years above experience in software industry, global account background is plus
2. Bachelor’s degree or above, fluent in English
3. Embodies Microsoft core values of:
a. Integrity and honesty
b. Open and respectful
c. Big challenges
d. Passion
e. Accountable
f. Self-critical
4. Has strong time management and prioritization skills; is organized and methodical in his/her approach.
5. Has passionate attitude for sales, technology and customers as an enabler for a company’s growth.
6. Is experienced in building relationships with CXOs and business decision-makers.
7. Has the “discipline” of working with people; is structured in his/her approach to leading teams through complex technology solution sales.
8. Is experienced and adept at getting people working towards a common goal; consistently demonstrates strong people management skills.
9. Is tough skinned; shows no fear in the face of challenges; is someone who doesn’t take things personally.
10. Knows how to deliver on promises.
11. Is creative, innovative; is often seen as visionary in his/her approach.
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Beijing
Job ID: 806970
Division: Sales
The Global Account Manager role adds value to Microsoft by delivering a well-managed, profitable and growing business produced through relationship excellence and sales excellence practices where the customer views the AM as trusted advisor.
The success of the business is measured in the following ways:
- An expanding footprint in accounts through year-over-year percentage increase in customer addressable revenue (AR).
- Account growth through increased signed EA renewal rates and net-new opportunity revenue while meeting annual revenue targets.
- Year-over-year growing integration of partners and services in key wins.
- Year-over-year increase in customer satisfaction as measured by Relationship Management scores.
- Reciprocal Conditions of Satisfaction (COS) in place for account that meet quality standards as defined by Sales management and included as part of a comprehensive up-to-date account plan.
- Business value discussed in every discussion and every proposal with the customer.
- The customer is current on the installation and use of current products available through the EA or SA and realizes the value of new capabilities aligned to the Microsoft roadmap.
What deliverables does the Global AM produce that add value to Microsoft?
The Global AM role adds value by producing :
1. Customers with realized value from the MSFT platform through acquisition and deployment of the solutions they buy
2. Strong and deepening customer relationships
3. Strategic, effective and actionable account plans
4. Well developed opportunities leading to a healthy pipeline producing wins that meet or exceed quota
5. High performing account teams through effective AM coaching and leadership
How is the Global AM role unique from other Account Manager roles?
The Global AM role is unique in the following ways:
- Capability to develop and provide value to multiple local and international CXO and VP LOB relationships.
- Scale through teams and sells to multiple locations around the world with increased executive engagement.
- Demonstrated executive acumen at an international level.
- Increased acquisition, sales collaboration and international allocation issues including licensing and agreement strategy.
- Leads worldwide account team strategy and resource investment through revenue allocation and internal SLAs.
- Increased complexity due to international aspects and myriad of Microsoft internal teams they interface with around the world.
- Manages a complex set of relationships between customer and Microsoft (Example: Accenture as a customer, partner and provider all in one).
- Produces multi-year global business/account plans including sell to, sell with, and sell through strategies.
- Leverages the Executive Sponsor Program.
- Participates in the Global Account Community and provides coaching to peer account managers.
- Account ratio is 1:1.
What are the key initiatives and challenges facing the Global AM role over the next 6 months to 3 years?
The key initiatives and challenges facing the Global AM role are:
1. A deeper understanding of marketplace and industry trends, and how these impact the customer’s core business process initiatives.
2. Effectively selling Microsoft’s value and solutions to advance the customer’s initiatives, including how we reach their customers to create competitive advantage.
3. Orchestrating One Microsoft across Sales, Services, Marketing, Partners, and Business Groups.
4. 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.
Qualifications:
1. 5-10 years working experience, prefer has 5years above experience in software industry, global account background is plus
2. Bachelor’s degree or above, fluent in English
3. Embodies Microsoft core values of:
a. Integrity and honesty
b. Open and respectful
c. Big challenges
d. Passion
e. Accountable
f. Self-critical
4. Has strong time management and prioritization skills; is organized and methodical in his/her approach.
5. Has passionate attitude for sales, technology and customers as an enabler for a company’s growth.
6. Is experienced in building relationships with CXOs and business decision-makers.
7. Has the “discipline” of working with people; is structured in his/her approach to leading teams through complex technology solution sales.
8. Is experienced and adept at getting people working towards a common goal; consistently demonstrates strong people management skills.
9. Is tough skinned; shows no fear in the face of challenges; is someone who doesn’t take things personally.
10. Knows how to deliver on promises.
11. Is creative, innovative; is often seen as visionary in his/her approach.
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
公司介绍
微软本着与合作伙伴共同成长、共同发展的宗旨深入开拓中国本地市场。作为一家软件平台厂商，微软通过合作伙伴业务模式，努力促进信息技术产业生态系统的建设。我们通过合作伙伴把微软的产品和服务送到用户手中，通过合作伙伴基于微软的平台开发丰富的、最适合中国市场的应用产品和解决方案来满足用户的需求。
微软与政府有关部门及其他机构合作，积极推动缩小数字鸿沟，以帮助各层次、各地区的人们实现自己的最大潜能。多年来，无论是开展“携手助学”支持农村和边远地区教育、推进“农村信息化”建设让农民通过信息技术脱贫致富，还是实施“潜力无限”项目，合作成立社区学习中心，扶助弱势人群，都体现了我们致力于成为优秀企业公民的不懈努力。
微软通过开发众多的软件产品和服务并提供相应的生产、授权和支持，向用户传递商业价值。目前，微软在中国业务涉及Windows客户端、服务器平台和开发工具、信息工作者产品、微软商务管理解决方案、移动及嵌入式设备、MSN和家庭消费及娱乐产品等七个方面。
欢迎浏览公司网站：http://www.microsoft.com/china
微软与政府有关部门及其他机构合作，积极推动缩小数字鸿沟，以帮助各层次、各地区的人们实现自己的最大潜能。多年来，无论是开展“携手助学”支持农村和边远地区教育、推进“农村信息化”建设让农民通过信息技术脱贫致富，还是实施“潜力无限”项目，合作成立社区学习中心，扶助弱势人群，都体现了我们致力于成为优秀企业公民的不懈努力。
微软通过开发众多的软件产品和服务并提供相应的生产、授权和支持，向用户传递商业价值。目前，微软在中国业务涉及Windows客户端、服务器平台和开发工具、信息工作者产品、微软商务管理解决方案、移动及嵌入式设备、MSN和家庭消费及娱乐产品等七个方面。
欢迎浏览公司网站：http://www.microsoft.com/china