北京招聘

Job ID 841506
Location China, Guangzhou
Job Category Sales
Division Sales

Why does the Affiliate Account Manager role exist?
The Affiliate Account Manager (AM) 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 AAM as trusted advisor.
AAM will cover large affiliate accounts from selected EPG Top/Major and CAM accounts.

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 each account that meet quality standards 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 Corporate AAM produce that add value to Microsoft?
The AAM role adds value by producing (See Account Management Profile of Excellence http://infoweb2007/e360/Documents/Forms/AllItems.aspx?RootFolder=%2fe360%2fDocuments%2fRole%20Excellence%20Handbook%2faccountManagers%2fProfile%20Of%20Excellence&FolderCTID=&View=%7b9CCDA636%2dA17C%2d46D9%2dA175%2d91198A8D3B8A%7d> for a full description):
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 AAM role unique from other Account Manager roles?
The AAM role is unique in the following ways:
- Covering wide range of child accounts for selected TP accounts by working independently and managing vendor AAMs.
- Capability to develop and provide value to CIO and LOB director relationships in Child account level.
- Scale through partners and extended teams.
- Sales cycles generally up to 6 - 12 months.
- Greater degree of industry versatility (more generalist knowledge required)
- Sales engagements can cross-sectors and verticals with various agreements, different product set, competition, pricing, etc.
- Strong Sales Collaboration required working with TP AM and inside sales team.
- Greater territory element to account management.
- Provides coaching to peer account managers.
- Account ratio 1:50 child accounts (on average).

The capabilities that the Top Account Director should have:

1. 5+ years of related experience。

2. Understanding of industry and vertical solutions. Ability to quickly understand the business value proposition that Microsoft offers in helping ICBC capitalize on their business opportunities.

3. A firm understanding of the IT competitive landscape in the customer base.

4. Management experience preferred.

Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN

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