北京招聘

Job ID 881585
Location China, Beijing
Job Category Sales
Division Sales

Individuals in the Account Executive Sales discipline are responsible for growing the Services business in assigned accounts by consistently meeting customer requirements and ensuring the deployment, adoption and productive use of Microsoft technologies. They establish and nurture customer relationships, develop account strategies and plans, and manage a pipeline of Services opportunities while overseeing solution deployment and support. Success is measured by satisfied customers, long-term revenue potential in the account, and achievement of the annual quota.
The Account Executive, Services is the end to end Services account relationship owner for our top tier Microsoft customers (typically in the Global or Major and Corporate Account Managed-Enterprise customer segments).

The Account Executive, Services:
- The single point of contact for all Services in their assigned accounts (internally with EPG and externally with customers/partners)
- Advises customer Business and Technology Decision Makers (BDM/TDM) how to best realize the value of their Microsoft technology investment through strategic business alignment, innovation, implementation, productive use and support
- Responsible for owning and driving key customer relationships to further develop Services opportunities while ensuring a consistent “One Microsoft” experience for the customer. During customer interactions, offer industry insights, market intelligence and internal observations of the customer’s business that advances their priorities and opens new opportunities
- Is responsible for strategy, planning, marketing/positioning, crafting and selling our entire services portfolio (Enterprise Strategy, Microsoft. Consulting Services (MCS) Invoiced Revenue, New Work Sold (NWS) and Premier Billed Revenue deep into assigned accounts
- Responsible for operational excellence: maintaining a healthy pipeline, participation in account planning with Enterprise Partner Group (EPG) account planning process, developing high quality services growth strategies in current and evolving account plans, forecast and business management, consistent execution of Microsoft Sales Plan (MSP)
- Able to establish Conditions of Satisfaction (COS). Coordinate with Account Manager (AM) on customer review rhythm via Executive Business Reviews (EBR). Ensure account and/or contact level COS are referenced and reflected in engagement level COS for both Microsoft Consulting Services and Premier In your assigned accounts to maximize executive alignment and customer satisfaction
- Skilled in working across business segments in establishing account profiling, setting priorities, effective account planning, and ensuring affective alignment with Enterprise Partner Group (EPG), Account Manager (AE) and applicable Technical Account Manager (TAM) to prioritize and align account activities
- Able to ensure that Services Growth Strategies for Enterprise Services, Consulting and Premier (in the Account Planning Portal) are updated by end of Q1 and information is current based on a rolling 6 month cycle
- Responsible for contributing to SMSG's growth commitment by 100% attainment of revenue based incentive (RBI) objectives, achievement of quarterly revenue targets and full year Premier billed revenue
- Able to adhere to quarterly accountability requirements and plan to achieve the above targets set for Q1, Q2, Q3 and Q4 (full year quota attainment)
- Able to ensure that all Services actions positively contribute to the customer and positively contribute to Relationship Management Score (RMS) by account. Drive Customer and Partner Experience indicators in all accounts

Qualifications:
-Bachelor’s degree/equivalent (required) or MBA/Master’s degree (preferred)

Experience:
-Professional Services Sales, Software/Solution/Product Sales, Customer Relationship Management, Business Development, IT Consultation, Enterprise Architecture Planning, Project Management, IT Solution Development

Competencies:
-Account Planning and Strategy, Customer Relationship Development, Customer Business Value, Industry/ Competitive Knowledge, Business and Opportunity Management

Training and certification:
-Sales: Sales Management, Account Management, Account Based Marketing, Complex Sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS – Target Account Selling, etc.), Sales Methodologies (equivalent to MSSP), Sales tools – Account Planning, Customer Relationship and Opportunity Management (e.g. Siebel, GSX or other), Complex Deal structuring (e.g. QADC)
-Business: Territory Planning, Business development, Negotiation, Financial analysis, Pipeline Management
-Information Technology: IT Governance (e.g. COBIT), Enterprise Architecture fundamentals, methods and concepts (e.g. Zachman framework, OMG’s model driven Architecture framework etc.), Business process management, IT Implementation (e.g. CMM and CMMI),
-Delivery: IT Service delivery and support management (e.g. ITIL Foundation), Project Management fundamentals (e.g. PMI, Six Sigma )


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

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