广州招聘

Job 1026722
Job families Sales
Teams Sales

Joining The Microsoft Team Means…

The Account Executive (AE) – Corporate allows Microsoft to better serve the larger customers in the Corporate Accounts Managed (CAM) segment (also known as the Mid-Market) and be at the forefront of the transition to a mobile-first and cloud-first organization. This role is dedicated to increasing revenue and improving customer satisfaction through senior account management working in tandem with Microsoft Partners within a territory of approximately 40 accounts. The Account Executive - Corporate role adds value by developing and maintaining strong customer relationships that include building relationships with executives at the Chief-level (CxO) as well as other Business and Technical Decision Makers within the customers’ organizations. The AE- Corporate role develops actionable territory plans and account plans that define clear revenue and customer satisfaction growth strategies. Success is measured by Enterprise Agreements penetration, high renewal rates, increasing customer satisfaction, increasing deployment and consumption of Microsoft solutions and for driving customer migration into Microsoft Cloud Services (Azure, O365, CRM OL). This role is unique in its ability to effectively leverage technology and extensive members of the virtual sales team to build strong relationships with the accounts in its portfolio. It is also unique in its ability to work directly with and through Microsoft Partners to meet customer needs



The Impact You’ll Be Making…

A. Strong, deep and broad customer and partner relationships: Develop an account strategy and customer contact plan for owned accounts that includes line-of-business contacts and executive-level relationships.

B. Effective and actionable account and territory plans: Lead territory and account planning process that aligns partner and Microsoft resources to maximize revenue, customer satisfaction, and grow share.

C. Healthy predictable pipeline that meets or exceeds quota expectations: Prospect and identify opportunities and coach the virtual sales team on how to maximize opportunity generation. Qualify opportunities and convert them to a customer solution based scenario. Prepare monthly forecasts and pipeline reports, using Microsoft’s tools and resources.

D. Through-partner wins that displace the competition: Effectively leverage funding programs to accelerate and close deals. Maximize up-sell and cross-sell deals collaborating with the virtual sales and partner team (based on availability) to present customers the Microsoft ‘cloud’ value proposition, for competitive advantage and new solutions, which aligns to the customer’s business objectives and IT initiatives.

E. Joint Account Executive and Partner Sales Executive account team leadership: Collaborate and orchestrate Microsoft and Partner Sales resources at the right time and level by leveraging a deep understanding of individual account team member strengths, perspectives, and goals.

F. Continuous business learning and professional growth: Develop a working knowledge of Microsoft’s transformation, establish peer to peer and mentoring, and leverage all training resources.



Who we’re looking for…

• Demonstrated ability to consistently exceed quota by driving deals within a Partner ecosystem.

• Demonstrated understanding of solution selling techniques and selling cloud based solutions.

• Experienced in building strong, collaborative customer relationships with line-of-business and technical roles.

• Can navigate a customer through sales negotiations and/or technical presentations via the telephone.

• Solid knowledge of the business, customers, partners, Microsoft strategy and how they work together.

• Able to qualify sales opportunities and position partners in the overall sales process.

• Demonstrated business communication and written skills in the local language.

• Has passionate attitude for sales and technology as an enabler for a company’s growth.

• Bachelor degree: Required (Computer Science, similar information technology-related discipline or Business Administration); MBA desired

Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.), extensive presentation skills, effective marketing tactics, negotiation, financial analysis, Line of Business applications sales experience, business process consulting or automation, CRM, Employee Performance Management (systems and processes).

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