广州招聘

Job # 1083410
Locations China, Shanghai
Job families Sales
Teams Sales

#Overview



The Field Account Executive (AE) in Corporate Premier positions Microsoft to better serve larger midsize customers by enabling their Digital Transformation Journeys. Field AE drives revenue and customer satisfaction working in tandem with Microsoft Partners targeting a set number of accounts in the territory.



The Field Account Executive develops and maintains strong customer relationships anchored on connections with C-level executives (CxO) and Business and Technical Decision Makers in customers’ organizations. The Field AE develops quality territory plans laying out revenue and customer satisfaction growth strategies. Success is measured by customer adoption of our cloud offerings (Azure, Office 365, Dynamics365), increasing customer satisfaction, deployment and consumption. The Field AE orchestrates a virtual sales team and Microsoft Partners to meet customer needs.



Responsibilities:



A. Strong 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. Quality Territory Plans: Lead territory planning process to aligh partner and Microsoft resources to maximize revenue, customer satisfaction, and grow share.



C. Healthy predictable pipeline to deliver 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 scenario driven solution. Prepare monthly forecasts and pipeline reports, using Microsoft’s tools and resources.



D. Through-partner wins that displace the competition: Leverage funding programs to accelerate and close deals. Maximize up-sell and cross-sell deals collaborating with the virtual sales and partners. 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. Collaborate and orchestrate Microsoft and Partner 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.



Readiness

1. Familiarize yourself with your Role Success Guide

2. Complete your required trainings monthly, including Industry Drumbeat (FY18 H1) & Business School Series training (FY18 H2)

3. Understand V-Team roles & responsibilities

4. Read the Digital Transformation (DT) Playbook

5. Get Challenger Conversation certified

6. Familiarize yourself with the high intent, high propensity accounts, sales conversations/solutions, Microsoft Selling Process (MSP)

7. Territory Planning process, and routes to market (partner-led, specialist led, GEP nurture) for each priority



Sales Planning

1. Plan Transition accounts successfully through the Red Carpet account transitions with AEs/V-Teams

2. Build and maintain a Territory Plan with your V-Team that will help you target the highest propensity customers

3. Plan the sales conversations and sales plays (offers) you will lead with in your territory

4. Review territory consumption report in partnership with TCM to plan strategies to increase use.

5. Plan using your orchestration materials to collaborate effectively and efficiently on deals

6. Get familiar with sales plays, including global Offers and Content



Sales Execution

1. Follow Red Carpet Execution guidance to ensure a successful customer transition

2. Build a strong, trusted advisor relationship with customers (BDM/ITDM) & contact list, plus use LinkedIn Sales Navigator & PointDrive

3. Execute on key Sales plays from territory planning

4. With TCM, ensure opportunities have a partner attached & support partner-led co-sell activities

5. Ensure CRM is up to date per opportunity management standards & review MSX Insights

6. Monitor and support consumption led by TCM

7. Understand how to create & manage opportunities in MSX CRM



Management

1. Transition accounts successfully through the Red Carpet process

2. Achieve revenue for accounts within territory, contributing to all-up corporate revenue

3. Achieve adequate pipe coverage to meet budget expectations for your territory, contribute to forecast accuracy and increased close rates

4. Connect with your Manager, SSP/TSP, TCM and P-Sellers to review progress to your plan and make course corrections as necessary

5. Ensure customer agreed objectives are met





Qualifications:



Experiences Required: Education, Key Experiences, Skills and Knowledge:

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

• Expertise in solution selling techniques and selling cloud-based solutions.

• Strong knowledge of the 3 Microsoft Cloud Solutions and their value proposition and differentiation.

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

• Ability to navigate a customer through sales negotiations and technical presentations in person and remotely.

• 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 skills in the local language.

• Passion for technology as an enabler for a company’s growth.

• 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).

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

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