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Job Title: Account Manager Major - Canberra
Senior Account Management position based in Canberra with responsibility for a small number of high profile and strategic Microsoft clients in Federal. The position requirements are to ensure that the key goals of continued strategic alignment, increased customer satisfaction and attainment of revenue targets are met or exceeded over the next 3 years.
The Major 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 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 each 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
The Major AM role is unique in the following ways:
#Capability to develop and provide value to multiple CXO relationships (CFO, CIO, COO, possibility CEO) and VP LOB relationships.
#Scale through teams and can sell to multiple locations around the world.
#Demonstrated executive acumen at a multi-national level
#Sales cycles generally are 18-36 months with larger transactions (deal size) and longer cycles.
#Sales collaboration required between AMs covering multi-national customers at HQ and downstream locations.
#Develops multi-year account plans covering multi multinational opportunities, as appropriate.
#Increased complexity due to the myriad of Microsoft internal teams they interface with around the world.
#Provides coaching to peer account managers.
#Account ratio 1:2: (on average).
Skills/Experience Required:
5-8 + Years related experience
Bachelors Degree
•Executive sales or consulting position within an IT Consulting or Services company.
•Sales or consulting position in a competing or partner company.
•Extensive knowledge of the tools and resources used by customers and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.)
•Strong knowledge of the principal Line of Business or functional applications used in targeted industries.
•Very good knowledge of relevant industry (based on local industry/vertical hiring requirements)
•Good knowledge of Microsoft Licensing
•Good knowledge of basic Microsoft platform technologies
•Good knowledge of mission-critical Enterprise products
•Strong knowledge of major competitors, including Local/Regional and industry-specific competitors
•Strong knowledge of the business value of partner Line of Business solutions and their sales/implementation models, including Local/Regional and industry-specific partners
Hiring Profile:
•Has passionate attitude for sales, technology and customers as an enabler for a company’s growth.
•Is experienced in building partnerships that help customers grow their businesses and deeply understands customer relationship-building as a discipline.
•Has the “discipline” of working with people; is structured in his/her approach to leading teams through complex technology solution sales.
•Is experienced and adept at getting people working towards a common goal; consistently demonstrates strong people management skills.
•Is tough skinned; shows no fear in the face of challenges; is someone who doesn’t take things personally.
•Is a leader who consistently demonstrates integrity and honesty.
•Knows how to deliver on promises.
•Has extensive change management experience.
•Has in-depth knowledge of major accounts, their customers and their industry challenges.
•Is organized with strong prioritization skills.
•Is creative and innovative; is often seen as visionary in his/her approach.
To Apply:
https://careers.microsoft.com/jobdetails.aspx?ss=&pg=0&so=&rw=5&jid=98190&jlang=en&pp=ss
Closing Date: 16th January 2013
