Consulting Account Management- Services

The Microsoft Industry Solutions organization is focused on helping our customers improve their processes, optimize their operations, engage with customers in new ways, empower their employees and create new products and services. The consulting sales team plays a key part in understanding the key challenges, problems and questions our customers are trying to address and creating solutions that meet those challenges. This specific role is focused on driving transformational consulting programs into Microsoft’s Enterprise customers.

We are looking for high energy, self-motivated and creative individuals to help us drive ‘make the market’ value propositions, drive the value of our cloud platforms and engage with our customers to support the lifecycle of their digital transformation. In return you will experience a vibrant, supportive working environment with a team of people who are genuinely committed to helping one another. You will be encouraged to share your ideas and to develop other people’s ideas in turn. No two days are the same, and you will be equipped with the latest technology to allow you make the connections you need to make, when and where you need to make them; working from the locations that are most convenient for you and your clients.

**Responsibilities**:
Strategy and Planning
- Leads the virtual Consulting account team's contributions to the account vision and strategic approach. Provides insights, ideas, and recommendations to address immediate and longer-term customer priorities and Microsoft objectives. Contributes to the overall One Microsoft strategy, driving for agreement with account team on Consulting and Partner strategy. Leverages appropriate tools, frameworks, and methodologies (e.g., 3 Horizons model, customer and industry knowledge) to develop a deliberate approach to position potential modernization and digital transformation outcomes which are aligned with customer's priorities.
- Leads the virtual Consulting account team account-planning preparation, defining Consulting sales priorities and collaborating with Consulting delivery/account-aligned leads to leverage insight and provide input to overall account plan. Proactively looks ahead and identifies actions required to develop Consulting opportunities that are aligned with the account strategy, Microsoft's strategy and Consulting go-to-market scenarios and sales motions. Leverages 3-Horizon outcomes as a point of view/roadmap for digital transformation. Leads Consulting input to account-team planning sessions, uses the appropriate tools (e.g., account
- planning tool), and provides updates per required account-team governance and rhythms. Facilitates and leads planning sessions/workshops, ensuring appropriate participation of stakeholders across all Microsoft business segments. Understands revenue drivers for other (non-Consulting) Microsoft business segments and aligns plans appropriately (e.g., cloud-success metrics, revenue-recognition timelines, etc.).

Customer Realtionship Management
- Drives for agreement with account team on customer and partner stakeholder ownership, including consulting-led stakeholder relationships. Builds and maintains connections with key influencers and decision makers, and leads effective consulting rhythms of connection with customer and partner stakeholders. Leverages the consulting the virtual Consulting account team appropriately. Builds and maintains relationships with appropriate networks of Microsoft decision makers and leaders, and successfully leverages them where needed for customer and partner success.
- Leverages insight from consulting account-delivery team to ensure awareness of status of projects in delivery. Plans regular consulting connections with customer to seek customer feedback and maintain proactive dialogue on overall consulting value provided, as well as relationship risks and issues. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers and establishes recovery action plan to improve customer's overall experience. Facilitates Chief Executive Officer connections between customer and Consulting to enable customers to provide feedback directly to Microsoft executives, and to develop customer/consulting executive relationships.

Business Value Selling
- Proactively builds and maintains up-to-date knowledge of customer's business priorities, risks and challenges, internal landscape (e.g., organization structure, stakeholders, business performance), industry/sector challenges, regulations, trends and futures (e.g., impact of artificial intelligence [AI]). Proactively connects with internal and external network of industry experts to build industry knowledge and connections. Shares knowledge with virtual team.
- Leverages Microsoft Consulting go-to-market scenarios to drive intentional customer conversations. Educates senior decision makers of assigned account(s) (e.g., director-level) on Microsoft's value pro