Digital Account Management

Microsoft is empowering every person and every organization on the planet to do more and achieve more. We have set ourselves three bold ambitions: create more personal computing, reinvent productivity and business processes and build the intelligent cloud.

Our culture is centered on embracing a growth mindset, a theme of inspiring excellence and encouraging teams and leaders to bring their best each day. As part of our transformation, one of our key areas of focus is the modernization of our sales motions.

The Account Executive 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. 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.

**Five traits of the most successful salespeople**
- Curious: Interested in learning more about prospects; willing to ask probing questions
- Hard-working: Will put in the time and energy
- Previous success: Has a track record of success, whether in sales or sports, school, another job, etc.

**Responsibilities**:
**Responsibilities**

**Customer Engagement**
- Establishes and maintains customer engagements. Maximizes value of customer contact. Documents and synthesizes customer contacts for maximum effectiveness. Maintains breadth and depth of customer relationships and increases level of customer contacts. Maintains contacts across lines of business. Breaks through to new contacts in new accounts and creatively builds customer engagement. Introduces different resources based on customer contacts. Correctly aligns resources (e.g., partners, v-team). Reaches out to and engages with customers through digital channels (e.g., social selling, audio, video). Serves as central point for all customer communications; manages relationships on behalf of the customer. Delivers value-based solutions for customer.
- Conducts background research on existing accounts and customers. Captures and shares key learnings about customers, history, and interest. Understands customer business and desired outcomes. Uses available digital tools to conduct and compile research. Demonstrates understanding across industry and takes relevant use cases to customers. Creates constructive tension with customers to challenge thinking and develop deeper customer engagement. Manages relationships inclusive of customers, partners, and internal and external stakeholders. Applies lessons learned to future research.
- Ensures continuity of customer accounts and monitors customer satisfaction metrics (e.g., timeliness and quality of contact). Follows up and incorporates feedback from customers into future engagements. Ensures implementation matches intent and follows up as needed. Manages primary contact appropriately to ensure feedback is gathered from the correct sources on an ongoing basis. Triages customer dissatisfaction and handles in timely manner (e.g., prioritization, escalation). Manages escalation process appropriately and leverages Microsoft executives to yield positive impact. Anticipates potential customer issues and matches requirements to solutions to maximize satisfaction and simplification. Encourages adoption on ongoing basis to improve satisfaction. Defines, with top customers, conditions of satisfaction (COSs) to reflect joint understanding and alignment to customer priorities.

**Account Management**
- Attends to and proactively addresses renewals; creatively addresses renewal options with internal partners and customers to maximize business outcomes and likelihood of renewal. Ensures renewals are prioritized and motioned appropriately. Cross
- and upsells in accordance with customer priorities and outcomes. Adheres to process for forecasting and timing renewals appropriately to drive consumption (e.g., T-180). Leverages renewals to maximize customer adds. Creates and implements action plans for T-180.
- Determines priority and depth for each account in portfolio. Marshals resources to develop plan to execute against prioritization. Determines plan to meet or exceed quota based on individual customer plan, analysis, and available resources / programs. Ensures cohesive plan across consumption, ads, upsell, and renewal. Creatively leverages programs to scale across customers. Leverages existing sales plays and prioritized partners to drive new business and pipeline creation.
- Conducts analyses into what customers are using versus needs. Identifies resources (e.g., v-team orchestration) and partner solutions to help customers derive value from existing Microsoft investments.
- Collaborates with others, both internally and externally to Microsoft in order to achieve revenue t