Services Account Executive

Contributes to the thinking of the Account Team and the Consulting account team. Determines planning prioritization for multiple assigned accounts. Prioritizes appropriately for multiple assigned accounts. Proactively seeks customer feedback and insights on business priorities and objectives. Understands how to plan stakeholder connections, in alignment with the core account team. Proactively builds and maintains up-to-date knowledge of customer. Leverages Microsoft Consulting go-to-market scenarios to drive intentional customer conversations about Microsoft Cloud adoption. Identifies, qualifies, leads, manages, and closes strategic industry cloud opportunities on prioritized accounts. Orchestrates the consulting-sales relationship with the core account team, working closely with Enterprise colleagues. Leverages account team's insights. Builds quality, close plans for all qualified opportunities. Ensures all applicable leads and qualified opportunities are linked to customer priorities in the account plan. Drives discussions of terms and conditions. Maintains relationship with the customer to secure formal signing of contract.

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], sustainability) to meet customer needs and drive customer satisfaction.

Identifies, qualifies, leads, manages, and closes strategic industry cloud opportunities on prioritized accounts aligned to documented customer business value and outcomes. Accelerate Microsoft Cloud differentiation (e.g., security, AI) against competitors and win more market share.

Increase customer business value with advanced technology (e.g., AI) and drive consumption.

Orchestrates the consulting-sales relationship with the core account team, working closely with Enterprise colleagues to ensure successful creation, maintenance, and execution of the Industry Solutions account plan components, and a positive One Microsoft customer experience.

Orchestrates and coordinates across the account team, customer success team, service team, and the Consulting account team, effectively influencing and collaborating with account-aligned and solutions-aligned, pursuit and delivery colleagues including Partners to bring the best resources to ensure customer success and satisfaction, successfully closing deals.

Follows and champions the One Microsoft methodology (e.g., the common sales and delivery methodology for Microsoft).

Builds quality, close plans for all qualified opportunities, initially (at qualified stage) comprising the core Budget, Authority, Need and Timeline (BANT) information and commercial strategy for the deal, and progressing to include detailed customer procurement process, risks, and issues.

Updates the close plan as deal progresses through each sales stage, securing Microsoft virtual Consulting account team and customer stakeholder buy in to schedule of activities for successful closure of the deal.

Leads the consulting of the entire account team to execute the close plan, effectively influencing and collaborating with account-aligned and solutions-aligned, pursuit and delivery colleagues to perform agreed activities to successfully close the deal.

Works with internal key stakeholder and approvers to ensure margin targets, consumption plans, and other key metrics are considered/met.