Create business value for your customer by being a strategic business partner. You do this by having insight into your customer’s market, industry and business model; by discovering your customer’s business priorities and challenges; by having a clear knowledge of sponsors, decision-makers, influencers and blockers; and by creating an account plan for a long-term relationship based on providing value to key stakeholders.
Identify key Business Decision Makers across Marketing, Finance, Sales & HR and develop strong relationships with them using both Enterprise Marketing resources as well as by teaming with partners or Services.
Provide value-focused solution selling by clearly establishing the business value that Microsoft technology and services add to the customer’s broader business objectives. Leverage Customer Planning to help our customers realize the value of their investments through implementation (deployment), and usage (consumption) of the cloud services they have invested in.
Lead and coordinate the Account Team's engagement with the customer, ensuring our customers fully benefit from Microsoft and our Partners' full offerings - ensuring that each Account Team member is aware of relevant engagements through all aspects of the sales, deployment and usage cycles. Attain revenue quota and deliver assigned (CBI) priorities.