The AM role adds value by producing:
Customers with realized value from the platform through acquisition and deployment of the solutions they buy
Strong and deepening customer relationships
Strategic, effective and actionable account plans
Well-developed opportunities leading to a healthy pipeline producing wins that meet or exceed quota
High performing account teams through effective AM coaching and leadership
The AM role is unique in the following ways:
Capability to develop and provide value to director relationships.
Scale through partners and extended teams.
Greater degree of industry versatility (more generalist knowledge required)
Sales engagements can cross-sectors and verticals with various agreements, different product set, competition, pricing, etc.
Sales Collaboration required for corporate accounts that are downstream to a Major multinational or Global HQ.
Greater territory element to account management.
Account long term potential (LTP)
Provides coaching to peer account managers.
Account ratio development
The key initiatives and challenges facing the AM role are:
A greater understanding of the competitive landscape in the customer base as customers are looking for ways to cut cost out of their business model.
A more in-depth focus on industry or vertical solutions to meet customer needs, and the business value proposition that Microsoft offers in helping customer’s meet their challenges and business opportunities.
A deeper understanding of what’s going on in the marketplace and an in-depth knowledge of the customer’s industry and core business process across the customer base.
Effective ways to sell with an understanding of current economic/market conditions through creative deal structuring, creative terms, value propositions, etc., that demonstrates to customers how Microsoft can save them money and get the most value of their investment.
Ensure retaining & growing the number of customers in annuity-based agreements in current economic/market conditions.
8+ years of relevant experience
Proven track record of sales excellence
Bachelor’s Degree is required
Master’s Degree is preferred