Role Purpose
Are you someone that has a passionate attitude for sales and technology as an enabler for a company’s growth? If you have what it takes to drive some of the most strategic and long term growth opportunities with the world’s largest Manufacturing, Mining and Defense companies, then come and join Microsoft’s Retail, Manufacturing and Services sector (RMS), as an Account Manager.
As a Corporate Account Manager in RMS, you will ultimately own Microsoft’s relationship with a territory of customers. You will be targeted on growing the business, taking share from the competition and driving a world class customer and partner experience. You will also be in the front line when it comes to “leading with the Cloud”.
The successful candidate will be an experienced, self-starting individual who is able to define a winning strategy across a complex territory and lead a virtual team to achieve the following goals.
Team/ Department Mission
The Enterprise and Partner Group (EPG) is responsible for revenue growth, increasing customer and partner satisfaction and winning against strategic competition in our managed enterprise accounts.
Key Accountabilities
1. Growing total licence revenue YoY across the account set through the Select or Enterprise Agreement licencing programmes.
2. Winning and scaling industry solutions and creating “Design Wins” on Microsoft technologies. E.g. MOSS, PerformancePoint, MSCRM.
3. Driving our Cloud Strategy into the account set
4. Leading the Microsoft proposition in key competitive engagements
5. Driving industry solutions with MCS and partners in order to demonstrate Microsoft’s continued relevance as a strategic partner to its customers.
6. Improvement in customer satisfaction measures.
7. Maximising the engagement of ‘One Microsoft’ resources through strong leadership of the virtual team, including Partners, Marketing, Services, Specialist Sales and the Regional & Worldwide industry teams.
8. Rhythm of the Business (RoB). Timely and accurate completion of essential reporting, profiling and general administration including CRM and Account management systems.
9. Personal contribution to the success of the RMS team in the UK.
Key Success Criteria
The successful candidate will be:
A successful sales professional with a proven track record of success in complex negotiations.
A strong leader capable of motivating and leading a large virtual team.
A strategic thinker with the ability to translate strategic ideas into a strong, realistic account plan.
An excellent communicator, able to deliver powerful, succinct and convincing presentations at all levels of an organisation. Gravitas and business credibility are essential.
Able to articulate the business value of Microsoft technology.
Selection process
The selection process will include up to 3 interviews and a short presentation.
Knowledge, Skills and Experience
1) Essential Experience
Experience of a structured sales program, either at Microsoft or another leading IT company
Experience of selling IT-related products and/ or services in the UK and abroad
Experience of engaging with CxO’s, preferably in the Manufacturing Industry
Experience of negotiating and closing multi-million pound commercial contracts
2) Technical /Functional Skills
Highly competent at numeric analysis and written communication
Demonstrate a good understanding of the Manufacturing industry, the IT industry and particularly Microsoft’s competitors
3) Personal Attributes
Strong sense of urgency
Excellent planning, prioritisation and organisation
Resourceful and resilient
Tenacious and patient
Confident and personable
Influential at all levels
Attention to detail - Does 100% of the sales basics, 100% of the time
4) Training & Qualifications
Education to degree level preferred.
Negotiating skills training
Other industry recognized training and qualifications
