Industry Solutions (IS) is a global organization of over 13,000 strategic sellers, industry experts, elite engineers, and world-class architects, consultants, and delivery experts who work together to bring Microsoft’s mission of empowerment - and cutting-edge technology - to life for the world’s most influential customers. We are on the front lines of innovation, working side-by-side with customers to drive value across the entirety of their digital transformation journey. Our team prides itself on embracing a growth mindset, inspiring excellence, and encouraging everyone to share their unique viewpoints and be their authentic selves. Join us and help create life-changing innovations that impact billions around the world!
Come and join the Industry Solutions Delivery (ISD) Area Team at Microsoft as Consulting Account Executive. The Consulting Account Executive leads ISD (Industry Solution Delivery) sales relationship with the Customer and core account team, developing the Consulting sales account strategy and leading the virtual ISD team to identify, develop and close Consulting opportunities with priority Customers.
**Responsibilities**:
**Strategy and Planning**
- Contributes to the virtual Consulting account team's thinking to address immediate and longer-term priorities for meeting customer needs and Microsoft objectives. Leverages appropriate tools, frameworks, and methodologies (e.g., 3 Horizons model, customer and industry knowledge) to develop a deliberate approach to position potential modernization and digital transformation outcomes which are aligned with customer's priorities.
- Determines planning prioritization for multiple assigned accounts based on customer needs, revenue importance, growth opportunities, and account risks. Proactively looks ahead and identifies actions required to develop Consulting opportunities that are aligned with the account strategy, Microsoft's strategy, Consulting go-to-market scenarios, and sales motions. Leverages 3-Horizon outcomes as a point of view/roadmap for digital transformation. Leads the virtual Consulting account team input to account team planning sessions, uses the appropriate tools.
**Customer Realtionship Management**
- Understands how to plan stakeholder connections, in alignment with the account plan, and develops regular rhythms of connection where appropriate. Prioritizes appropriately for multiple assigned accounts. Contributes to creating and managing connections and driving agreement between necessary stakeholders within Microsoft and customers.
- Proactively seeks customer feedback and insights. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Understands how and when to escalate issues to ensure resolution.
**Business Value Selling**
- 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]).
- Leverages Microsoft Consulting go-to-market scenarios to drive intentional customer conversations. Educates decision makers of assigned account(s) (e.g., business-functional area leads) on Microsoft's value proposition, aligned to the customer’s priorities and maturity; appropriately differentiating competitor solutions.
**Account Team Orchestration**
- Orchestrates the consulting-sales relationship with the core account team, working closely with Enterprise colleagues to ensure successful creation, maintenance, and execution of the account plan, and a positive One Microsoft customer experience. Orchestrates the virtual Consulting account team, effectively influencing and collaborating with account-aligned, pursuit and delivery colleagues to bring the best resources to ensure customer success. Coordinates activities across the virtual Consulting account team and with the customer to successfully close deals. Follows the Microsoft prescribed sales process. Leverages peers for support and help.
**Deal Excellence**
- Drives the sales cycle from lead qualification through to deal closure, effectively executing per-sales process requirements (e.g., Microsoft Selling Process [MSP], Consulting Lead to Order [L2O] process). Consistently drives deal velocity as a result of executing high-quality lead qualification and close planning.
- Leverages customer connections and the virtual Consulting account team's insights to confirm Budget, Authority, Need and Timeline (BANT) information to determine progression or lack thereof of a lead to become a consulting opportunity. Secures pre-sales investment to secure appropriate consulting resources needed to shape and scope the opportunity into a compelling customer proposition.
- Builds quality, close plans for all qualified opp