Account Executive - Manufacturing & Resources

Leadership & Orchestration:

• Build and own, dynamic, always-on 2 sided account plans detailing critical insights and new business opportunities aligned to customer priorities and each of the solution areas. Actively pursue input from extended team – ATU, CSU, STU, Services.
• Build coalition of support (IT and business) both inside Microsoft and with customer. Define digital outcomes and path to achieve.
• Show leadership among entire account team. Direct clear opportunity ownership and support.
  Increase overall skills, specifically technical and industry acumen to deliver innovative ideas accelerating customer success in the cloud.

Execution:

• Lead, drive and manage opportunities for each of the 4 Digital Transformation pillars and 4 Solution Areas.
  Consistent, repeatable achievement of revenue and consumption targets through rigorous sales discipline - pipeline, forecast management.
• Leverage and utilize key business and industry insights to elevate customer conversation and action.
• World class customer service through alignment of customer objectives and plan to achieve.

Key Outcomes:

• Accelerate your customer’s digital transformation.
• Lead and drive clarity with account team. Define opportunity ownership and support.
• Expand engagements beyond IT to BDMs, partners.
• Learning and growing. Increase technical and industry acumen.

Success:

• High quality 2 sided account plan, refreshed quarterly.
• Strong pipeline supporting quota all up by Solution Area.
• High renewal and recapture rate on all renewals.
• Effective v-team orchestration using MSX tools.
• Azure workloads in all accounts.
• Azure customer adds as defined by monthly revenue.
• O365 customer adds.
• Execution of Digital Transformation deals including 1 led by Enterprise Services where SE assigned to account.
• Sharing opportunities with ISV/IP Partners
• Driving industry solutions
• Exceeding quota