Senior Account Executive

Há 5 dias

Lisboa, Portugal Microsoft Tempo inteiro

A Senior Account Executive - Public Sector develops and oversees the execution of account plans for multiple accounts and works to ensure engagements yield high volume sales for both Microsoft and the customer that are on track with goals, budgets, and forecasts.

Understands customer drivers of digital transformation and leverages understanding to engage internal teams to accelerate the customer's digital transformation and strategy.

Cultivates relationships and uses Microsoft sales strategies throughout multiple levels of the customer's organization to establish strong alignment on long-term goals and secure buy-in and execution.

Leverages knowledge of and experience with Microsoft's product landscape, solutions, and strategy to address customer's needs.

**Responsibilities**:
Customer Engagement
- Proactively cultivates relationships with customers and uses Microsoft sales strategies with executive and business and technical decision makers at high levels of the customer's organization to establish alignment and secure buy-in and execution.
- Connects the customer to Microsoft executives. Leverages strong customer engagement strategies to build long-term relationships with customers and drive budget allocation decisions. Partners with them to foster trust and brand growth and loyalty through multiple levels of the customer's organization in the assigned accounts.
- Proactively develops a comprehensive understanding of customer's business needs and strategies for each assigned account, of their priorities, and of the industry direction.
- Anticipates customers needs to deliver new insights on customers business strategies and educate customers on ways to jointly address these needs.
- Identifies and pursues opportunities to offer highly-customizable digitalization solutions.
- Creates trust to influence for impact and acts as a trusted advisor to help the customer transform its business model.
- Leads digital transformation for assigned accounts to drive business outcomes and create business value for customers.
- Disrupts the mindset of customers by bringing innovative ideas that showcase the need for change and new strategic direction.

Account Management
- Develops and oversees the execution of account plans for multiple accounts and works to ensure engagements yield high volume sales for both Microsoft and the customer that are on track with goals, budgets, and forecasts.
- Leads multiple, diverse and high-performing teams and coordinates with internal industry experts on account planning and execution for various accounts.
- Coordinates with industry experts to identify new business opportunities and drive account growth.
- Leads extended team and embraces partners to scale business by understanding partner goals and creating an interested in mutual business growth.
- Leverages strong sales acumen to set action items and approach to drive big bets and drive new business opportunities based on customer strategy and priorities.
- Thinks strategically about account planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts.
- Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs.
- Develops strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities.
- Leads virtual teams to properly re-adjust priorities, all while maintaining a high level of commitment and accountability.
- Prioritizes line of business projects to achieve business outcomes. Reduces complexity for the customer and for internal teams by prioritizing the most strategic partners to deliver outcomes.
- Engages with key internal partners to promote long-term, mutually-beneficial digital transformation strategies. Drives joint solutions with partners.

Sales Excellence
- Leverages key executive relationships to build trust with the customer organization.
- Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.
- Positions oneself as a thought leader and trusted advisor to executive-level business decision makers of multiple assigned accounts.
- Leverages best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise to build stronger relationships with decision makers of assigned accounts.
- Engages decision makers of assigned accounts to clearly articulate Microsoft's value proposition aligned to customer's business objectives.
- Develops plans to offer more targeted solutions that satisfy customers' key performance indicato

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