At Microsoft, we’re about helping customers realize their potential. From gamers to governments, moms to mega-corporations, we serve just about every kind of customer, all over the globe.
Many people think Microsoft = software. We do do software-but we also do hardware, services, research, and more. We work on PC operating systems and applications-like Windows and Windows Live. Products for IT professionals and developers-like Windows Server and Visual Studio. Online services such as Bing and MSN. Business solutions like Office and Exchange. And devices like Xbox, keyboards, webcams, and mice. We’re passionate about what we do.
The Corporate AM role is responsible for delivering a well-managed business of customer accounts that meets or exceeds revenue targets through demonstrated value to the customer, relationship and sales excellence practices and representing One Microsoft in the Enterprise.
The success of the business is measured in the following ways:
§ An expanding footprint in accounts through year-over-year percentage increase in customer addressable revenue (AR).
§ Account growth through increased signed EA renewal rates and net-new opportunity revenue while meeting annual revenue targets.
§ Year-over-year growing integration of partners and services in key wins.
§ Year-over-year increase in customer satisfaction as measured by Relationship Management scores.
§ Reciprocal Conditions of Satisfaction (COS) in place for each account that meet quality standards defined by Sales management and included as part of a comprehensive up-to-date account plan.
§ Business value discussed in every discussion and every proposal with the customer.
§ The customer is current on the installation and use of current products available through the EA or SA. and realizes the value of new capabilities aligned to the Microsoft roadmap
Requirements for the role:
Embodies Microsoft core values of:
o Integrity and honesty
o Open and respectful
o Big challenges
Has strong time management and prioritization skills; is organized and methodical in his/her approach.
Has passionate attitude for sales, technology and customers as an enabler for a company’s growth.
Is experienced in building relationships with CXOs and business decision-makers.
Has the “discipline” of working with people; is structured in his/her approach to leading teams through complex technology solution sales.
Is experienced and adept at getting people working towards a common goal; consistently demonstrates strong people management skills.
Is tough skinned; shows no fear in the face of challenges; is someone who doesn’t take things personally.
Knows how to deliver on promises.
Is creative, innovative; is often seen as visionary in his/her approach.