Senior Account Executive - Qld Public Sector - Microsoft - Brisbane

Job description
Why does this Account Executive role exist?
The Public Sector Account Executive role adds value to Microsoft by delivering a well-managed, profitable and growing business produced through relationship excellence and sales excellence practices where the customer views the account manager as a trusted advisor.

The success of the business is measured in the following ways:
•Account growth through increased signed Enterprise Agreement (EA) renewal rates/true-up rates and net-new opportunity revenue while meeting annual revenue targets.
•Manages the forecast and is accountable for pipeline management for the account territory. Year-over-year growing integration of partners and services as demonstrated in key wins.
•Year-over-year increase in customer satisfaction for the territory as measured by Relationship Management scores.
•Reciprocal Conditions of Satisfaction in place for each account which meet quality standards 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 sees value in deploying the current version of products available through their agreement, and realises the value of new capabilities aligned to the Microsoft roadmap.

The Public Sector Account Executive role adds value by providing:
•Customers with realised value from the acquisition and deployment of the Microsoft platform, services, and partner solutions
•Developing and growing strong customer executive relationships between Microsoft and the QLD government
•Strategic, effective and actionable account plan in place
•Well developed sales and services opportunities leading to a healthy pipeline producing wins that meet or exceed quota and grow share
•Account leadership - Driving integration and orchestration within the territory account team
•Demonstrated executive acumen and presence with government leadership. Capability to develop and demonstrate value via multiple government executive relationships (QGCIO, Ministers, Director Generals and advisors)
•Full financial year planning and forecasting responsibility for the territory

Skills/Experience Required:

8-10 Years relevant Account Management experience
Bachelors Degree
•Senior sales or sales management position within an IT Systems Integrator, IT Consulting or IT Services company
•Sales or sales management position in an IT vendor

•Strong knowledge of the tools and resources used by customers and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.)
•Good knowledge of the principal Line of Business or functional applications used in targeted industries (e.g., claims processing in insurance industry and inventory management for distribution companies, HR and payroll systems, etc.)
•Strong knowledge of Government sector
•Good knowledge of Microsoft Cloud computing platform and applications
•Knowledge of basic Microsoft platform technologies
•Knowledge of Microsoft licensing (training can be provided)
•Good knowledge of mission-critical Enterprise products
•Strong knowledge of major competitors, including Local/Regional and industry-specific competitors
•Sound knowledge of the business value of partner Line of Business solutions and their sales/implementation models, including Local/Regional and industry-specific partners

Hiring Profile:

•Embodies Microsoft core values of:
o Integrity and honesty
o Open and respectful
o Big challenges
o Passion
o Accountable
o Self-critical
•Has passionate attitude for sales, technology and customers as an enabler for a company’s growth.
•Is experienced in building partnerships that help customers grow their businesses and deeply understands customer relationship-building as a discipline.
•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.
•Is a leader who consistently demonstrates integrity and honesty.
•Knows how to deliver on promises and is creative and innovative; often seen as a visionary in his/her approach.
•Has strong time management and prioritisation skills; is organised and methodical in his/her approach.

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