Senior Account Manager - Microsoft - Canberra

Job description

This Senior Account Management 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 AM as trusted advisor. We are seeking an experienced Account Manager with a Federal Government background.

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 as 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

How is the Account Executive role unique from other Account Manager roles?
This role is unique in the following ways:
#Capability to develop and provide value to multiple CXO relationships (CFO, CIO, COO, possibility CEO) and VP LOB relationships.
#Demonstrated executive level business acumen.
#Sales cycles generally are 18-36 months with larger transactions (deal size) and longer cycles.
#Develops multi-year account plans covering multi multinational opportunities, as appropriate.

Skills/Experience
10 + Years of related experience
Previous Account Management experience within Federal Government.
•Embodies Microsoft core values of:
- Integrity and honesty
- Open and respectful
- Big challenges
- Passion
- Accountable
- 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.
•Has extensive change management experience.
•Has in-depth knowledge of major accounts, their customers and their industry challenges.
•Is organized with strong prioritization skills.
•Is creative and innovative; is often seen as visionary in his/her approach.

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