Corporate Accounts Manager 8/9/2016
New York, NY
JOB DESCRIPTIONAPPLY Joining the Microsoft Team Means:
Corporate Accounts is a Microsoft segment that is also referred to as the Mid-Market. The Corporate Accounts Opportunity Manager partners with Microsoft Inside Sales Executives (ISEs) to identify large/strategic deals in the territory and then in conjunction with Microsoft qualified Partners, drive deals to closure in the Commercial and/or Public Sector markets. Opportunity Managers are leveraged to secure Large Strategic deals and improve Microsoft's competitive position in the market.
The Impact You'll Be Making:
A. Strategic Opportunity Sales Plan of 'must-win' deals: Actively participate in the territory planning process with the virtual sales and partner teams to prioritize accounts by revenue and products.
B. Secure strategic wins for Microsoft: Maximize up-sell and cross-sell opportunities collaborating with Partner resources to present Microsoft's Cloud value propositions that align to customer's business objectives and IT initiatives
C. Healthy balanced and predictable pipeline and forecst: Continually assess the pipeline for any deal that will not produce the high-yield result anticipated. Set up and manage a regular rhythm for pipeline reviews with key members of the sales team. Prepare and deliver accurate forecast and pipeline reports.
D. Through your strategic sales engagements, you will contritbute to the development of Microsoft's World Class Sales Organization: Be committed to learning the customer's business and your professional growth. Develop a working knowledge of Microsoft's transformation and leverage all training resources.
Who We're Looking For:
* Demonstrated ability to consistently exceed quota by driving complex deals.
* Demonstrated understanding of solution selling techniques and selling cloud based solutions.
* Experienced in building strong, collaborative customer relationships with line-of-business and technical roles.
* Can navigate a customer through sales negotiations and/or technical presentations via the telephone.
* Solid knowledge of the business, customers, partners, Microsoft strategy and how they work together.
* Able to qualify sales opportunities and position partners in the overall sales process.
* Demonstrated business communication and written skills in the local language.
* Has passionate attitude for sales and technology as an enabler for a company's growth.
* Bachelordegree: Required (Computer Science, similar information technology-related discipline or Business Administration); MBA desired
* Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.), extensive presentation skills, effective marketing tactics, negotiation, financial analysis, Line of Business applications salesexperience, business process consulting or automation, CRM, Employee Performance Management (systems and processes).
NOTE: Relocation is not available for this role.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristics protected by local laws, regulations, or ordinances.
UNITED STATES, NEW YORK (NY)
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