Accounting / IT / Sales
Account Executive Full Time
Job Description
Responsibilities :
Individuals in Professional Services Sales are responsible for increasing the Services business in their assigned accounts by consistently meeting customer requirements and by ensuring the deployment/adoption and productive use of Microsoft technologies. They establish relationships, develop account strategies and plans, and manage a pipeline of Services opportunities while overseeing solution deployment and support. Success is measured by satisfied customers and partners, long-term revenue potential in the account, and achievement of the annual quota.
Services Account Executives own the Services business relationship with assigned customers, and are responsible for driving a balanced portfolio of Digital Advisory Services (DAS), Microsoft Consulting (MCS) and Support revenue. They orchestrate and drive deal pursuits by focusing on customers’ vision via solution offerings across multiple industries. They drive Cloud conversations with BDM’s and packaged solutions with TDM’s throughout the organization. The ability to prioritize their time, drive opportunities that are mapped to the Customer’s business agenda and aligned to Megatrends and Microsoft Priority Areas is key. Services Account Executives display leadership in internal and external orchestration of Microsoft team account strategies, develop account strategy and growth plans, and provide accurate opportunity close plans dates to support forecast data to the business.
The Services Account Executives are the end to end Services account relationship owner for assigned Microsoft customers in Croatia.
Services Account Executive
Be single point of contact for all Services in their assigned accounts (internally and externally with customers/partners).
• Advises customer Business and Technology Decision Makers (BDM/TDM) how to best realize the value of their Microsoft technology investment through strategic business alignment, innovation, implementation, productive use and support.
• Be responsible for strategy, planning, marketing/positioning, crafting and selling our entire services portfolio (advisor, consulting and support) across assigned account/s or territory.
• Be accountable for attaining the agreed sales and invoiced revenue quota in assigned account/s
• Oversees the delivery of all contracted services to ensure account team alignment, customer connection and high overall satisfaction
Qualifications
Key Experience, Skills, Knowledge & Education Required:
-Proven sales success and expertise in selling solutions
-Industry knowledge, ideally with experience in multiple sectors and industries
-Track record of consistently meeting or exceeding sales targets
-Executes recognized sales methods, processes and tools
-Sales and business background, with 5+ years of technology-related experience
-Bachelor’s degree with exposure to Information Technology (or equivalent)
Skills Profile:
Digital Transformation Driver – Ability to: Break out of IT to Engage Business Decision Makers (BDMs) as well as Technical Decision Makers; Influence internal Stakeholders across the organization; & ability to Inspire BDMs to Pursue Transformational solutions, making new connections & influencing through social selling
Industry Expert – Ability to: Create case for Customer Change, Translate Enterprise Services Go-To-Market approach & solutions into Customer Business Impact, Articulate Industry Subject Matter Expertise & Position end to end lifecycle customer solutions
Deal Orchestrator – Ability to: Orchestrate deal team to ensure success through effective collaboration & communication with the virtual team & leveraging people, processes & tools effectively to accelerate deal velocity
Services Account Leader – Ability to: Orchestrate & lead Account Planning across a virtual team; Develop, drive & close industry-aligned digital transformation opportunities; & ability to Reliably meet or exceed revenue & deal accountabilities
