Account Executive

Job Description

Overview

We are the Built Environment Team, with a focus on the UK’s top construction and facilities management firms.

This domain focuses on significant accounts that want to digitally change and increase productivity.

You will join a supportive, fun team where we all work hard, have fun, and are proud of our influence on the environment.

We have had a tremendous deal of success in the sector, with several transferable use cases for this market.

The Account Executive will be an experienced salesperson who can lead a V team and drive strategic initiatives through consultative selling. Do you have a growth attitude and care about client success? We’d love to learn more about you and your ambitions and aspirations.

Qualifications

Account Management

• Manages the creation and implementation of a mature/dynamic multi-year customer account plan based on tried-and-true procedures to ensure a sustainable, long-term business portfolio. Leads initiatives for the allocated account that deliver high-volume sales and open new opportunities for both Microsoft and partners, matched with goals, budgets, and forecasts.

• Orchestrates the execution of strategies for the allocated account to assure high-volume sales, push plans to expand revenue potential, and generate new opportunities for both Microsoft and partners while adhering to goals, budgets, and forecasts. Leads and coordinates a varied team (e.g., industry experts) on plan execution (e.g., prioritisation, delegation) and promotes accountability to execute and deliver on account plans while also growing the account by using industry expertise.

• Proactively extends the strategic network of important internal and external partners and decision makers, including vertical industry partners, to ensure the completion of essential duties and account transactions, as well as to deliver a holistic account management experience.

• Leads efforts with key internal and external partners and businesses, including vertical industry partners and technical decision makers, to develop, share, and promote mutually beneficial, long-term, tailored account plans to increase sales and partner impact, leveraging deep relationships, influence, and industry knowledge. Collaborates with colleagues and partners to influence the larger ecosystem (e.g., passing legislation).

• Proactively solicits feedback on additional needs, goods, and features in order to create targeted customer strategies. Demonstrates a thorough understanding of the customer’s business model in order to define development prospects while leveraging industry experience to build the ecosystem. Influences relevant (internal and external) stakeholders and resources to drive change for the customer, strengthen team capabilities, and tailor Microsoft communications to the allocated account.

Strategic thinking

• Articulates Microsoft’s and partners’ points of view and establishes deep connections with decision makers at many levels of the customer’s organisation to drive purchase decisions and promote involvement and participation, utilising applicable tools and resources (for example, LinkedIn). Uses relationships to overcome complicated political roadblocks and push execution for the consumer.

• Engages in strategic talks by articulating ideas to evolve and promote the evolution of the customer’s business model, while utilising Microsoft capabilities to address complex business problems. Drives strategic initiatives to create a more comprehensive digital strategy between Microsoft and its customers.

• Utilises unique, strategic, industry-specific business insights and possibilities to provide a long-term competitive advantage to the customer.

Customer Engagement

• Proactively strengthens stakeholder connections and employs Microsoft sales methods at many levels of the customer’s organisation to ensure buy-in and execution. Expands strategic customer relationships to have a greater impact on the customer and spread to other parts of the organisation.

• Proactively creates a thorough understanding of the customer’s business requirements, priorities, plans, and industry insights. Anticipates consumer needs by providing new insights into their business plan and educating customers on how to meet them collaboratively. Demonstrates long-term differentiated value for the customer by utilising industry experience and advising internal colleagues on how to gain deeper customer knowledge. Integrates solutions into the overall long-term business plan.

Sales excellence

• Orchestrates the development of long-term plans aimed at establishing a level of loyalty that competitors will find difficult to match. Anticipates issues/risks to customer satisfaction, identifies the main cause of problems, removes roadblocks, and develops a recovery action plan to improve the entire customer experience. Builds trust and loyalty with customers by offering current information, challenging them when necessary, and introducing fresh ideas that are relevant to the customer’s business plan. Customers can submit feedback directly to executives to help alter the account space by creating open communication channels for feedback, providing executive sponsorship, and directing others to guarantee customer feedback is addressed through the One Microsoft strategy.

• Orchestrates high-impact solutions that enable digital transformation for assigned accounts and achieve outcomes that add company value to clients. Owns the development of strategies that highlight the value offered by Microsoft’s unique cloud solutions and ideas, which are based on a thorough understanding of industry trends, account requirements, and customer expectations. Brings the entire ecosystem together with the customer to discuss how to improve the customer’s value to their customers.

• Leverages knowledge of the customer’s business and involves Microsoft decision makers to drive the customer’s strategy, goals, and optimisation. Engages and influences account decision makers (e.g., senior leaders, executives) to position Microsoft to raise the customer’s budget allotted to Microsoft, as well as customise solutions that meet the customer’s Key Performance Indicators.

• Uses business cases to create and present compelling value proposition presentations and specialised business plans for customers that highlight Microsoft’s products and solutions, thereby connecting account decision makers to the broader Microsoft solutions, providing thought leadership to guide others in tailoring presentations, and generating new opportunities.

• Earns and maintains position as a trusted advisor to the given account’s C-level business decision makers by the presentation of new ideas and the application of industry experience. Mobilises and mentors the account management team and appropriate internal stakeholders with deep industry understanding to develop strong partnerships with the given account’s decision makers. Uses best-in-class sales and communication techniques and technologies to fulfil business objectives and uncover new opportunities. Creates new relationships in order to open up new opportunities and expand relationships with customers.

• Creates and qualifies new prospects within accounts by recognising strategic opportunities (e.g., large, long-term) and advising customers on how to best uncover new opportunities, leveraging deep customer and industry relationships as well as consultative selling abilities. Drives new business prospects across the team by establishing a partner ecosystem, and empowers team members to uncover new opportunities by serving as a role model and establishing a clear vision and enthusiasm for the team to pursue.

Competitive Knowledge

• Utilises an internal network of industry experts to strengthen knowledge of the industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce), and customer business priorities (e.g., challenges, competitive landscape), as well as in-depth knowledge of Microsoft’s offerings (e.g., product landscape, solutions, strategy to address customer needs) to share knowledge internally, influence customers’ business capabilities, drive more competitive solutions, and enhance

Other: embody our culture and ideals.

Responsibilities

Account Management

• Manages the creation and implementation of a mature/dynamic multi-year customer account plan based on tried-and-true procedures to ensure a sustainable, long-term business portfolio. Leads initiatives for the allocated account that deliver high-volume sales and open new opportunities for both Microsoft and partners, matched with goals, budgets, and forecasts.

• Orchestrates the execution of strategies for the allocated account to assure high-volume sales, push plans to expand revenue potential, and generate new opportunities for both Microsoft and partners while adhering to goals, budgets, and forecasts. Leads and coordinates a varied team (e.g., industry experts) on plan execution (e.g., prioritisation, delegation) and promotes accountability to execute and deliver on account plans while also growing the account by using industry expertise.

• Proactively extends the strategic network of important internal and external partners and decision makers, including vertical industry partners, to ensure the completion of essential duties and account transactions, as well as to deliver a holistic account management experience.

• Leads efforts with key internal and external partners and businesses, including vertical industry partners and technical decision makers, to develop, share, and promote mutually beneficial, long-term, tailored account plans to increase sales and partner impact, leveraging deep relationships, influence, and industry knowledge. Collaborates with colleagues and partners to influence the larger ecosystem (e.g., passing legislation).

• Proactively solicits feedback on additional needs, goods, and features in order to create targeted customer strategies. Demonstrates a thorough understanding of the customer’s business model in order to define development prospects while leveraging industry experience to build the ecosystem. Influences relevant (internal and external) stakeholders and resources to drive change for the customer, strengthen team capabilities, and tailor Microsoft communications to the allocated account.

Strategic thinking

• Articulates Microsoft’s and partners’ points of view and establishes deep connections with decision makers at many levels of the customer’s organisation to drive purchase decisions and promote involvement and participation, utilising applicable tools and resources (for example, LinkedIn). Uses relationships to overcome complicated political roadblocks and push execution for the consumer.

• Engages in strategic talks by articulating ideas to evolve and promote the evolution of the customer’s business model, while utilising Microsoft capabilities to address complex business problems. Drives strategic initiatives to create a more comprehensive digital strategy between Microsoft and its customers.

• Utilises unique, strategic, industry-specific business insights and possibilities to provide a long-term competitive advantage to the customer.

Customer Engagement

• Proactively strengthens stakeholder connections and employs Microsoft sales methods at many levels of the customer’s organisation to ensure buy-in and execution. Expands strategic customer relationships to have a greater impact on the customer and spread to other parts of the organisation.

• Proactively creates a thorough understanding of the customer’s business requirements, priorities, plans, and industry insights. Anticipates consumer needs by providing new insights into their business plan and educating customers on how to meet them collaboratively. Demonstrates long-term differentiated value for the customer by utilising industry experience and advising internal colleagues on how to gain deeper customer knowledge. Integrates solutions into the overall long-term business plan.

Sales excellence

• Orchestrates the development of long-term plans aimed at establishing a level of loyalty that competitors will find difficult to match. Anticipates issues/risks to customer satisfaction, identifies the main cause of problems, removes roadblocks, and develops a recovery action plan to improve the entire customer experience. Builds trust and loyalty with customers by offering current information, challenging them when necessary, and introducing fresh ideas that are relevant to the customer’s business plan. Customers can submit feedback directly to executives to help alter the account space by creating open communication channels for feedback, providing executive sponsorship, and directing others to guarantee customer feedback is addressed through the One Microsoft strategy.

• Orchestrates high-impact solutions that enable digital transformation for assigned accounts and achieve outcomes that add company value to clients. Owns the development of strategies that highlight the value offered by Microsoft’s unique cloud solutions and ideas, which are based on a thorough understanding of industry trends, account requirements, and customer expectations. Brings the entire ecosystem together with the customer to discuss how to improve the customer’s value to their customers.

• Leverages knowledge of the customer’s business and involves Microsoft decision makers to drive the customer’s strategy, goals, and optimisation. Engages and influences account decision makers (e.g., senior leaders, executives) to position Microsoft to raise the customer’s budget allotted to Microsoft, as well as customise solutions that meet the customer’s Key Performance Indicators.

• Uses business cases to create and present compelling value proposition presentations and specialised business plans for customers that highlight Microsoft’s products and solutions, thereby connecting account decision makers to the broader Microsoft solutions, providing thought leadership to guide others in tailoring presentations, and generating new opportunities.

• Earns and maintains position as a trusted advisor to the given account’s C-level business decision makers by the presentation of new ideas and the application of industry experience. Mobilises and mentors the account management team and appropriate internal stakeholders with deep industry understanding to develop strong partnerships with the given account’s decision makers. Uses best-in-class sales and communication techniques and technologies to fulfil business objectives and uncover new opportunities. Creates new relationships in order to open up new opportunities and expand relationships with customers.

• Creates and qualifies new prospects within accounts by recognising strategic opportunities (e.g., large, long-term) and advising customers on how to best uncover new opportunities, leveraging deep customer and industry relationships as well as consultative selling abilities. Drives new business prospects across the team by establishing a partner ecosystem, and empowers team members to uncover new opportunities by serving as a role model and establishing a clear vision and enthusiasm for the team to pursue.

Competitive Knowledge

• Utilises an internal network of industry experts to strengthen knowledge of the industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce), and customer business priorities (e.g., challenges, competitive landscape), as well as in-depth knowledge of Microsoft’s offerings (e.g., product landscape, solutions, strategy to address customer needs) to share knowledge internally, influence customers’ business capabilities, drive more competitive solutions, and enhance