- ResponsibilitiesCustomer Engagement
- Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to establish Rhythm of Business (RoB) with customer sponsors to highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI). Seeks to deepen relationship with customers during interactions by being customer-focused and consistently honoring commitments and connecting the customer to Microsoft executives, and partners with them to foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President). Leverages digital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing outputs, and reflect in the engagement strategy in our customer plan.
- Proactively develops a comprehensive understanding of the customer's business and technology needs and priorities for each assigned account. Identifies opportunities to drive optimizations and new business and technology solutions based on customer's strategies. Presents solutions and ideas based on customer insights. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed. If industry aligned, also develops a comprehensive understanding of the customer's industry.
- Understands customer drivers of business transformation and leads new opportunities and orchestrates internal teams to accelerate the customer's digital transformation. Engages with customers to lead strategic technology direction/transformation within assigned accounts customer. Proactively mitigate competitive risk. Mitigate competitive risk. Ensures line-of-business wins are captured (e.g., testimonials) for referencing through insightful listening.
- Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts to ensure Microsoft revenue targets and customer business needs are met. Drives accountability to deliver on account plans among the extended virtual teams and internal industry experts. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays.
- Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Ensures teams are documenting in the Account Plan.
- Anticipates moves within assigned accounts, as well as potential problems and ways to mitigate risks. Determines prioritization of action for multiple assigned accounts based on customer needs, sales-generating importance, growth opportunities, and account risks, all while maintaining a high level of commitment and accountability for assigned accounts. Consults and coordinates with the account management team to make necessary adjustments, determine what actions to tackle first, and re-adjust priorities to respond to pressing and changing demands.
- Expands network of key internal (e.g., Industry Solutions [IS]) and external partners for accounts to ensure execution of core tasks and account transactions. Grows sales and partner impact and engages mainstream partners to develop and promote mutually-beneficial customer business and technology transformation strategies. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages and works with partners' sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners.
- Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. Leverages internal resources to support customer needs. Orchestrates others (e.g., Customer Success Account Management [CSAM]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.
- Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to expand relationship with decision makers and stakeholders of assigned accounts by leveraging best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc.
- Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customer's business objectives. Establishes the competitive advantage. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs.
- Develops value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells. Presents business plans to customers to generate new non-qualified opportunities.
- Implements strategies to engage relevant stakeholders of assigned accounts and create and/or identify upselling/cross-selling non-qualified opportunities and drive consumption of Microsoft solutions while utilizing common sales and delivery methodology for the Microsoft sales organization.
- Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face. Coordinates with internal industry experts (e.g., industry teams, industry specific partners) to gather industry data of assigned accounts and improve planning. Demonstrates a strong understanding of the customers' business strategy and the direction of the industry.
- Embody our culture and values
-
Account Executive
Found in: JobGet AU C2 - 20 hours ago
Microsoft Perth, AustraliaAccount & Relationship Management (Sales) · Full time · Subsidised health insurance + stock discounts · Our love for innovation, technology and doing meaningful work, is at the heart of everything we do at Microsoft Australia . It is a shared passion that inspires our team and ...
-
Account Executive
Found in: Talent AU C2 - 5 days ago
Marsh McLennan Companies Perth, Australia Full timeDescription: · Marsh is seeking candidates for the following position based in its Perth office: · Account Executive · What can you expect? · Join Marsh as an Account Executive in Perth · You'll nurture client relationships and work with principals to deliver top-notch serv ...
-
Account Executive
Found in: JobGet AU C2 - 20 hours ago
SevenRooms Perth, AustraliaThe Team & Role · As an Account Executive, you'll work directly with restaurants and hospitality groups to identify gaps in their current tools, recommending the appropriate SevenRooms Platform solutions: including reservation, waitlist & table management, Online Ordering for del ...
-
Account Executive
Found in: Talent AU C2 - 2 days ago
Fuse Recruitment Western Australia Full timeAre you an Account Executive or experienced Assistant Account Executive and seeking the next step in your career? · Due to the growth of our client's business, we are recruiting for an Account Executive to join their experienced team and manage their own portfolio. Our client is ...
-
Account Executive
Found in: Talent AU C2 - 5 days ago
Fuse Recruitment Perth, Australia Full timeAre you an Account Executive or experienced Assistant Account Executive and seeking the next step in your career? · Due to the growth of our client's business, we are recruiting for an Account Executive to join their experienced team and manage their own portfolio. Our client is ...
-
Account Executive
Found in: Talent AU C2 - 23 hours ago
Microsoft Perth, Australia Full timeOverview · Our love for innovation, technology and doing meaningful work, is at the heart of everything we do at Microsoft Australia . It is a shared passion that inspires our team and customers to think bigger. · Microsoft's Enterprise Commercial division serves our largest co ...
-
Assistant Account Executive
Found in: Talent AU C2 - 5 days ago
The Andersen Partnership Perth, Australia Full timeThe successful candidate will be actively involved in servicing a mixed book of commercial clients. · Duties include but are not restricted to: · Work in a fast-paced environment and be involved in assisting a portfolio of SME and Corporate clients across a broad range of indust ...
-
Commercial Account Executive
Found in: beBee S2 AU - 2 days ago
Idex Perth, AustraliaFrom day one here you'll be picking up an established book of commercial clientele which is passed over from a long-standing existing Executive. · That means you'll be taking over clients who have been managed well and have remained loyal to the business. · And the opportunity fo ...
-
SME Account Executive/ Insurance Broker
Found in: JobGet AU C2 - 12 hours ago
Andersen Partnership Perth, AustraliaI'm excited to introduce a unique opportunity with a leading insurance brokerage firm specializing in Small and Medium Enterprises. As a specialised recruiter, my mission is to identify top talent for our client. This role offers an exciting challenge for an SME Insurance Broker ...
-
SME Account Executive/ Insurance Broker
Found in: Talent AU C2 - 1 day ago
The Andersen Partnership Perth, Australia Full timeI'm excited to introduce a unique opportunity with a leading insurance brokerage firm specializing in Small and Medium Enterprises. As a specialised recruiter, my mission is to identify top talent for our client. This role offers an exciting challenge for an SME Insurance Broker ...
-
Sales Account Executive
Found in: Talent AU C2 - 5 days ago
ActronAir Balcatta, Australia'One team' that lives by the principles of family, customer, and continuous improvement & innovation · You grow as we grow · We keep it cool with great benefits and passion for what we do · ABOUT US: · ActronAir is a proud Australian company that has been designing and building w ...
-
Advisor Marketing
Found in: Indeed AU C2 - 5 days ago
Perenti Group Perth, Australia ContractPerenti Group operates across a wide range of mining sectors within Australia and across the globe. Due to our size and multiple business operations, we can offer unique career progression opportunities. · Marketing Advisor · Are you looking for an opportunity to bring your creat ...
-
Advisor Marketing
Found in: Indeed AU C2 - 5 days ago
Perenti Group Perth, Australia Full timePERENTI GROUP SERVICES PTY LTD · Perenti Group operates across a wide range of mining sectors within Australia and across the globe. Due to our size and multiple business operations, we can offer unique career progression opportunities. · Are you looking for an opportunity to bri ...
-
Non Executive Director
Found in: Jobleads AU C2 - 12 hours ago
Perspektiv Western AustraliaPerspektiv is a consultancy focused entirely on sustainability. Our Vision is "Finding a Better Way," meaning every intervention we plan sets-out to make things better socially, environmentally, and economically. Our team of sustainability experts live our values to amplify impac ...
-
Project Engineer
Found in: Jobleads AU C2 - 12 hours ago
Aerison Perth, Australia· OURS IS AN ENVIRONMENT THAT INSPIRES SUCCESS · With our head office located in the heart of West Perth, we provide a contemporary working environment that is both casual and conducive to outstanding personal performance. Our pathways initiatives have been designed to support o ...
-
accountant & company secretary
Found in: JobGet AU C2 - 6 days ago
Lester Blades Perth, AustraliaLester Blades - Executive Search & Board Advisory · New Norcia is Australia's only monastic town. It was founded in 1847 by Spanish Benedictine Monks. Situated 130 kilometres northeast of Perth in the Avon Valley, the town has had many purposes, as a mission, a monastery, a prov ...
-
business support manager
Found in: JobGet AU C2 - 1 day ago
Lester Blades Perth, AustraliaLester Blades - Executive Search & Board Advisory · STAR Injury Management Services (STAR) is a successful Western Australian workplace rehabilitation and injury management provider with operations in Perth, as well as New South Wales, the Australian Capital Territory and Queens ...
-
Account Manager
Found in: JobGet AU C2 - 1 day ago
Vetstoria Perth, AustraliaAbout this role · As an Account Manager, you'll oversee a portfolio of corporate clients in Australia, focusing on retention, customer satisfaction, and driving new revenue opportunities. Acting as the main point of contact, you'll represent all veterinary-specific Vetstoria prod ...
-
Test Analyst
Found in: JobGet AU C2 - 4 days ago
Data Engineering Pty Ltd Perth, AustraliaWe are seeking a highly skilled and experienced Senior Test Analyst to join our team in Perth. As a Senior Test Analyst, you will play a vital role in ensuring the quality and reliability of our software applications and systems. You will be responsible for designing and executin ...
-
Senior Account Manager Remote
Found in: Jobs Search AU C2 - 3 days ago
Promapp Perth, Australia Full timeAbout Nintex: · At Nintex, we are transforming the way people work, everywhere. · Nintex is the global standard for process intelligence and automation. · Today more than 10,000 public and private sector organizations across 90 countries turn to the Nintex Process Platform to acc ...
Account Executive - Perth, Australia - Microsoft
Description
Overview
Our love for innovation, technology and doing meaningful work, is at the heart of everything we do at Microsoft Australia . It is a shared passion that inspires our team and customers to think bigger.
Microsoft's Enterprise Commercial division serves our largest commercial customers, by helping them maximize the digital transformation opportunity using Microsoft's suite of enterprise cloud offerings. Across every role, our job is simple: Put the customer first and show them the world of possibilities Digital technology can offer.
The purpose of this role
Digital transformation is impacting every industry around the world. From retail and manufacturing to financial services and healthcare, disruption is already here. Customers across all Industries are asking Microsoft to help them reinvent their business, innovate, and digitally transform to today's new realities.
The Account Executive at Microsoft leads our most valued customers into the digital age. Embracing a challenger mindset, the successful Account Executive manages, orchestrates, and leads their virtual teams and closes opportunities with customers that produce transformative business outcomes.
Responsibilities