Strategic Account Manager

San Francisco, CA, United States

We are seeking to hire an experienced Strategic Account Manager to manage a single large enterprise account headquartered in San Francisco, CA Bay Areaa. You will have experience matrix managing a large virtual team and developing/communicating the business and technical strategy with the customer as well as with Microsoft’s internal stakeholders.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

We live in a global, connected, and ever-changing world driven by the 4th industrial revolution where today’s students will need to have digital literacy and new skills to thrive in the digital economy. As we face a new world of work, changing economies, preparing education institutions to build future leaders has never been more vital to society.

Microsoft is hiring for a Strategic Account Manager, who will develop and manage strategic solution sales plan for subsidiary/area. In this role, you will identify market and customer needs and collaborate with internal teams to devise solutions to meet those needs. You will drive team to discover and qualify new opportunities; drive consumption with new and existing customers. You will also orchestrate your team to drive deals across multiple stakeholder groups including partners. You will have the opportunity to coach the team on Microsoft technology differentiators and market knowledge while leading internal collaboration to position Microsoft products, solutions, and services against competitors.

By applying to this U.S. based position based in Bay Area in CA, relocation does not apply/is not provided for the role

Responsibilities

Account Management

Manages the development and application of a mature/dynamic customer plan based on proven methodologies to manage a sustainable, long-term business portfolio. Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts.

Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts. Leads and coordinates a diverse team on plan execution and drives accountability to execute and deliver on account plans and grow the account, leveraging industry expertise.

Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions, and to provide a comprehensive account management experience.

Leads efforts with key internal and external partners and business and technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging deep relationships, influence, and industry expertise. Collaborates across organization and partners in discussions to impact the broader ecosystem.

Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates a solid understanding of the customer's business model to articulate growth opportunities, leveraging industry expertise to shape ecosystem. Influences relevant stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's messaging to the assigned account.

Strategic Thinking

Leverages close relationships with leaders of the assigned account and the broader ecosystem to shape long-term strategic direction and influence business metrics. Connects appropriate internal executives and partners to build strategic relationships, leveraging knowledge of customer business.

Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of customer business model, using Microsoft capabilities to solve customer's complex business problems. Drives strategic initiatives to promote a more holistic digital approach between Microsoft and the customer.

Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer.

Customer Engagement

Proactively elevates relationships and uses Microsoft sales strategies (e.g., challenger mindset) through multiple levels of the customer's organization to secure buy-in and execution. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.

Articulates Microsoft's and partners' point of view and creates deep connections with decision makers throughout multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources. Leverages relationships to address complex political blockers and drive execution for the customer.

Proactively develops a comprehensive understanding of customer's business needs, priorities, strategies, and industry insights. Anticipates customer's needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly. Shows long-term differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge. Delivers solutions into overall long-term business strategy.

Sales Excellence

Leverages deep relationships with key customer contacts and immerses self in customer business to seek customer feedback regarding ways to acquire, retain, and grow more of their business for their customers and to identify and understand the drivers of satisfaction and/or dissatisfaction, leveraging industry expertise and understanding customer business strategy.

Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. Enables customers to provide feedback directly to executives to help transform account space by establishing open communication channels for feedback, providing executive sponsorship, and providing direction to others to ensure customer feedback is addressed through One Microsoft approach.

Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations. Brings greater ecosystem together with the customer to discuss how to enrich customer's value to their customers.

Leverages understanding of customer business and engages Microsoft decision makers to drive customer's strategy, goals, and optimization. Engages and influences decision makers of the account to position Microsoft to increase customer's budget allocated to Microsoft, and tailor solutions that satisfy customers' Key Performance Indicators (KPIs).

Uses business cases to develop and present compelling value proposition presentations and specialized business plans for customers that showcase Microsoft's products and solutions to connect decision makers in the account to the broader Microsoft solutions, provide thought leadership to guide others on tailoring presentations, and generate new opportunities.

Earns and maintains status as a trusted advisor to executive-level business decision makers of the assigned account by bringing innovative ideas and leveraging industry expertise. Mobilizes and mentors the account management team and relevant internal stakeholders with deep industry expertise to build deep partnerships with decision makers of the assigned account. Leverages best-in-class sales and communication strategies and tools to meet business needs and identify new opportunities.

Creates and qualifies new opportunities by identifying strategic opportunities within accounts and guiding the customer on how to best identify new opportunities, leveraging deep customer and industry relationships.

Competitive Knowledge

Leverages internal network of industry experts to strengthen knowledge of the industry, competitors and customer business priorities and leverages in-depth knowledge of Microsoft's offerings to share knowledge internally, influence customers' business capabilities, drive more competitive solutions, and enhance growth of the account team.

Other

Embody our culture and values

Qualifications

Required/Minimum Qualifications

13+ years experience working in an industry (e.g., Software, High Tech, SaaS/PaaS, ISV or other Technology companies) and driving digital transformation

OR Bachelor's Degree AND 10+ years experience working in an industry (e.g., Software, High Tech, SaaS/PaaS, ISV or other Technology companies)and/or driving digital transformation

OR Master's Degree AND 9+ years experience working in an industry (e.g., Software, High Tech, SaaS/PaaS, ISV or other Technology companies) and/or driving digital transformation.

6+ years experience making recommendations to and/or collaborating with mid-to-senior level executives and demonstrated experience developing and owning relationships at the CXO levels.

8+ years experience developing and closing large, complex agreements/deals.

Additional Or Preferred Qualifications

Bachelor's Degree AND 13+ years experience working in an industry (e.g., Software, High Tech, SaaS/PaaS, ISV or other Technology companies) and driving digital transformation.

OR Master's Degree AND 11+ years experience working in an industry (e.g., Software, High Tech, SaaS/PaaS, ISV or other Technology companies) and driving digital transformation.

Strategic Account Management IC5 - The typical base pay range for this role across the U.S. is USD $122,400 - $216,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $166,100 - $235,000 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

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