Job: Account Executive – Services

Job Category: Sales
Location: Kuala Lumpur, MY
Job ID: 842128-116960
Division: Sales

Description

Individuals in the Professional Services Sales discipline are responsible for growing the Services business in assigned accounts by consistently meeting customer requirements and ensuring the deployment, adoption and productive use of Microsoft technologies. They establish and nurture customer 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, long-term revenue potential in the account, and achievement of the annual quota.

This Services Executive (SE) is the end to end Services account relationship owner for our top tier Microsoft customers across Public Sector. You will:

- be the single point of contact for all Services in their assigned accounts (internally with Public Sector and externally with customers/partners)
- Advises customer Business and Technology Decision Makers 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 (Enterprise Strategy, Consulting and Premier Support) deep into assigned account/s.
- be accountable for attaining NWS (New Work Sold) targets and the agreed invoiced revenue quota for Product Group 1 (MCS) and Product Group 2 (Premier) in assigned account/s
- Oversee the delivery of all contracted services to ensure account team alignment, customer connection and high overall satisfaction
Responsibility/Activity

Business Management: (results related to technical and account portfolio planning, sales strategy, pipeline management and quota management)
Selects a medium- to long-term selling strategy directly aligned with Public Sector across all service lines; plan and identifies high revenue and future potential accounts

Relationship Management: (results related to customer relationships and account planning)
Influencing a network of key contacts, including corporate-level executives, across a division or business group within the customer environment through understanding the customer, the industry, and the competition. Execute strategy planning, target account profiling and development resulting in: Services growth plans; lead and opportunity identification; coordinated “one Microsoft” account plans.

Opportunity Management: (results related to identifying leads, qualifying opportunities, building solutions, coordinating virtual teams, and negotiating and closing contracts)

Owning the sales cycle for Services opportunities end-to-end by managing opportunities through the sales stages in the sales process: prospect, qualify, solution, proof, close and involving delivery management proactively in complex deals. Engages in sometimes-difficult negotiations.

Delivery Management: (includes results related to overseeing service portfolios, managing change, and managing dependency and risk)

Oversight of contracted advisor, consulting and support service delivery in assigned accounts. Demonstrates value and project priorities that are aligned to customer strategic objectives

Customer/Partner:
Uses customer business reviews to identify customer strengths or gaps, and finds additional ways in which the Services team can add value and enhance customer satisfaction Driving the Customer and Partner Experience (CPE) by attaining engagement Customer Satisfaction (CSAT) and reviewing Conditions of Satisfaction (COS).

Integration:
Works closely with Public Sector Account teams on account strategy planning and execution. Works proactively to establish joint priorities, which are strongly aligned to customer goals, with team members. Ensures that Services team members recognize the relationship between the account plan implementation and the delivery of their objectives and a consistent, unified "One Microsoft" experience

Company Description

AMAZING THINGS HAPPEN HERE!

At Microsoft, we're about helping customers realize their potential. From gamers to governments, moms to mega-corporations, we serve just about every kind of customer, all over the globe.

Many people think Microsoft = software. We do do software-but we also do hardware, services, research, and more. We work on PC operating systems and applications-like Windows and Windows Live. Products for IT professionals and developers-like Windows Server and Visual Studio. Online services such as Bing and MSN. Business solutions like Office and Exchange. And devices like Xbox, keyboards, webcams, and mice. We're passionate about what we do.

What this means if you come to work here is opportunity-to do things that make a real difference in millions, even billions, of lives. To reach your potential. So why not take a closer look at Microsoft? We think you'll find that amazing things really do happen here.

Additional Information

Posted:

July 9, 2013

Type:

Full-time

Experience:

Not Applicable

Functions:

Sales 

Industries:

Computer Hardware, Computer Software, Information Technology and Services 

Employer Job ID:

842128-116960

Job ID:

6347433

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