Microsoft Corporation Digital Account Executive in Sydney, Australia
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centred on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission. Nowhere is this mission more alive, and our opportunity so great, than in the education industry.
As part of our transformation, one of our key areas of focus is the modernization of our sales motions. The Corporate Digital Sales organization has a charter to accelerate Microsoft’s growth in its cloud-first, mobile-first businesses along with the traditional businesses. This organization is at the forefront of establishing a new sales model leveraging modern technology and big data and analytics to drive impactful demand and targeted sales coverage.
The Account Executive allows Microsoft to better serve our clients realize the potential of Microsoft Technologies and be at the forefront of the transition to a mobile-first and cloud-first organization. This role is dedicated to increasing revenue and improving customer satisfaction through senior account management working in tandem with Microsoft Partners within a territory of accounts. The Account Executive adds value by developing and maintaining strong customer relationships that include building relationships with executives at the Chief-level (CxO) as well as other Business and Technical Decision Makers within the customers’ organizations. This role is unique in its ability to effectively leverage technology and extensive members of the virtual sales team to build strong relationships with the accounts in its portfolio. It is also unique in its ability to work directly with and through Microsoft Partners to meet customer needs.
Managing a territory in Australia with dedicated v-team of product sales specialists and technical specialists. Approximately 60 customers.
Entrepreneurial and self-starter mentality with business management skills by using data driven insights to understand the health of the business, understanding of a customer business priorities and industry and relating these to Microsoft Digital Transformation story.
Develop account strategy and customer contact plans that expand our business relationships to drive impact and business growth for our customers.
Leadership and collaboration skills to guide and coach the v-team on how to maximize opportunity generation and stretch towards or above target. Lead territory planning process.
Qualify opportunities and convert them to a customer solution-based scenario leveraging funding programs and our partner ecosystem. Prepare forecasts for territory.
Skills and Experience:
7+ years of technology related sales or business development experience
2+ years of leadership experience preferred.
Demonstrated leadership capability to understand the health of the business, align resourcing and orchestrate and hold v-team accountable to their commitments. Support to leadership team by providing guidance on insights and trends.
Experienced in building strong, collaborative customer relationships with CxO, line-of-business and technical roles
Can navigate a customer through sales negotiations and/or technical/solutions presentations
Innovative – constantly challenging assumptions
Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.)
Bachelor’s degree or equivalent work experience
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.