Drive value and foster strong customer relationships within an account management role. This position focuses on understanding customer business objectives, identifying opportunities for growth, and ensuring customer satisfaction through strategic engagement and solution advocacy. You will leverage your expertise to manage a portfolio of accounts, orchestrate internal resources, and contribute to customer digital transformation strategies. Stay updated on Microsoft offerings to provide expert guidance and maximize customer investments.

Strategically identify and advance business opportunities throughout the sales cycle, ensuring pipeline accuracy and utilizing established sales methodologies. Advocate for Microsoft solutions, articulating value and promoting upsell/cross-sell initiatives. Develop sophisticated sales strategies in collaboration with customer leaders, aligning investment priorities with significant business outcomes. Proactively manage and lead renewals for enterprise and cloud solutions, maximizing customer engagement and satisfaction. Identify opportunities for cross- and upsells aligned with customer priorities, and optimize forecasting and timing for renewals. Provide expertise on licensing programs and implement negotiation strategies. Lead strategic account prioritization, directing cross-functional resources and executing plans to exceed targets. Foster holistic integration of plans across consumption, upsell, and renewal, optimizing investment programs and identifying new go-to-market approaches.

Drive in-depth analysis of customer satisfaction metrics and implement comprehensive strategies to address trends. Serve as a trusted advisor on advanced customer satisfaction strategies and best practices. Oversee primary contact, gather comprehensive feedback, and incorporate insights from various sources. Act as an escalation contact for customer dissatisfaction, designing and implementing prompt resolutions. Manage escalation processes and engage Microsoft executives to enhance impact. Anticipate and address potential customer issues, tailoring solutions to maximize satisfaction. Initiate and negotiate conditions of satisfaction at the outset of engagements for strategic accounts.

Orchestrate customer engagements, ensuring alignment of resources across broader teams. Mentor team members on fostering strong customer relationships and engagement strategies. Apply advanced synthesis of customer interactions to enhance strategic impact. Strengthen and expand relationships with key customers and implement tiered approaches to customer engagement. Act as a senior advocate and trusted advisor for the customer, influencing internal strategies with customer perspectives. Lead the utilization and refinement of customer relationship management tools. Initiate and lead proactive outreach through innovative digital channels, setting benchmarks for digital engagement.

Capture, assess, and interpret key learnings about customers, coaching teams on senior leader engagements and board-level approvals. Develop and adapt a deep understanding of customer business to lead industry conversations and drive strategic business discussions. Proactively leverage digital tools for comprehensive research on existing accounts and customers, identifying key decision-makers. Align customer business needs and priorities with Microsoft priorities and broad business strategy. Demonstrate recognized expertise across applicable industries and construct tailored use cases to customers, anticipating their needs and providing foresight into industry trends.

Strategically build and leverage deep knowledge of Microsoft's landscape, solutions, and strategy within assigned account industries, along with a thorough comprehension of business priorities. Provide Microsoft's point of view on solutions and industry trends. Exhibit expert-level understanding of strategic customers' business strategies and industry trends. Complete required training and certifications. Construct and execute a comprehensive personal development plan with long-term career objectives.

A Bachelor's Degree in Business Management, Information Technology, Marketing, or a related field is required, coupled with at least 6 years of sales and negotiation experience or equivalent. Alternatively, 8+ years of sales and negotiation experience or equivalent experience will be considered.

Preferred qualifications include a Bachelor's Degree in Business Management, Information Technology, Marketing, or a related field, along with 12+ years of sales and negotiation experience or related work experience. Alternatively, 14+ years of software industry sales and negotiation experience or equivalent experience is highly desirable.