This role is pivotal in shaping the Services Sales account strategy, contributing key insights to the Account Team. You will be responsible for prioritizing planning across multiple accounts, managing and nurturing customer and partner relationships, and influencing key decision-makers. Proactive customer feedback collection and a deep understanding of stakeholder connections are essential. By staying knowledgeable on various topics, you will meet customer needs and enhance satisfaction, leveraging Microsoft Services Sales go-to-market scenarios to drive impactful customer conversations. Your focus will be on identifying, qualifying, and closing strategic industry cloud opportunities within prioritized accounts.

You will also be instrumental in orchestrating the consulting-sales relationship with the core account team, ensuring the successful development and execution of the Services Sales account plan. Confirming BANT information will guide the progression of leads into opportunities. This position offers a dynamic opportunity to drive growth and customer success within Microsoft's Services division.

Drive growth by identifying, qualifying, and closing strategic industry cloud opportunities on prioritized accounts. Accelerate Microsoft Cloud differentiation and market share against competitors, while increasing customer business value through advanced technology adoption. Secure Unified contract renewals and multi-year agreements through rigorous T-minus planning, engaging customers well in advance of expiration. Upsell existing Unified customers to higher-tier support options and secure new Unified contracts. Leverage Microsoft Services Sales go-to-market scenarios to foster intentional customer conversations about Microsoft Cloud adoption, new AI and cloud offerings, and support agreement renewals.

Orchestrate the consulting-sales relationship with the core account team, collaborating closely with Enterprise colleagues to ensure a seamless Services Sales account plan execution and a positive One Microsoft customer experience. Coordinate effectively across account and customer success teams, influencing and collaborating with pursuit and delivery colleagues, including partners, to ensure customer success. Drive deal excellence by negotiating terms and conditions in collaboration with the account team and customer, maintaining productive working relationships and resolving objections positively. Partner with internal experts for deal structuring and quote generation for complex deals.

Maintain accurate sales stage and forecast information in systems of record. Ensure coding of solutions and packages within contracts align with customer needs. Oversee contract signing and processing of purchase orders. Facilitate smooth transitions from sales to delivery accountabilities, setting customer expectations and providing delivery stakeholders with necessary background information. Support win/loss reviews and drive lessons learned activities to improve efficiency. Identify repeatable intellectual property for scaling solutions and growing market share. Participate in customer success delivery reviews to identify new sales opportunities or address issues.

Leverage customer connections and account team insights to confirm BANT information, determining lead progression. Secure pre-sales investment for consulting resources to shape and scope opportunities into compelling customer propositions. Focus on opportunities aligning with organizational strategy and prioritize based on potential impact and consumption. Consistently drive deal velocity through high-quality lead qualification and close planning. Build structured close plans, initially detailing BANT and commercial strategy, progressing to include detailed customer procurement processes, risks, and issues. Update close plans as deals progress, securing buy-in from stakeholders for successful closure. Lead the consulting of the account team to execute close plans, influencing and collaborating with colleagues to achieve agreed-upon activities. Work with internal stakeholders to ensure margin targets, consumption plans, and key metrics are met.

To excel in this role, you should possess a Bachelor's Degree coupled with at least 4 years of consultative sales experience within the commercial or public sector, or an equivalent combination of education and experience. A preferred qualification includes a Bachelor's Degree in Business or Information Technology (IT) with 8+ years of consultative sales experience in relevant sectors.

Key responsibilities include owning and maintaining customer and partner relationships, influencing key decision-makers, and leading effective engagement rhythms. You will proactively seek customer feedback and insights, deeply understanding their business priorities and challenges. Staying current with industry trends, regulations, and future impacts (like AI and sustainability) is crucial for meeting customer needs and driving satisfaction.

Strategic planning and account prioritization based on customer needs, revenue importance, growth opportunities, and risks are fundamental. You will leverage Microsoft's Services Sales go-to-market scenarios to drive intentional customer conversations and identify strategic industry cloud opportunities. The ability to orchestrate consulting-sales relationships, collaborate with internal teams, and ensure successful execution of account plans is vital. A thorough understanding of deal progression through BANT confirmation is expected.