Account Executive, Sales in Alpharetta, GA

TitleAccount Executive
LocationAlpharetta, GA
Date AddedDecember 5, 2014
Open Positions1

Account Executive (Q2: Scale) is responsible for driving Essential customer engagement offerings across an account territory. Align deal pursuits around high volume, fixed scope packaged offerings, with predictable Customer business outcomes. Account Executive drives opportunities with the Customer, managing both TDM and BDM relationships as appropriate across scalable account portfolio. Frequently meets with customers in-person to develop strong customer relationships, uncover opportunities, and help drive demand for Microsoft services solutions within the accounts in the assigned territory. Focus on opportunities across the priority areas, and a balanced portfolio of MCS and Premier revenue across account portfolio. Strategies are driven consistently and efficiently throughout all accounts, in an outside sales account coverage model.
The Account Executive Services (Q2: Scale) owns Services and Premier Revenue accountability for a defined subset (territory) of Scale accounts. Many customer meetings are held in-person at customer location(s) so travel requirements vary based on the size of the geography.

The Account Executive Services (Q2: Scale):
o Increase Services and Premier footprint from growth strategies identified through current and evolving territory plans
o Demonstrate excellence in virtual team influence and integration. Prioritized opportunity management is key
o Successfully execute core sales processes that allow scale in execution
o Increase market share growth through accurate pipeline/forecast and business management
o Manage many accounts and programatize processes for efficiency
o Connect excellently with customers in multiple ways; in person, using social media, and email in a fast paced high volume opportunity environment
o Orchestrate and drive wins by focusing on transactional customer engagement offerings. Align deal pursuits around high volume, fixed scope packaged offerings
o Exhibit strong executive presence and business maturity when meeting in-person with key business and technical decision makers throughout the customer organization
o Manage deal process end to end and engage internal teams, as appropriate
o Drive packaged repeatable solutions and fixed scope offerings to closure
o Drive 50% opportunity close rate, and ensure close plans in place for opportunities >1 Million
o Drive excellence in sales execution: opportunity qualification, opportunity level forecast recommendations of +- 5%, consistent execution of Microsoft Sales Process (MSP)
o Drive revenue attainment - New Work Sold (NWS), MCS-billed, Premier
o Become the customers strategic advisor and advocate by driving key territory strategies
o Develop high quality, territory and customer contact schedule; plan and drive Microsoft solution scenarios with accelerated revenue growth over time
o Ensure that territory Services and Premier Growth Strategies are in place and in the Territory Planning Portal, and entered in CRM
o Contribute to SMSG's growth commitment by 100% attainment of MCS revenue based incentive (RBI) objectives, achievement of quarterly revenue targets and full year MCS and Premier billed revenue
o Increase MCS and Premier Customer Satisfaction by achieving +/- x% YoY Relationship Management Scores

Minimum of two years of services sales-related experience is required. Bachelor degree required, Masters degree preferred.

Preferred geographic location is Alpharetta/Atlanta, GA, but other locations in the Greater Southeast District may be considered.


Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
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