In SMC and Digital Sales, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally-led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is committed to delivering the global digital scale engine for our business-- this is where you come in.

　　As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diverse and Inclusive, Wellbeing, Sustainability, Giving and Learning.

　　If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

　　Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

　　Responsibilities

　　Customer Engagement

　　Builds and maintains relationship with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to establish trust and credibility in future interactions.

　　Continues to build reputation with customers during interactions by being customer-focused, consistently honoring commitments, explaining technical concepts relevant to the customer, and connecting the customer to Microsoft executives. Leverages selling methods (e.g., digital) to network and create a pipeline, consume account-based marketing outputs, and reflect the engagement strategy in our customer plan.

　　·Develops a strong understanding of the customer's business and technology needs and the needs of each assigned account. Identifies opportunities to drive optimizations and new business and technology solutions/ideas based on their needs and strategies.

　　Understands customer drivers of business transformation and contributes to technology/transformation with the customer.

　　Initiates conversations with customers on digital transformation for assigned accounts. Mitigates competitive risk.

　　Account Management

　　Manages and executes plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts to ensure Microsoft targets and customer business needs are met.

　　Coordinates with extended virtual teams and holds self and the team accountable for executing on plans and meeting customer needs. Outlines revenue targets to deliver on account plans. Orchestrates extended team and embraces partners to scale business.

　　Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays.

　　Engages with internal and external stakeholders on account planning for assigned accounts and sets strategic priorities

　　Plans ahead to determine order of priority for action on accounts based on customer needs

　　Builds and maintains a network of internal (e.g., Industry Solutions [IS]) and external partners to drive opportunities and influence impact for multiple assigned accounts.

　　Leverages relationship with partners to develop and share customer business and technology transformation plans that support mutual needs.

　　Sales Excellence

　　Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction.

　　Leverages internal resources to support customer needs. Orchestrates others

　　Orchestrates extended virtual teams and key stakeholders (e.g., customers' sponsors) to engage decision makers of assigned accounts by leveraging best-in-class sales and communication strategies and tools to meet customer needs.

　　Articulates Microsoft's value proposition aligned to customer's business objectives. Creates a mutually-beneficial industry business value proposition and executes relevant solutions. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs).

　　Develops value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells. Presents business plans to customers to generate new non-qualified opportunities.

　　Industry Knowledge

　　Builds and maintains knowledge of Microsoft offerings, as well as of customer business priorities and basic industry trends to positively articulate the value of Microsoft's offerings in addressing the needs of the assigned accounts and evaluating their business.Other

　　Embody our culture and values

　　Adopts attitude of ongoing learning

　　Accountable for results achieved in combination of individual and team effort

　　Qualifications

　　Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .