Consulting Account Manager - Global Manufacturing

Responsibilities

• Play a leading part in setting the account vision together with the Account Executive and Core Account Team. Leads consulting the virtual Consulting account team’s contributions to the account vision and strategic approach.
• Lead the virtual Consulting account team account-planning preparation, defining Consulting sales priorities and collaborating with Consulting delivery/account-aligned leads to leverage insight and influence the overall account plan.

• Lead overall Microsoft-customer relationship with the C-Suite. Drives for agreement with account team on customer and partner stakeholder ownership, including consulting-led stakeholder relationships.
• Ensure execution of regular consulting ""rhythms of connections"" with customer to seek customer feedback and maintain proactive dialogue on overall consulting value provided, as well as relationship risks and issues.
• Work deep within our partner ecosystem across all their business units

• Drive the sales cycle from lead qualification through to deal closure, effectively executing per-sales process requirements (e.g., Microsoft Selling Process [MSP], Consulting Lead to Order [L2O] process).
• Leverage customer connections and the virtual Consulting account team’s insight to confirm Budget, Authority, Need and Timeline (BANT) information to determine progression or lack thereof of a lead to become a consulting opportunity and throughout the Microsoft sales process.
• Drive discussions of terms and conditions (e.g., scope, milestones, price) with executive-level customer stakeholders (e.g., CFO, CEO, elected officials, board level) for opportunities in collaboration with the virtual Consulting account team and customer through multiple iterations to ensure agreement.
• Bring experience, insights, and perspectives from customer engagement to Microsoft business to drive deeper customer engagemen

• Proactively build and maintain up-to-date knowledge of customer’s business priorities, risks and challenges, internal landscape (e.g., organization structure, stakeholders, business performance), industry/sector challenges, regulations, trends and futures (e.g., impact of artificial intelligence [AI]).
• Bring ideas that trigger innovative, market-making customer conversations. Develops highly complex consulting propositions (e.g., multiple workloads, innovative and market-making scenarios) with customers.

• Orchestrate the consulting-sales relationship with the core account team, working closely with Enterprise colleagues to ensure successful creation, maintenance, and execution of the account plan, and a positive One Microsoft customer experience. Coordinate activities across the virtual Consulting account team and with the customer to successfully close deals.

Qualifications

• Extensive consulting sales experience in the Industrial Manufacturing sector with experience managing and leading strategic customers or managing strategic relationships.
• Proven ability to nurture sales account strategy and lead a virtual team to develop and close opportunities. Skilled in sales and account planning to meet targets, relationship building and social selling.
• Expertise in influencing business and technical decision makers. Skilled in creating cases for customer change and translating value propositions and solutions into customer business outcomes.
• Finance industry expert - Ability to articulate industry expertise. Skilled in communicating value propositions, executing defined sales motions & leveraging priority sales scenarios to meet customer needs.
• Problem solver and ability to work in rapidly changing environment effectively managing ambiguity.