Account Manager - Financial Services

Responsibilities

Responsibilities

• Perfect knowledge of Financial Services Market (Banking, Finance Tech)
• Strategy development with multi-phase execution and delivery
• Background in large-scale, multi-year enterprise change management
• Executive communications, engagement and influence
• Knowledgeable of the local partner ecosystem
• Ability to sale cloud solutions

• Drive clarity of digital transformation for the customer. Connect customer priorities to Microsoft’s Solution Areas. (Modern Workplace, Business Apps, Apps and Infrastructure, Data and AI.)
• Ability to quickly identify opportunities and orchestrate appropriate resources to converge, support and close.
• Develop landing plan including field onboarding, partner disclosure, readiness, and execution
• Determine core transformation stakeholders, define R&R, scope and role criteria and accountabilities
• Drive attainment of local subsidiary change mgt KPIs/scorecard results

Customer Engagement

• Proactively elevates a strong customer engagement strategy among internal stakeholders and partners to foster trust and brand growth and loyalty through multiple levels of the customer’s organization in the assigned accounts, leading broad team efforts. Connects the customer to Microsoft executives. Articulates Microsoft’s and partners’ point of view and creates deep and long-term connections with customers (e.g., C-Suite) to influence purchase decisions, increase interaction and participation, and expand impact into other segments. Assists partners in joint-selling by establishing joint desire to create new go-to-markets and accelerating through high levels of the organization (e.g., President).
• Proactively develops a comprehensive understanding of customer’s business needs and strategies for each assigned account, of their priorities, and of the industry direction. Anticipates customers needs to deliver new insights on customers business strategies and educate customers on ways to jointly address these needs. Identifies and pursues opportunities to offer highly-customizable digitalization solutions. Leverages internal influence to advocate on behalf of the customer internally (e.g., driving changes to roadmap, engaging with product groups), working to prioritize customers’ requests and meeting their business needs. Creates trust to influence for impact and acts as a trusted advisor to help the customer transform its business model.
• Orchestrates high-impact innovative solutions (e.g., forward thinking, flagship) that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. Owns the development of strategies that showcase the value added by innovative ideas grounded on digital transformation for accounts based on account needs and customer’s expectations. Is sought out by the customer for guidance related to transformation. Ensures high-profile line-of-business wins are captured (e.g., press release, video) as reference for multi-region/worldwide scale. Deploys showcase solutions into customer digital transformation centers for broader distribution.

Account Management

• Leads the development and application of mature and dynamic account plans grounded on proven and often-tailored methodologies to manage business portfolios. Leads strategies for assigned accounts that yield high-volume sales and open new opportunities for both Microsoft and the customers and that are on track with goals, budgets, and forecasts. Leads multiple, diverse and high-performing teams and industry experts on plan execution for various accounts. Coordinates with industry experts to identify new business opportunities and drive account growth. Orchestrates extended team and embraces partners to scale business by understanding partner goals and creating an interested in mutual business growth. Ensures sales consumption and adoption goals on target. Leverages strong sales acumen to set action items and approach to drive big bets and drive new business opportunities based on customer strategy and priorities.
• Thinks strategically about account planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Influences to scale strategic plans and involves senior leadership team.
• Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs. Develops strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities. Leads virtual teams to properly re-adjust priorities, all while maintaining a high level of commitment and accountability. Prioritizes line of business projects to achieve business outcomes. Reduces complexity for the customer and for internal teams by prioritizing the most strategic partners to deliver outcomes.
• Proactively expands network of key internal (e.g., Microsoft Consulting Services [MCSs]) and external partners and other business decision makers in customers’ accounts to ensure execution of core tasks and transactions, to grow partner impact, and to provide seamless account management experience for customers. Leads efforts with key internal partners to develop and promote long-term, mutually-beneficial digital transformation strategies and works with other roles and partners to formulate transformation and expansion strategies that ensure customer success. Identifies board influencers and proactively engages with them to drive Microsoft’s perspective in the account. Drives joint solutions with partners.

Sales Excellence

• Leverages relationships with key customer contacts in assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. Coordinates internally to craft long-term strategies aimed at maintaining levels of customer satisfaction and increasing Microsoft’s presence within the customer’s organization. Orchestrates others (e.g., Technical Account Managers [TAMs]) to anticipate issues/risks on customer satisfaction, identify drivers of dissatisfaction, determine the root cause of problems, remove blockers, and establish recovery action plan to improve customer’s overall experience. Leverages key executive relationships to build trust with the customer. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans. Drives customer engagement by participating Microsoft advisory boards, etc., to provide feedback.
• Positions oneself as a thought leader and trusted advisor to executive-level business decision makers of multiple assigned accounts. Leverages best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise (e.g., industry solutions executives) to build stronger relationships with decision makers of assigned accounts.
• Actively engages decision makers of assigned accounts to articulate Microsoft’s value proposition aligned to customer’s business objectives and/or elevate Microsoft’s industry status as a preferred partner. Takes a consultative approach to understanding impacts with the customer and translates features into business impact and outcomes that accelerate the customer’s digital presence. Tailors solutions that satisfy customers’ key performance indicators (KPIs) and align the right partner solution for customer industry needs.
• Develops compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes. Demonstrates thought leadership and presents business plans to customers to generate new opportunities. Guides others on how to tailor industry-specific presentations.
• Develops and implements plans for maximizing upselling/cross-selling opportunities in certain accounts. Drives plans to highlight Microsoft’s and partners’ solutions to solving additional business and technology issues and aims to expand budget allocated to Microsoft. Leverages virtual teams to identify and act on new opportunities.

Industry Knowledge

• Leverages a strong knowledge of and experience with Microsoft’s product landscape, solutions, and strategy to address customer’s needs. Partners with internal industry experts (e.g., with industry solutions executives) to strengthen understanding of the industry. Leverages deep understanding of their customer to shares knowledge with virtual team and promote customer business perspectives.

Other

• Embody our culture and values

Qualifications

Qualifications

Required/Minimum Qualifications

• 9+ years experience working in Financial Services (e.g., Banking and Finance Tech & Consulting), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  • OR Bachelor’s Degree in Business, Technology, or related field AND 7+ years of experience working in Financial Services, driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  • OR Master’s Degree in Business Administration Degree AND 6+ years experience working in Financial Services, driving digital transformation, or relevant work experience (e.g., consulting, technology).

Additional or Preferred Qualifications

• Bachelor’s Degree in Business, Technology, or related field AND 10+ years of experience working in Financial Services, driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  • OR Master’s Degree in Business Administration Degree AND 8+ years experience working in Financial Services, driving digital transformation, or other relevant work experience (e.g., consulting, technology).
• 10+ years account management experience
  • OR equivalent.