The Account Manager - Telco role adds value to Microsoft by delivering a
well-managed, profitable and growing business produced through
relationship- and sales-excellence practices where the customer views
the AM - Telco as a trusted advisor. The World Class AM profile is a
synthesis of the science and art of selling.
The art refers to the AM's character (C), attitude (A), relationship (R)
and emotional intelligence (E). The science refers to Sales Excellence
in
Relationship Management, Opportunity Management and Business
Management enabled through tools, processes and scorecards. Together,
they build strong trusted advisor relationships, yield high customer
satisfaction and goal attainment.
Key Accountabilities:
Expand the footprint in accounts through year-over-year percentage increase in customer addressable revenue (AR)
Achieve account growth through increased signed EA renewal rates and
net-new opportunity revenue while meeting annual revenue targets
Year-over-year growing integration of partners and services in key wins
Achieve year-over-year increase in customer satisfaction as measured by Relationship Management scores
Ensure reciprocal Conditions of Satisfaction (COS) in place for each
account that meet quality standards defined by Sales Management and
included as part of a comprehensive up-to-date account plan
Drive business value in every discussion and every proposal with the customer.
Key initiatives and challenges
Achieve greater understanding of the competitive landscape in the
customer base as customers are looking for ways to cut cost out of their
business model
Gain more in-depth focus on industry or vertical solutions to meet
customer needs, and the business value proposition that Microsoft offers
in helping customer’s meet their challenges and business opportunities
Develop deeper understanding of the marketplace and an in-depth
knowledge of the customer’s industry and core business process across
the customer base
Finding effective ways to sell with an understanding of current
economic/market conditions through creative deal structuring, creative
terms, value propositions, etc., that demonstrates to customers how
Microsoft can save them money and get the most value of their
investment.
Experiences Required: key experiences, skills and knowledge:
Strong sales and business background centered on Microsoft technologies
5-10+ years of industry-related experience
Deep understanding of key competitive technologies.
Extensive experience in working with the AEs (virtual and local) is required.
Ability to articulate the advantages of Microsoft technologies to senior
business and technical decision makers mapped to the customer’s core
business priorities
Education:.
B.S. in business administration with exposure to Information Technology (or equivalent) is required; MBA is preferred.
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