Senior Account Manager

hace 2 meses

Bogota, Colombia Microsoft A tiempo completo

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.

**Responsibilities**:
**Responsibilities**:
1 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.

2. Account Management
- 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.

3. 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 blocker

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