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Services Account Executive

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Microsoft

3mo ago

  • Job
    Full-time
    Senior & Expert Level
  • Customer Relations
    Sales & Business Development
  • London

AI generated summary

  • You must co-create transformation plans, manage account strategies, understand cloud solutions, lead reviews, and align services to AI goals while fostering partnerships across the organization.
  • You will manage sales cycles, prioritize AI transformation, align solutions to customer needs, drive operational excellence, and collaborate with internal teams to exceed customer expectations.

Requirements

  • 1. Proven ability to co-create transformation plans with Account Team, Customer Success and Specialist Sellers.
  • 2. Experience in quota retirement through Account Plans and Customer Success Plans.
  • 3. Familiarity with large cloud commitment planning, consumption forecasting, and milestone execution.
  • 4. Deep understanding of Consulting and Customer Success Solutions.
  • 5. Ability to land consulting engagements, secure renewals, and grow existing contract.
  • 6. Skilled in account planning orchestration, including long-term visioning and 3-horizon roadmaps.
  • 7. Ability to lead Quarterly Business Reviews, executive sponsor engagement, and customer governance.
  • 8. Comfortable engaging across all sales stages: Listen & Consult, Inspire & Design, Manage & Optimize, Empower & Achieve.
  • 9. Capable of aligning services to AI transformation goals and technical strategy.
  • 10. Strong partnership across Microsoft.
  • 11. Ability to embed services insights into planning and execution.

Responsibilities

  • Maintain operational excellence & orchestration in pipeline management.
  • Deliver operational deal excellence by managing collaboration time effectively and applying the MCEM qualification guidance.
  • Own the sales cycle from Account Planning, new pipeline generation through to deal closure and subsequent expansion opportunities, ensuring efficient pre-sales processes and driving cloud consumption.
  • Prioritize driving AI Transformation through Microsoft Azure Consumption Commitment (MACC), Enhanced Solutions and Midterm Selling with Customer Success Account Managers and Account Technology Strategists where it has been identified through the Account Planning Process and the whole Microsoft Services portfolio.
  • Align customer conversations with business outcomes utilizing BV/TCO analysis to build business case.
  • Lead customer sales, value prop and compete discussions.
  • Actively listen to customers, understand their vision, and align solutions to meet their needs through consultative selling. Ensure customer satisfaction and exceed expectations.
  • Work effectively with internal teams and partners to identify and capitalize on sales opportunities using a One Microsoft Approach.
  • Position yourself as a customer trusted advisor to Account team and Solution Area peers.
  • Be deliberate about self-development to more effectively drive solution level discussions to address customer’s business needs. Ensure knowledge depth across the whole Microsoft Services portfolio and keep current with MCAPS priorities, eg. AI transformation, etc.

FAQs

What is the primary role of a Services Account Executive in the Services Sales Team for Insurance?

The primary role of a Services Account Executive is to act as a trusted advisor, guiding organizations to unlock the full potential of the Microsoft Services portfolio and achieve meaningful business outcomes. This includes proactively selling a range of services and building long-term relationships with customers.

What skills are essential for success in this role?

Essential skills include strong sales expertise, deep knowledge of Unified and Consulting Services, effective customer engagement and planning skills, technical fluency, and the ability to collaborate cross-functionally within Microsoft.

What types of services will I be responsible for selling?

As a Services Account Executive, you will be responsible for selling the entire Services portfolio, including Unified Support, Unified Enhanced Solutions, and Microsoft Consulting (ISD).

Is this role focused on relationships with new or existing customers?

This role involves both maintaining relationships with existing customers and generating new pipeline opportunities through proactive account planning and sales strategies.

What experience is recommended for applicants to this position?

Recommended experience includes proven sales success in co-creating transformation plans, familiarity with cloud commitment planning and customer success, along with strong consulting and customer success solutions knowledge.

Is there an emphasis on AI transformation in this role?

Yes, there is a strong emphasis on driving AI transformation, cloud growth, and enhancing customer success across Strategic and Majors accounts.

What kind of teamwork is expected in this role?

The role requires effective cross-functional collaboration with internal teams and partners to identify and capitalize on sales opportunities, leveraging a One Microsoft Approach.

How are candidates evaluated for this position?

Candidates are evaluated based on their sales expertise, understanding of consulting and customer success solutions, customer engagement capabilities, technical fluency, and ability to collaborate successfully across Microsoft.

What is the company's stance on diversity and inclusion?

Microsoft is an equal opportunity employer, committed to fostering a diverse and inclusive work environment, where all qualified applicants are considered without regard to various protected characteristics.

Can I expect opportunities for career growth in this position?

Yes, this role offers the opportunity to accelerate your career growth as part of a high-performing team and to develop, own, and close strategic opportunities.

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Microsoft

Technology
Industry
10,001+
Employees
1975
Founded Year

Mission & Purpose

Every company has a mission. What's ours? To empower every person and every organization to achieve more. We believe technology can and should be a force for good and that meaningful innovation contributes to a brighter world in the future and today. Our culture doesn’t just encourage curiosity; it embraces it. Each day we make progress together by showing up as our authentic selves. We show up with a learn-it-all mentality. We show up cheering on others, knowing their success doesn't diminish our own. We show up every day open to learning our own biases, changing our behavior, and inviting in differences. When we show up, we achieve more together. Microsoft operates in 190 countries and is made up of more than 220,000 passionate employees worldwide.