Account Manager
il y a 1 semaine
Microsoft’s mission is to empower every person and organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, being diverse and inclusive and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
This is a unique opportunity for a bold, customer oriented, strategic thinker to help identify unique prospects and execute Microsoft cloud deals that drive significant publicity, competitive share, and revenue for the Microsoft Azure platform. The focus will be on deeply engaging with start-ups that have the potential to grow on the Microsoft Azure platform as well as Microsoft 365 and Dynamics 365.
This team at Microsoft is at the leading edge of our business and one of the fastest growing and most exciting groups in the Company. We operate like a “start-up” within Microsoft and the team driving this initiative is incredibly entrepreneurial and high-performance. Senior leaders across Microsoft are making an incredible commitment to this initiative and we are rapidly scaling this program, looking for new talent to join our rapidly expanding team.
The
**Account Manager - Start Ups** is leading and orchestrating the One Microsoft team efforts to drive ambitious growth and wins with start-ups on the Microsoft Cloud Platform. This senior role will partner closely with our Microsoft for Startups teams and programs as well as additional members in Engineering, Marketing, Partners, Finance and Legal, Business Desk, across Microsoft.
**Responsibilities**:
**Growth & Transformation Business Leader and Startup Advocate**:
- Proactively engage with the start-ups and Digital Customer Success Managers to accelerate revenue growth, drive business outcomes, while the goal of helping startups realize their full potential.
**Trusted Adviser**:
- Earn and maintain trust with startup founders by understanding their needs and addressing them with the right Microsoft solutions; operating with high empathy for founders to build mutually winning scenarios for startups as well as Microsoft.
**Deal Negotiator and Closer**:
- Lead negotiation with existing startups in mid to long-term planning to form a strategically constructed deal. Engage and negotiate internally with key stakeholders (e.g., product, engineering, finance, legal, sales, marketing) to move opportunities forward with. Coordinate with all necessary internal stakeholders in the deal to assure that the deal is closed successfully and in a compliant manner.
**Stakeholder Management**:
- Ensure high potential startups have access to the right resources across Customer Architects, Engineering and Product Groups.
**Senior Sales Leader**:
- Ensure each startup has a valuable and strategic relationship with Microsoft; driving business growth and transformation through strategic thinking, sales execution, and influence.
**Strategic Thinker and Market Expert**:
- Accountable for identifying growth opportunities with high potential startups leveraging deep domain/industry knowledge to develop creative and innovative solutions for startups to improve optimization and workflow. Proactively demonstrates thought leadership, opportunities for improvement, best practices, and learnings internally and externally as appropriate.
**Qualifications**:
**Required Qualifications**
- 8+ years technical architect, technical consulting, design and implementation, and/or technical sales experience
- OR relevant certifications from Microsoft or competitive platforms AND 5+ years technical architect, technical consulting, design and implementation, and/or technical sales experience
- OR Bachelor's Degree in Computer Science, Information Technology (IT), Engineering, or related field AND 6+ years technical architect, technical consulting, design and implementation, and/or technical sales experience
- OR equivalent experience.
**Preferred Qualifications**:
- 6+ years of technology related sales and coaching architecture
- Experience working with or selling Azure or similar solutions preferred.
- 6+ years of experience driving change management or technical adoption required Collaboration. Ability to generate trust, build alliances, and orchestrate interdisciplinary teams to the benefit of startups required.
- Thought leader with executive presence, including the ability to hold CxO and BDM level discussions, exceptional interpersonal, verbal, written and presentation skills required.
- Experience working in R&D environments and/or technically enabling startups on cloud solutions.
- Desire to work in a cooperative environment where one’s growth potential is supported by one’s abilities and attitude.
- Re
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