The Account Executive Major (AE-Major) 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 AE-Major as a trusted advisor. The World Class AE-Major
profile is a synthesis of the science and art of selling. The art refers to the
AE-Major’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.
Account Executive
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.
Location: Lagos
Experience: 5 year(s)
Course of Study:
Required Grade: Not
Specified
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