Job Description

This role is dedicated to increasing revenue and improving customer satisfaction through senior account management working in tandem with company within a territory of accounts. This role is unique in its ability to effectively leverage technology and extensive members of the virtual sales team to build strong relationships with the accounts in its portfolio.

• Accountable for Geographic resource management, orchestration, collaboration and execution at the right time and level by leveraging a deep understanding of individual account team member strengths, perspectives, and goals.
• Lead and challenge customer with clear strategic vision of digital transformation.
• Develop an account strategy and customer contact plan for owned accounts that includes line-of-business contacts and executive-level relationships. Creation of customer contact plan should align with customer’s expectations for responsiveness. Building a compelling strategy for growing the account.
• Accountable for preparing and adhering to monthly forecasts and pipeline reports, using our tools and resources. Prospect and identify opportunities and coach the virtual sales team on how to maximize opportunity generation. Qualify opportunities and convert them to a customer solution based scenario.
• Effectively leverage funding programs to accelerate and close deals that result in new customer ads and/or renewals. Maximize up-sell and cross-sell deals collaborating with the virtual sales and partner team (based on availability) to present customers the value proposition, for competitive advantage and new solutions, which aligns to the customer’s business objectives and IT initiatives.
• Identify sell with growth opportunity. Scale with partners that deliver innovative solutions thereby driving new value in market. Emphasize and lead One approach to customer engagement, including sell to, sell with and sell through opportunities.
• Lead territory and account planning process that aligns partner and resources to maximize revenue, customer satisfaction, and grow share.
• Develop a working knowledge of digital transformation, establish peer to peer and mentoring, and leverage all training resources.

Required Knowledge, Skills, and Abilities

• Demonstrated ability to consistently exceed quota by driving deals within a Partner ecosystem.
• Demonstrated understanding of solution selling techniques and selling cloud based solutions.
• Experienced in building strong, collaborative customer relationships with line-of-business and technical roles.
• Can navigate a customer through sales negotiations and/or technical presentations via the telephone.
• Solid knowledge of the business, customers, partners, Microsoft strategy and how they work together.
• Able to qualify sales opportunities and position partners in the overall sales process.
• Demonstrated business communication and written skills in the Swedish language.
• Has passionate attitude for sales and technology as an enabler for a companys growth.
• Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.), extensive presentation skills, effective marketing tactics, negotiation, financial analysis, Line of Business applications sales experience, business process consulting or automation, CRM, Employee Performance Management (systems and processes).