Job Description

This role is dedicated to increasing revenue and improving customer satisfaction through senior account management working in tandem with Microsoft Partners 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. It is also unique in its ability to work directly with and through Microsoft Partners to meet customer needs.

• Accountable for Global 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 customers expectations for responsiveness. Building a compelling strategy for growing the account.
• Accountable for preparing and adhering to monthly forecasts and pipeline reports, using Microsoft’s 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 adds 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 Microsoft 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.
• Proactively builds and maintains a strong knowledge of our product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities; demonstrates a strong understanding of the customers' business strategy and the direction of the industry.

Required Knowledge, Skills, and Abilities

• A degree level qualification would be degree preferred, but not essential.
• Previous technology related sales or business development experience
• 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 local language.
• Has passionate attitude for sales and technology as an enabler for a company’s growth.
• Complex sales training, 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).
• Fluency in Italian & English is essential.