Management Accountant
Full Time
Job Description
- Maximizes value of customer contact.
- Documents and synthesizes customer contacts for maximum effectiveness.
- Maintains breadth and depth of customer relationships and increases level of customer contacts.
- Maintains contacts across lines of business.
- Breaks through to new contacts in new accounts and creatively builds customer engagement. Introduces different resources based on customer contacts.
- Correctly aligns resources (e.g., partners, v-team). Reaches out to and engages with customers through digital channels (e.g., social selling, audio, video).
- Serves as central point for all customer communications; manages relationships on behalf of the customer. Delivers value-based solutions for customer.
- Conducts background research on existing accounts and customers.
- Captures and shares key learnings about customers, history, and interest. Understands customer business and desired outcomes.
- Uses available digital tools to conduct and compile research.
- Demonstrates understanding across industry and takes relevant use cases to customers.
- Creates constructive tension with customers to challenge thinking and develop deeper customer engagement.
- Manages relationships inclusive of customers, partners, and internal and external stakeholders.
- Applies lessons learned to future research.
- Ensures continuity of customer accounts and monitors customer satisfaction metrics (e.g., timeliness and quality of contact).
- Follows up and incorporates feedback from customers into future engagements.
- Ensures implementation matches intent and follows up as needed.
- Manages primary contact appropriately to ensure feedback is gathered from the correct sources on an ongoing basis.
- Triages customer dissatisfaction and handles in timely manner (e.g., prioritization, escalation).
- Manages escalation process appropriately and leverages Microsoft executives to yield positive impact.
- Anticipates potential customer issues and matches requirements to solutions to maximize satisfaction and simplification.
- Encourages adoption on ongoing basis to improve satisfaction.
- Defines, with top customers, conditions of satisfaction (COSs) to reflect joint understanding and alignment to customer priorities.
- Attends to and proactively addresses renewals; creatively addresses renewal options with internal partners and customers to maximize business outcomes and likelihood of renewal.
- Ensures renewals are prioritized and motioned appropriately.
- Cross- and upsells in accordance with customer priorities and outcomes.
- Adheres to process for forecasting and timing renewals appropriately to drive consumption (e.g., T-180).
- Leverages renewals to maximize customer adds.
- Creates and implements action plans for T-180.
- Determines priority and depth for each account in portfolio.
- Marshals resources to develop plan to execute against prioritization.
- Determines plan to meet or exceed quota based on individual customer plan, analysis, and available resources / programs.
- Ensures cohesive plan across consumption, ads, upsell, and renewal.
- Creatively leverages programs to scale across customers.
- Leverages existing sales plays and prioritized partners to drive new business and pipeline creation.
- Conducts analyses into what customers are using versus needs.
- Identifies resources (e.g., v-team orchestration) and partner solutions to help customers derive value from existing Microsoft investments.
- Collaborates with others, both internally and externally to Microsoft in order to achieve revenue targets. Manages key stakeholders to meet critical deadlines.
- Orchestrates strategic conversations internally or externally to match teams and resources to customer needs and to streamline customer experience.
- Provides insights across the organization.
- Identifies and solicits resources needed for success.
- Identifies and qualifies opportunities and pursues through lifecycle.
- Drives adoption through to cross-sell/upsell to new opportunities.
- Drives movement of customers to take the next step in the cloud journey (e.g., healthy cloud mix) in customer accounts where appropriate.
- Drives customer adds and existing customers to new solutions.
- Demonstrates value of cloud solutions to customers.
- Understands and accelerates customer digital transformation strategy.
- Assists customers in building roadmap to achieve desired outcomes.
- Presents range of options and Microsoft three-cloud strategy to customer in large and complex deals to achieve desired outcomes that address multiple strategic factors.
- Drives conversations with business decision makers (BDMs) around budgets, availability of budgets, and prioritization.
- Demonstrates challenger mindset in customer engagements.
- Develops and implements systematic methods for staying up to date on Microsoft offers and solutions.
- Shares best practices with others.
- Uses knowledge to engage with customers and with internal teams.
- Shares knowledge with customers to demonstrate Microsoft innovation.
- Completes required training in a timely manner.
- Develops and implements personal development plan.
Required Knowledge, Skills, and Abilities
- Sales and negotiation experience with year-over-year growth or Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field and sales and negotiation experience or related work or internship experience.
- Fluent in Polish & English is required.
Experience of technology related sales or business development experience. - Demonstrated business communication and written skills in the local language (Polish) and confidence to engage Customers remotely using technology and can clearly articulate value of Microsoft Product and Solution offerings.
- Technology sales and negotiation experience with year-over-year growth:
- Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND sales and negotiation experience or related work or internship experience with year-over-year growth.
- OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND sales and negotiation experience or related work.
Reference no: 89445