Senior Account Executive
Microsoft
Athens, Attica, Greece
πριν από 1 μέρα

Are you looking for the opportunity to help and enable a Smarter society in an dynamic, world-class community that will enable you to learn and collaborate with the top minds in the industry?

Then you are the one that we are looking for to strengthen our Public Sector sales team.

As the Account Executive you lead our most valued customers into the digital age. Embracing a challenger mindset, the successful Account Executive manages, orchestrates and leads their virtual teams and closes opportunities with customers that produce transformative business outcomes.

You will be an important part of the Enterprise Public Sector Sales team, who is responsible for Government and State Owner Entities in Greece, Cyprus and Malta.

Together with our partners our mission is to help our customers in their digital transformation to enable them to address societal challenges as urbanization, welfare gap, aging population and competence supply.

Use of Technology is necessary to enable changed way of working and create effective processes that is needed to secure sustainable, innovative and competitive countries.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centred on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day.

In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Customer Engagement

  • Builds and maintains relationships with business and technical decision makers at high levels of the customer's organization to establish alignment on mutual goals and trust in future interactions.
  • Seeks to deepen relationships with customers during interactions by being customer-centric and consistently honoring commitments and connecting the customer to Microsoft experts and executives.

    Partners with them to foster trust and brand growth and loyalty through multiple levels of the customer's organization in the assigned accounts.

    Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets.

  • Proactively develops a strong understanding of the customer's industry and priorities for each assigned account, identifies opportunities to drive optimizations and new digitalization solutions based on customer's strategies, and presents solutions or ideas based on customer insights.
  • Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed.

  • Understands customer drivers of digital transformation and leads new opportunities and orchestrates internal teams to accelerate the customer's digital transformation.
  • Engages with customers to lead strategic technology transformation within assigned accounts customer. Ensures best practice and line-of-business wins are captured for referencing.

    Account Management

  • Develops and oversees the execution of account plans to ensure Microsoft revenue targets and customer business needs are met.
  • Drives accountability to deliver on account plans among the extended virtual teams and internal industry and solutions experts.
  • Engages with internal and external stakeholders on business planning to review and plan for accounts. Set priorities, focus, and resources and strengthens operations, ensuring that the extended virtual team and other stakeholders are working toward common goals.
  • Expands network of key internal and external partners for accounts to ensure execution of core tasks and account transactions.
  • Grows sales and partner impact and engages key partners to develop and promote mutually beneficial customer digital transformation strategies.
  • Sales Excellence

  • Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction or dissatisfaction.
  • Leverages internal resources to support customer needs.

  • Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise industry solutions executives) to expand relationship with decision makers and stakeholders of assigned accounts.
  • Leverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales.

  • Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customer's business objectives.
  • Develops value-proposition presentations with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells.
  • Implements strategies to engage relevant stakeholders of assigned accounts and create or identify upselling and cross-selling opportunities and drive usage or consumption of Microsoft products and services.
  • Industry Knowledge

  • Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face.
  • Coordinates with internal industry experts to gather industry data of assigned accounts and improve planning.
  • Demonstrates a strong understanding of the customers' business strategy and the direction of the industry.
  • Qualifications

  • Bachelor’s degree or MBA / PhD preferred; or equivalent experience
  • Extensive experience in building strategic business partnerships through selling or consulting with Public Sector customers within IT technology sector in Greece and / or Malta and Cyprus
  • Experience to lead multi-cultural, diverse and remote teams across different disciplines
  • Proven ability to understand customer needs, create and deliver customized, customer-focused pitches and solutions
  • Effectively navigate through ambiguity and complexities related to client management
  • Extensive experience in Public Sector Bid Management, Public Sector tendering processes and complete RfI / RfP lifecycle support in Greece and / or Malta and Cyprus
  • Fluency in Greek and English
  • Basic knowledge of Microsoft offerings and licensing is a plus
  • Network in Public Sector in Greece and / or Cyprus and / or Malta is a plus
  • Αναφορά αυτής της εργασίας
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