Major Account Manager
Reports to : Sales Director
The Major Account Manager (AM) role adds value by delivering a well-managed, profitable and growing business produced through relationship excellence and sales excellence practices where the customer views the AM as trusted advisor.
The Deliverables:
1. Customers with realized value from the MSFT platform through acquisition and deployment of the solutions they buy
2. Strong and deepening customer relationships
3. Strategic, effective and actionable account plans
4. Well developed opportunities leading to a healthy pipeline producing wins that meet or exceed quota
5. High performing account teams through effective AM coaching and leadership
Profile Requirements:
· Work Experience 15+ yrs.
· Has passionate attitude for sales, technology and customers as an enabler for a company’s growth.
· Is experienced in building partnerships that help customers grow their businesses and deeply understands customer relationship-building as a discipline.
· Has the “discipline” of working with people; is structured in his/her approach to leading teams through complex technology solution sales.
· Is experienced and adept at getting people working towards a common goal; consistently demonstrates strong people management skills.
· Is tough skinned; shows no fear in the face of challenges; is someone who doesn’t take things personally.
· Is a leader who consistently demonstrates integrity and honesty.
· Knows how to deliver on promises.
· Has extensive change management experience.
· Has in-depth knowledge of major accounts, their customers and their industry challenges.
· Is organized with strong prioritization skills.
· Is creative and innovative; is often seen as visionary in his/her approach.
How is the Major AM role unique from other Account Manager roles?
The Major AM role is unique in the following ways:
· Capability to develop and provide value to multiple CXO relationships (CFO, CIO, COO, possibility CEO) and VP LOB relationships.
· Scale through teams and can sell to multiple locations around the world.
· Demonstrated executive acumen at a multi-national level
· Sales cycles generally are 18-36 months with larger transactions (deal size) and longer cycles.
· Sales collaboration required between AMs covering multi-national customers at HQ and downstream locations.
· Develops multi-year account plans covering multi multinational opportunities, as appropriate.
· Increased complexity due to the myriad of Microsoft internal teams they interface with around the world.
· Account long term potential (LTP)—minimum $5M annual (for Mature) and minimum of $3M (for Emerging).
· Provides coaching to peer account managers.
· Account ratio 1:2: (on average).
