Microsoft memberikan persyaratan, ketentuan dan spesifikasi pekerjaan sebagai Account Manager - Major Job yang akan ditempatkan di Jakarta, Jakarta.

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Spesifikasi dan Persyaratan Pelamar Pekerjaan Microsoft

Job Category: Sales

Location: Jakarta, ID

Job ID: 799018-85000

Division: Sales

The Major Account Manager (AM) role adds value to Microsoft 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 success of the business is measured in the following ways:

§ An expanding footprint in accounts through year-over-year percentage increase in customer addressable revenue (AR).

§ Account growth through increased signed EA renewal rates and net-new opportunity revenue while meeting annual revenue targets.

§ Year-over-year growing integration of partners and services in key wins.

§ Year-over-year increase in customer satisfaction as measured by Relationship Management scores.

§ Reciprocal Conditions of Satisfaction (COS) in place for each account that meet quality standards as defined by Sales management and included as part of a comprehensive up-to-date account plan

§ Business value discussed in every discussion and every proposal with the customer.

§ The customer is current on the installation and use of current products available through the EA or SA. and realizes the value of new capabilities aligned to the Microsoft roadmap

The Major AM role adds value by producing :
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

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.

§ Provides coaching to peer account managers.

§ Account ratio 1:2: (on average).
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