The focus of the MCS Account Executive (SE) role is to lead the Microsoft Consulting Services (MCS) sales account strategy in Microsoft’s most strategic enterprise customers in Canada, developing and winning digital transformation opportunities that enable customer outcomes and true value out of the Microsoft Cloud platform. The SE leverages Microsoft’s unique expertise, including direct access to Microsoft product teams, to help customers use their Microsoft investments as productively as possible. Key accountabilities include:
Plan & Execute as One Microsoft to Enable Customer Outcomes: Leading the MCS account relationship with the customer & with the Microsoft Enterprise Operating Unit (EOU); Responsible for MCS account strategy & planning with the Enterprise Account Executive, in partnership with the Account Delivery Executive, to ensure successful execution & a positive One Microsoft customer experience
Close Deals Through Effective Leadership & Orchestration of the MCS Virtual Team: Driving industry-led, digital transformation opportunity development, leveraging the appropriate account team, MCS area & pursuit team roles to bring the best resources to ensure deal success & customer satisfaction
Meet or Exceed Revenue Targets, Maintaining Sales Hygiene & Deal Excellence - executing discipline in lead management, opportunity qualification, close planning, pipeline hygiene, forecasting & deal commitment
Responsibilities
Key Experience, Skills, Knowledge & Education Required:
Essential:
Proven sales success and expertise in selling industry-focused solutions
Canadian Financial Services Industry knowledge including industry trends, sector requirements & competitors
Track record of consistently meeting or exceeding sales targets
Demonstrable sales hygiene & deal excellence discipline, using sales methods, processes and tools
Sales and business background, with 8+ years of technology-related experience
Bachelor’s degree with exposure to Information Technology (or equivalent)
Preferred:
Track record of selling professional services
Knowledge and background around strategic Cloud solution selling
Qualifications
Capabilities Profile
Industry DT Sales Driver – Ability to: Develop sales account strategy & lead virtual team to develop & close MCS opportunities. Skilled in sales & account planning to meet revenue & consumption targets, relationship building & social selling
Challenger Seller – Ability to: Influence Business & Technical Decision Makers. Skilled in creating cases for customer change & translating value propositions & solutions into Customer business outcomes
Industry Sales Expert – Ability to: Articulate industry expertise. Skilled in communicating value propositions, executing defined sales motions & leveraging priority sales scenarios to meet customer needs
Account Orchestrator – Ability to: Orchestrate a deal team to ensure success, work in partnership across multiple virtual teams & meet or exceed revenue targets. Skilled in Role Orchestration, Sales Process (0-100% lifecycle), Negotiation, Sales Hygiene & Deal Excellence (Lead Management, Opportunity Qualification, Close Planning, Pipeline Hygiene & Forecasting)
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.