Job Information
Microsoft Corporation Account Team Unit (ATU) Lead - FSI in Taipei, Taiwan
The Account Team Unit (ATU) is the organization that owns the customer relationship overall and orchestrates all internal and partner resources to drive customer business outcomes. The ATU covers a certain territory of accounts within an industry. The core account team consists of the Account Executive (AE), the Account Technology Strategist (ATS).
Emerging business needs of the ATU include:
Innovation and digital transformation across 3 horizons to drive transformation success.
Focus on envisioning and business value across clouds and solution areas.
Accelerating industry knowledge and leadership by building deeper business & technology skills by industry and vertical.
Drive cross-solution alignment of business needs to applications, data and infrastructure services across clouds.
Accelerating modern selling by maximizing the opportunity from automation and new resources.
Develops and oversees the execution of account plans for multiple accounts and works to ensure engagements yield high volume sales for both Microsoft and the customer that are on track with goals, budgets, and forecasts.
Understands customer drivers of digital transformation and leverages understanding to engage internal teams to accelerate the customer's digital transformation and strategy.
Cultivates relationships and uses Microsoft sales strategies throughout multiple levels of the customer's organization to establish strong alignment on long-term goals and secure buy in and execution.
Leverages knowledge of and experience with Microsoft's product landscape, solutions, and strategy to address customers' needs.
Responsibilities
The Account Team Unit (ATU) Lead is leading account teams to drive customer business outcomes, to help customers to digitally transform in their industry, to accelerate revenue growth, consumption, usage, and customer adds.
Demostrate Customer and Partner Obsession by...
Driving business value to customers and demonstrating that Microsoft is focused on their success.
Lead and empower account team to drive digital business outcomes for your customers across 3 Horizons that are relevant to their Industry and territory. Drive business growth through transformational wins and strategic partnerships by helping customers to innovate and build new business models. Execute on Industry clouds (if available), IPS (Industry Priority Scenarios) and Priority Sales Plays.
Win with Partners through joint account planning in all accounts and actively selling with priority partners for the industry and for the solution areas. Maintain pipeline partner sharing at 60% inclusive of outbound and inbound.
Accelerate Customer Satisfaction in CPE: you and your team being the Trusted Advisors to our customers, increasing Account Team Quality and improving Account Transition experience. Develop and intensify networks across Industry, Customer and Partner by building expertise in at least one relevant industry and by focusing on BDM audience. Demonstrate and model internal and external executive engagements.
People Management
· Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
· Model - Live our culture; Embody our values; Practice our leadership principles.
· Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
· Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.
Qualifications
SALES LEADERSHIP/People Manager
10+ years of related experience: Sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, leadership roles in multi-tiered global organizations, proven track record of selling complex solutions to enterprise customers and delivering customer business outcomes.
Experienced in complex sales training and sales methodologies.
Talent attractor and developer: Proven history attracting, retaining and developing new leaders and talent overall.
Strong leadership & interpersonal skills, coaching skills, cross-group collaboration and proven ability to influence across organizational boundaries.
Experience in building and developing diverse and inclusive teams.
BUSINESS ACUMEN
Meaningful non-Microsoft prior work experience at one of the following:
Driving digital transformation within one or more large Enterprise organization(s) as Line of Business Lead, Consulting or Services company such as McKinsey, Accenture, SAP, or the equivalent; competing cloud service providers and software companies, particularly Oracle, IBM, SalesForce.com, AWS.
Proven track record and experience leading organizational transformations while delivering on results on short-term, mid-term, long-term. Background in large-scale, multi-year enterprise change management.
Strategic leadership with track record driving results faster than competition in new markets/solution areas (preferred: cloud services growth, consumption, usage). Strategy development with multi-phase execution and delivery.
Demonstrated ability to understand how to run business and commercial models
Broad evangelism through events (presentation skills), and effective marketing tactics.
Executive communications, engagement, and influence.
Strong negotiation and financial analysis skills.
Industry knowledge in automotive and discrete manufacturing
Knowledgeable of the Microsoft partner ecosystem and programs, understanding of competitive landscape of cloud solutions within the industry.
Strong Sales track record
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .