Responsibilities (Text Only)
- Maintain operational excellence & orchestration in pipeline management. - Deliver operational deal excellence by managing collaboration time effectively and applying the MCEM qualification guidance. - Own the sales cycle from Account Planning, new pipeline generation through to deal closure and subsequent expansion opportunities. ensuring efficient pre-sales processes and driving cloud consumption. - Prioritize driving AI Transformation through MACC, Enhanced Solutions and Midterm Selling with CSAMs/ATS where it has been identified through the Account Planning Process and the whole Microsoft Services portfolio. - Align customer conversations with business outcomes utilizing BV/TCO analysis to build business case. - Lead customer sales, value prop and compete discussions. - Actively listen to customers, understand their vision, and align solutions to meet their needs through consultative selling. Ensure customer satisfaction and exceed expectations. - Work effectively with internal teams (ATU, STU, CSU) and partners to identify and capitalize on sales opportunities using a One Microsoft Approach. - Position yourself as a customer trusted advisor to Account team and Solution Area peers. - Be deliberate about self-development to more effectively drive solution level discussions to address customer’s business needs. Ensure knowledge depth across the whole Microsoft Services portfolio and keep current with MCAPS priorities, eg. AI transformation, etc.
Qualifications (Text Only)
Qualifications The SAE role is designed for high-impact sellers who can drive AI transformation, cloud growth, and customer success across Strategic and Upper Majors accounts. Recommended qualifications include: 1. Sales Expertise - Proven ability to co-create transformation plans with AEs, CSAMs, and STUs. - Experience in quota retirement through ATU-led Account Plans and CSU-led Customer Success Plans. - Familiarity with MACC planning, consumption forecasting, and milestone execution. 2. Unified & Consulting Services Knowledge - Deep understanding of Unified Base Services and Enhanced Solutions. - Ability to land consulting engagements, secure renewals, and grow Unified deals. 3. Customer Engagement & Planning - Skilled in account planning orchestration, including long-term visioning and 3-horizon roadmaps. - Ability to lead Quarterly Business Reviews, executive sponsor engagement, and customer governance. 4. Technical & AI Fluency - Comfortable engaging across all MCEM stages: Listen & Consult, Inspire & Design, Manage & Optimize, Empower & Achieve. - Capable of aligning services to AI transformation goals and technical strategy. 5. Cross-Functional Collaboration - Strong partnership with ATU, STU, CSAM, and SSP roles. - Ability to embed services insights into planning and execution. 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.If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a requestvia the Accommodation request form. Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work. #J-18808-Ljbffr