PS Account Manager Job

Job Category: Sales
Location: Nairobi, KE
Job ID: 748251-36143
Division: Sales

Public Sector Account Manager ESA

With investments in stimulus and development funding, the Public Sector in particular is the fastest growing sector worldwide. This is an exciting role as a Public Sector Account Manager and will contribute to a major strategic investment Microsoft has made across Public Sector organizations. The role is responsible for successfully achieving revenue growth and attainment and ensuring strong customer satisfaction in the Sector. To achieve this, the role will lead the planning, orchestration, and execution of end-to-end Public Sector partner engagement and sales execution. This will be accomplished by leading a high performing virtual team through influence and impact , and working across various Microsoft sales and marketing organizations to drive generic and industry specific demand generation.

In this role, you would be responsible for:

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 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

Communicating the value of MS products and solutions for Public Sector through marketing campaigns

Collaborate with, coordinate and influence virtual teams to achieve these responsibilities

In addition to a strong track record for high performing sales execution in a scaled environment, strong leadership skills particularly in virtual teaming is a required skill.

Experience within a subsidiary sales environment is preferred as is experience selling technology.

Prior experience working with Partners in sell/market with- and through-partner situations is a plus.

Excellent communication skills including clear and concise verbal and written business communication, as well as exceptional influence and impact skills are required.

Conviction to make clear outcome orientated business decisions within the parameters of driving the customer experience and Microsoft’s revenue is a necessary skill.

Specific qualifications include a BA/BS required, MBA preferred, and 10 or more years of related experience in sales and/or sales management.

This role has revenue accountability and performs account management responsibilities to close sales directly with customers and partners. The role requires:

§ Capability to develop and provide value to CIO and LOB director relationships.

§ Scale through partners and extended teams.

§ Drive sales cycles generally up to 12 - 24 months.

§ Account ratio 1:20 (on average).

§ In depth focus on industry specific knowledge

The Public Sector market represents a significant growth opportunity for the business especially given the current tough economic climate. To maximize this opportunity, the PS AM will need to:

Secure buy-in from PS and subsidiary stakeholders to formalize appropriate cross-segment service level agreements for resource sharing

Gain support for the Public Sector strategy and secure funding for industry specific marketing campaigns, with- and through-partner programs and specific initiatives to generate demand and identify opportunities for our Partners

Understand the competitive landscape and, in alignment with corporate strategy and policy, build an approach to win share through effectively communicating Microsoft’s cloud services strategy and Public Sector value propositions to Governments, Health Providers and Education Institutions customers

Improve and deliver a consistent customer experience to all accounts within the PS segment

Own PS business reporting back to segment and sector leads

The Public Sector AM role works with the following internal resources:

1. Core team members (ATS, ATU SSPs, SE (GSE, LE) for the purpose of effectiveness and opportunity success.

2. Extended team members such as RBMs, downstream AMs, Services (TAMs, ESCs, SEs), PAMs, and Industry teams.

3. Opportunity-focused resources that help drive opportunity pipeline velocity and success (e.g., STU resources such as TSPs and SSPs, Marketing, etc.).

4. Local, regional and corporate management.

Requirements:

10+ years’ experience in sales and marketing leadership with proven results in a scalable environment

Bachelors & Master’s degree

Experience leading and orchestrating execution of cross-functional virtual teams to achieve common goals.

Experience leading a sales organization

Experience & understanding of how to market/sell to Public Sector, Government, Education, and/or Health customers

Demonstrable experience developing and managing sales & marketing programs to meet the needs of partners and customers

Passion for driving results and seeing projects through to completion

Positive attitude and high confidence managing through times of change & economic diversity

Exceptional influence and impact (without authority) skills

Strong negotiation and conflict resolution skills

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