At Microsoft, we’re about helping customers realize their potential. From gamers to governments, moms to mega-corporations, we serve just about every kind of customer, all over the globe.
Many people think Microsoft = software. We do do software-but we also do hardware, services, research, and more. We work on PC operating systems and applications-like Windows and Windows Live. Products for IT professionals and developers-like Windows Server and Visual Studio. Online services such as Bing and MSN. Business solutions like Office and Exchange. And devices like Xbox, keyboards, webcams, and mice. We’re passionate about what we do.
What this means if you come to work here is opportunity-to do things that make a real difference in millions, even billions, of lives. To reach your potential. So why not take a closer look at Microsoft? We think you’ll find that amazing things really do happen here.
Job Category: Sales
Location: Lagos, NG
Job ID: 850023-122026
The Account Executive Major (AE-Major) role adds value to Microsoft by delivering a well-managed, profitable and growing business produced through relationship- and sales-excellence practices where the customer views the AE-Major as a trusted advisor. The World Class AE-Major profile is a synthesis of the science and art of selling. The art refers to the AE-Major’s character (C), attitude (A), relationship (R) and emotional intelligence (E). The science refers to Sales Excellence in Relationship Management, Opportunity Management and Business Management enabled through tools, processes and scorecards. Together, they build strong trusted advisor relationships, yield high customer satisfaction and goal attainment.
Expand the footprint in accounts through year-over-year percentage increase in customer addressable revenue (AR)
Achieve 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
Achieve year-over-year increase in customer satisfaction as measured by Relationship Management scores
Ensure 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
Drive business value in every discussion and every proposal with the customer.
Key initiatives and challenges
Achieve greater understanding of the competitive landscape in the customer base as customers are looking for ways to cut cost out of their business model
Gain more in-depth focus on industry or vertical solutions to meet customer needs, and the business value proposition that Microsoft offers in helping customer’s meet their challenges and business opportunities
Develop deeper understanding of the marketplace and an in-depth knowledge of the customer’s industry and core business process across the customer base
Finding effective ways to sell with an understanding of current economic/market conditions through creative deal structuring, creative terms, value propositions, etc., that demonstrates to customers how Microsoft can save them money and get the most value of their investment.
Experiences Required: key experiences, skills and knowledge:
Strong sales and business background centered on Microsoft technologies
5-10+ years of industry-related experience
Deep understanding of key competitive technologies.
Extensive experience in working with the AEs (virtual and local) is required.
Ability to articulate the advantages of Microsoft technologies to senior business and technical decision makers mapped to the customer’s core business priorities
B.S. in business administration with exposure to Information Technology (or equivalent) is required; MBA is preferred.