Global Account Manager - Vodafon - Microsoft - Reading

Job description
Role Purpose
The Global Account Manager role adds value to Microsoft by delivering a well-managed, profitable and growing business produced through relationship excellence and sales excellence practices where the customer views the Global Account Manager as trusted advisor. The role is to manage the substantial ‘SELL TO’ business into Vodafone and to work alongside and leverage the other considerable ‘SELL WITH’ and ‘SELL THROUGH’ activity. As Vodafone is a large investment account for Microsoft, the role will report to a Vodafone Client Director who has overall ownership of the revenue and the engagement.

The success of the business is measured in the following ways:
§ An expanding footprint in Vodafone through year-over-year percentage increase in customer addressable revenue (AR).
§ Account growth through increased signed Enterpise Agreement renewal and country additions. Also, net-new opportunity revenue while meeting annual revenue targets.
§ Increase in revenue for an EAP and SAM activity.
§ 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 account that meet quality standards as 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 Enterprise Agreement or Select Agreement and realizes the value of new capabilities aligned to the Microsoft roadmap.

Key Accountabilities
§ Drive scale through downstream teams and sells to multiple locations around the world.
§ Manage increased acquisition, sales collaboration and international allocation issues including licensing and agreement strategy.
§ Leads worldwide Sell to account team strategy and resource investment through revenue allocation and internal SLAs.
§ Manages a complex set of relationships between customer and Microsoft (Example: Accenture as a customer, partner and provider all in one).
§ Produces multi-year global business/account plan for the sell to strategy.
§ Leverages the Executive Sponsor Program.
§ Participates in the Global Account Community
§

Knowledge, Skills and Experience
1) Essential Experience
Is experienced in building partnerships that help a customer differentiate itself in a global industry and deeply understands customer relationship-building as a discipline.
Track record of selling to CXO level and earning trusted advisor status.
Has the “discipline” of working with people; is structured in his/her approach to leading teams through complex technology solution sales.
Is experienced and adept at leading large virtual, international teams to work towards a common goal; consistently.
Is tough skinned; shows no fear in the face of challenges; is someone who doesn’t take things personally.
Has extensive change management experience.
Has in-depth knowledge of a global account, its industry and its customers.
Is organized with strong prioritization skills.
Is creative, innovative; is often seen as visionary in his/her approach
Proved ability to work on complex large deals and sales campaigns.

2) Technical/Functional Skills
Understanding of the products and strategy is important, but not essential.

3) Personal Attributes/Interpersonal Skills
Embodies Microsoft core values of:
o Integrity and honesty
o Open and respectful
o Big challenges
o Passion
o Accountable
o Self-critical
o
Also the ability to work hard and have fun.
1) Qualifications
Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS - Target Account Selling, etc.), sales methodologies (equivalent to MSSP), broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, Line of Business applications, business process consulting or automation, CRM (Siebel or other), Industry-specific certification (based on industry/vertical hiring requirements for the global account).
Special Requirements/Additional Information e.g. Language Skills
Second language skill would be an advantage

Enter your email address:

Pass it on for Referral Bonus. Not the right role for you, but know someone we should meet? Share with him to earn $1,000 referral bonus.