Overview

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
 

Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts.
 

Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts and works to ensure engagements yield high volume sales for both Microsoft and the customer that are on track with goals, outcomes, and forecasts.  Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth, and deep understanding of plan to ensures achievement of revenue and consumption targets. 

Qualifications

Required/Minimum Qualifications

· 7+ years experience in working as Account Executive, driving digital transformation, or other relevant work experience 

 OR Bachelor's Degree in Business, Technology, or related field AND 5+ years experience working as Account Executive, driving digital transformation, or other relevant work experience 

 OR Master's Degree in Business Administration AND 4+ years experience working as Account Executive, driving digital transformation, or other relevant work experience.

. Fluency in Brazilian Portuguese and English

Additional or Preferred Qualifications
Skills & Capabilities:

- Communicating with Impact [Conflict Resolution · Oral Communication · Presentations · Written Communication]

- Customer Strategic Partnerships [Executive Presence · Partner/Customer Scoping · Relationship Management · Stakeholder Management · Trusted Advisor]

- Sales Skills  [Consultative Selling · Negotiation · Persuasion · Problem Solving · Storytelling · Technical Sales]

- Managing Sales Pipelines [Cross-functional Team Leadership · Financial Analysis · Key Performance Indicators · Microsoft Partner Ecosystem]

- Maximizing Business Opportunities [Business Acumen · Company Acumen ·  Opportunity Management] 

- Driving Operations [Account Management · Compliance Management · Decision Making · Opportunity/Deal Orchestration] 

Responsibilities

Customer Engagement

· Proactively cultivates relationships with customers and uses Microsoft sales strategies with executive, business, and technical decision makers at high levels of the customer's organization through consultative engagement to establish alignment and secure buy-in and execution. Connects the customer to Microsoft business and technical executives. Establishes Rhythm of Business (RoB) with top customer sponsors to regularly highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI). Works with the customer partners foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President). Leverages digital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing output, and reflect in the engagement strategy in our customer plan.

· Proactively develops a comprehensive understanding of the customer's business and technology needs and priorities for each assigned account. Identifies opportunities to drive optimizations and new business and technology solutions based on customer's strategies. Presents solutions and ideas based on customer insights. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed. If industry aligned, also develops a comprehensive understanding of the customer's industry.

· Supports business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers. Leverages consultative and insightful listening skills that disrupts the

mindset of customers by bringing innovative ideas that showcase the need for change and new strategic direction. Is sought out by the customer for guidance related to transformation. Proactively involves corporate resources and engages cross-industry resources to drive customer transformation. Ability to influence and mitigate proactively competitive risk. Ensures line-of-business wins are captured (e.g., customer write ups) as reference for scale through insightful listening.

Account Management