Account Manager, Public Sector Job

Job Category: Sales
Location: Moscow, RUSSIAN FEDERATION
Job ID: 749000-36757
Division: Sales

Account Manager Public Sector (Central Region)

Purpose of the Role:

Ensure significant growth for MS revenues within limited amount of Public Sector accounts. Leverage partners to support these efforts. Measured against personal/group quota.

Ensure maximum adoption and high customer satisfaction of Microsoft business solutions, products and technologies in all assigned Public Sector accounts by timely face-to-face customer calls, utilising structured Corporate sales model & engaging partners.

Responsibilities:

Account Management:

- Ownership of executive relationship and opportunity management within the assigned accounts. Develop and maintain long-term relationships with assigned accounts.

- Sales team management (technical and presales)

- By regular contacts with account executives identify major business initiatives on account side and correspondent opportunities on Microsoft side.

- Ensure senior contact within the customer base is aware of Microsoft business solutions, strategies and technologies regarding infrastructure.

- Confirm successful track record with customer and Microsoft.

- Ownership of the account planning processes:

- Create customer opportunity plan, roles and expectations

- Execute the plan, regularly check status, debrief and document fulfilment and design wins

- Prioritise for next project(s)

- Close key opportunities for Microsoft solutions, products, technologies and services within the assigned accounts. Succeed in winning opportunities against major competitors. Closely watch the competition and work proactively in terms of maximizing Microsoft revenue in assigned accounts.

- As outlined in the company escalation procedures escalate to senior management any problems within assigned accounts.

- Constantly update the data in customer database on existing accounts and protocol sales activities to ensure good teamwork.

Business planning:

- Execute account/territory plan

- Complete and implement business plans for assigned territory / accounts

Requirements:

- University degree in Economics or Computer Science AND Economics. MBA considered as an advantage.

- People management skills would be considered as an advantage

- 5 years of experience in IT industry as an advantage

- 3+ years of experience in selling into large accounts in 1:1 and/or 1:few model with a focus on information technology and/or business solutions sales & deployment

- Good understanding of business models, key business drivers in Public Sector

- Good knowledge of Public Sector framework.

- Experience in field-based enterprise account and/or strategic partner sales / account management on the level of business decision makers (level of vice-presidents, heads of business units).

- Experience in planning, design and implementation of sales strategies, partnering experience and experience in opportunity selling as well as selling in competitive environment to win in competitive projects.

- Good understanding of the relationship between technology and business processes in Government space.

- Good understanding of enterprise computing environments, major vendors and products/positioning as well as associated issues. Technical / technological background and work experience is an advantage.

- Good knowledge of Microsoft product line, technologies and business solutions

- Broad knowledge of different parts of the sales cycle, strategic and technical sales skills as well as post sales support.

- Good understanding of partner business models.

- Excellent verbal and written communications skills as well as strong interpersonal skills to professionally represent Microsoft in front of the customer.

- Excellent negotiation and presentation skills, experience in communications / negotiations with decision makers & executives in large enterprise accounts

- Dynamic driver, team player, consensus builder

- English (not lower than intermediate)

- Russian to be native language.

- Meet subs revenue goals, meet local territory / accounts revenue / market share, etc. goals.

EUR:MSRU:SMSG:EN

Unspecified

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