Sr. Strategic Account Executive

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Microsoft’s Strategic Account Team focuses on partnering with SAP as global customer to achieve strategic goals. This team is responsible for providing a differentiated Customer experience for SAP, Win against competition by establishing Microsoft as market leader, maximizing Customer spend, achieve targets (billed revenue, consumption, and adoption).

Delivering solutions that result in targeted business outcomes and driving revenue growth for Microsoft.

As a Strategic Account Executive, you will have the opportunity to drive Transformation in partnership with SAP as global strategic account with a focus on AI, Copilot and Security to achieve both Microsoft and customer business outcomes. Leveraging your large, multi-functional team across the breadth of the Microsoft solutions portfolio, engage at the most senior levels of SAP and bring industry-relevant solutions to help the customer adopt and embrace digital technologies.

With a proven history of driving growth in market share, achieving sales targets, customer obsession, and partner collaboration, this role will give the opportunity to leverage your extensive SAP network and sales experience to execute against your customer’s account plan.

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.

Qualification

• 10+ years experience in working in an industry, (e.g., Financial Services, Retail, Manufacturing) driving digital transformation, cloud solution adoption, or other relevant work experience (e.g., consulting, technology)
  • OR Bachelor's Degree in Business, Technology, or related field AND 12+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  • OR Master's Degree in Business Administration AND 10+ years experience working in an industry (e.g., Financial Services, Retail, Manufacturing, Healthcare, Energy, Government, Education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  • OR equivalent experience

• Proactively cultivates relationships with SAP Labs 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.
• Acts as SPOC for SAP Labs & SAP APJ to establish Rhythm of Business (RoB) with top SAP 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.
• Proactively develops a comprehensive understanding of SAP's business and technology needs and priorities. Identifies opportunities to drive optimizations and new business and technology solutions based on SAP's strategy. Presents solutions and ideas based on customer insights. Advocates on behalf of the customer internally, ensuring requests and needs of SAP as strategic account are being addressed.

• Develops and oversees the execution of our strategic account plan utilizing common sales and delivery methodology for the Microsoft sales organization and works to ensure engagements yield high volume sales for both Microsoft and SAP that are on track with goals, outcomes, and forecasts. Leads multiple, diverse, and high-performing teams and coordinates with internal industry experts on account planning and execution. Coordinates with industry experts to identify new business opportunities and drive account growth.
  
  
• 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 and drives integrated joint account governance through customer plan on regular frequency to achieve customer outcomes. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays. Leverages strong sales acumen to set action items and approach to drive big bets and drive new business opportunities based on customer strategy and priorities.
• Adapts and extends architecture patterns across technologies/solution areas to accommodate complex customer requirements and drive integration solutions for industry flavor; delivers assets that can be leveraged by others in the business. Applies, customizes, and guides colleagues to use existing demonstration assets; demonstrates and oversees demonstrations (e.g., [ADS], proof of concept [POC] sessions, pilots, hackathons) of solutions and position solutions against competitors; leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business.

• Actively seeks customer feedback (both formal and informal) of assigned accounts regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction. Helps in the creation of long-term strategies aimed at maintaining levels of customer satisfaction. Orchestrates others (e.g., Customer Success Account Management [CSAM]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plan to improve customer's overall experience. Leverages key executive relationships to build trust with the customer organization. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.
  
  
• Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple assigned accounts by leveraging best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to build stronger relationships with decision makers of assigned accounts. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc.
• Uses knowledge of SAP context and deep technical, domain, cross-solution, and market/industry knowledge and experience to build credibility with customers individually or at scale. You will lead and ensure complex technical wins by establishing rules of engagement, coaching others, and leveraging knowledge of processes, tools, and programs.