Consulting Account Management

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Industry Solutions (IS) is a global organization of over 16,000 strategic sellers, industry experts, elite engineers, and world-class architects, consultants, and delivery experts who work together to bring Microsoft’s mission of empowerment – and cutting-edge technology - to life for the world’s most influential customers. We are on the front lines of innovation, working side-by-side with customers to drive value across the entirety of their digital transformation journey.

As a Consulting Account Executive (Consulting AE), you will have the opportunity to drive digital technology transformation for a set of retail customers. You will lead the Microsoft Industry Solutions sales account strategy for your customers and develop and win digital transformation opportunities, leveraging our large, multi-functional Industry Solutions team across the breadth of the Microsoft solutions portfolio, engage at the most senior levels of your customer and bring industry-relevant solutions to help the customer adopt and embrace digital technologies. This role will give you the opportunity to leverage your sales experience to execute against your customer’s account plan.

• Experience in consulting and sales

• Project management experience in driving digital transformation

• Excellent communication and interpersonal skills, with the ability to build and maintain strong relationships with key stakeholders.

• Industry sales experience in the retail industry

• Strong analytical and problem-solving skills, with the ability to analyse data, identify trends, and develop strategic solutions

• Strong organizational and time management skills, with the ability to prioritize and manage multiple projects simultaneously

• Willingness to travel to meet with customers and attend industry events.

• Fluency in both German and English is mandatory for this role. Candidates must be able to communicate effectively in both languages in various professional settings.

Strategy and Planning

• Business responsibility for the consulting revenue for an exciting set of retail customers.

• Create “buy-in” vision and actionable projects with key decision makers of the customer.

• Proactively looks ahead and identifies actions required to develop Consulting opportunities that are aligned with the account strategy, Microsoft's strategy, and Consulting catalogue go-to-market solution plays.

• Leverage appropriate tools, frameworks, and methodologies to develop a deliberate approach to position potential modernization and digital transformation outcomes across 3 horizons which are aligned with customer's priorities.

• Thinks strategically about account planning for assigned accounts, setting standards and priorities.

Relationship Management

• Owns and maintains (in agreement with the core account team) customer and partner relationships, influences key decision makers and leads effective rhythms of connection with customer and partner stakeholders.

• Builds and maintains relationships with appropriate networks of Microsoft decision makers and leaders, and successfully leverages them where needed for customer and partner success.

• Orchestrates the consulting-sales relationship with the internal core account team, working closely with Enterprise colleagues.

Accelerate Cloud Growth

• Proactively builds and maintains up-to-date knowledge of customer's business priorities, risks and challenges, internal landscape, industry challenges, regulations, trends, and futures (e.g., impact of artificial intelligence, sustainability) to meet customer needs and drive customer satisfaction.

• Leverages Microsoft Consulting go-to-market scenarios to drive intentional customer conversations about Microsoft Cloud adoption.

• Identifies, qualifies, leads, manages, and closes strategic industry cloud opportunities on prioritized accounts aligned to documented customer business value and outcomes. Increases customer business value with advanced technology (e.g., AI) and drives consumption.