Account Executive

The US Health and Life Sciences (HLS) sales organization has an exciting opportunity for an experienced Microsoft Account Executive to become part of something special.   The company is making a major investment in Healthcare growing the number of customers served and dedicated resources each year.   Our clients are primarily healthcare systems, hospitals, clinics and health plans.  

This opportunity has been created by splitting one of our most successful territories as a result of multiple years of success allowing us to hire an additional Account Executive to manage the healthcare customers in the states of Missouri, Kansas, Oklahoma and Southern Illinois.   The newly created position will be responsible for approximately 25 customers spread across these states with the largest concentration of customers is the Missouri / Southern Illinois area.

As an HLS Account Executive you will be responsible for achieving quarterly and annual revenue targets by selling Microsoft technologies and support services across the territory. The successful candidate must be able to creatively tackle complex architecture sales, major competitive threats, and customer "inertia," as well as be able to quickly make appropriate judgment calls and effectively allocate and manage resources.

You will be responsible for conducting quarterly business reviews with key customer contacts to gain insight into their business initiatives and barriers to the success of those initiatives. You will possess executive presence and the ability to develop win/win business relationships at the CxO level within IT and the lines of business. Annual improvements in customer satisfaction will be expected and measured by annual survey.

Development of an effective and actionable territory plan that aligns to the client's business priorities satisfies Microsoft's near term business objectives, and positions the territory for consistent long term growth will be required. A critical success factor for this position is a clear vision and attention to detail, leadership, execution, and engagement. Continuous reinforcement of your territory and account strategy, mentoring v-team members, and recognizing individual and team contributions will be critical.

Development and maintenance of a healthy opportunity pipeline and accurately forecasting your business on a monthly, quarterly, and annual basis are part of the job. You must be able to qualify opportunities by clearly articulating the opportunity return to Microsoft strategically, financially, or both. You must establish and drive an appropriate rhythm of business process to produce the desired business outcomes.

The ideal candidate has an overall passion for sales within a technology environment and for the business value it drives, the ability to think and act independently and do what's necessary to meet the customer's expectations.   If you have a successful sales professional track record, understand Microsoft solutions, Microsoft licensing, and the Healthcare industry, want to be part of a dynamic organization that is changing the face of healthcare in the US, love to work hard and know how to have fun then this may be the right place for you!

Recommended Qualifications:

  Requires 8-10+ years’ experience as a Field Account Manager, Inside Account Manager, Solution Sales Specialist or Sales Manager.

  Strong customer relationship and interpersonal skills

  Ability to quickly learn new software technologies used at Microsoft.

  Flexibility and a positive attitude to change.

  Tenacity and ability to drive revenue and programs to successful conclusion.

  Strong financial skills as it relates to customer proposal, budget and ROI analysis.

  Strong oral and written communication skills, including presentation skills.

  Strong competitive intelligence and strategy skills.

  Ability to lead a virtual team with impact and influence.

  Strong prioritization skills

  Strong objection handling skills.

  Previous work experience in the Health Provider and/or Health Plan industry is preferred.

  Previous knowledge of Microsoft products and solutions preferred.

  Previous knowledge of Microsoft licensing preferred.

  Bachelor’s degree or higher required.

  Must be available for overnight territory travel, training, sales conferences, etc.

  Must be a resident in the St. Louis, Kansas City, or Dallas, TX area. (No relocation available).

Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. These requirements include, but are not limited to the following specialized security screenings:

Citizenship Verification: This position requires verification of US Citizenship to meet federal government security requirements.

Microsoft is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.

View the original article here

Sr. Technical Account Manager

The Microsoft Public Sector Services, Department of Defense team is looking for an exceptional business and technical leader to perform the role of a Senior Technical Account Manager (TAM), responsible for managing one or more of our key Federal Customer(s).

A TAM is a trusted business advisor to Microsoft's Premier Support customers providing strategic guidance around operations and optimization of their IT infrastructure through quality Service Delivery Management. Once a Premier customer has deployed a Microsoft product, should something unexpected occur, the TAM working with Customer Service and Support (CSS), manages the incident to resolution and then follows up to ensure either product improvement within Microsoft or operational improvement within the customer's IT environment. By maintaining a long-term relationship with their customers a TAM gains an understanding of their customers' IT organizations' impact on overall business, their IT goals, and their improvement points - which is used by the TAM to create a Service Delivery Plan ensuring their customers' operational IT roadmap leads to success with Microsoft products.

Qualified candidates should have an advanced degree or equivalent experience in leading a professional services delivery team or managing service delivery. Experience within the Federal Government and / or Systems Integrator space is a plus. Must have 8+ years of industry or related consulting experience. Candidates must understand technology and have the background to provide leadership in the technological services practice. Strong oral/written communication, organization and interpersonal skills, combined with effective business acumen and negotiation skills and a demonstrated effectiveness in a managerial role are required.

The role requires a leader who is resourceful, confident under pressure, and has demonstrated knowledge in services, operational support, customer relationship management and business development.

Key initiatives for this role include:

Customer health through service delivery, planning and execution; customer satisfaction; emphasis on prevention and consultative advice (ITIL and MOF); management of and ability to drive growth of support services to enterprise services customers.

Scope and decision making include:

• Manages service delivery of a team of peers, leads through influence.

• Ability to interact communicate, strategize and influence at C-levels

• Manages a diverse and complex scope of support issues. Solve complex support issues effectively.

• Manages/leads critical support escalations, often including multiple internal and external support teams and often with visibility to internal and external leadership teams.

• Assesses customers’ risks and needs and recommends appropriate service offerings to proactively address.

• Documents recommendations formally via service delivery plan and presents to customer and virtual account team unit.

• Manage the delivery of recommended/agreed-upon services to achieve high customer satisfaction and trust.

• Make good, timely and financially sound decisions with moderate uncertainty or pressure on a consistent basis. Decisions sometimes impact immediate group and other related groups.

• Determine most effective method of problem resolution by utilizing internal resources.

• Leads sharing of best practices with team community. Consistently establishes and maintains working relationships with internal support delivery teams, customer support teams, customer contracts and materiel representatives.

• Frequently establishes and maintains relationships with Field Sales and MCS to execute on a service account/delivery plan.

• Position relies internally upon CSS Support Professionals, Premier Field Engineers, and their management, MCS Services (Engagement Managers/Project Managers), and Services Account Managers (Services Executives), EPG Account Executives, and Premier/Services regional and worldwide HQs.

• Communicates with and influences Microsoft Services leadership/management at team level.

• Externally, position relies upon Customer Support Manager (CSMs) and named Support Contacts - usually comprised of IT managers and individual technical contributors. Must also be able to establish and maintain consistent and productive relationships with customer Senior Director and CIO-level leadership teams.

• The position may require up to 50% travel and could include overnight stays.

• Lead clients through ITSM driven improvements.

• Able to maintain a broader perspective, and identifies and evaluates opportunities to enhance the business through cross-group collaboration.

• Creates influence strategies that cross organizational boundaries to achieve broad business goals.

Key Success Factors:

• Effective communication, facilitation and influencing skills

• Ability to present ideas clearly and concisely

• Demonstrated excellence at presenting complex development topics to both executive and technical personnel

• Self-starter, energizing, results oriented, and able to multi-task

• Articulates technology, solutions and services in a compelling way to all audiences. Expertly tailors messaging to specific audiences.

• Implements metrics to drive continuous improvements; drives the overall return on investment (ROI).

• Ability to lead the adoption of Microsoft technologies to influence the industry-wide direction of specific technologies and services.

• Collaborative leadership skills - exhibits willingness to engage other business partners within the organization, is innovative, creative and a team player with a solution-based approach to capture opportunities and remove barriers

• Clear Thinker - Strong decision making skills: takes proactive steps to generate results, uses data and other inputs to make decisions, owns decision, and takes accountability for work using strong organizational and analytical skills

• Provide technical mentoring, assessment and development to consultants in related technical communities.

• Contribute to IP development and reuse initiatives and drive proven practices in architecture, planning, and customer relationships.

• Providing customer guidance during product and services sales cycle

• Playing a vital part in business strategy by providing internal practice management risk assessment and review

• Driving successful solution deployments by ensuring proper business value and customer/partner satisfaction

• Growing the business through mentoring, talent pipeline development, and community evangelism

• Driving operational excellence and innovation

• Proven ability to solve challenging problems and deliver timely and high quality design solutions when presented with conflicting requirements, business demands, and technical risks.

Qualifications:

• BA required or Master’s degree (MBA or equivalent is highly desirable)

• A minimum of 8 years of experience in an enterprise support environment with a strong understanding of corporate account support needs and knowledge of support industry.

• Fundamental knowledge in two or more of the following: IT project management, network and desktop operating systems, information worker applications, database systems, messaging, management and operations, security.

• Consistently practices strong organizational, communication, project management, negotiation, and problem solving skills.

• Contribute to team operational precision by active design of and participation in community initiatives.

• ITILv3 Foundation and MOFv4 Foundation certifications required. PMP certifications highly preferred.

This role requires US citizenship and a minimum DoD Top Secret Security clearance. Overnight travel is required although primary workplace will be onsite / remote in the DC area. Travel requirements may vary and could be as much as 50% to include domestic and international travel. Candidates must possess current passport or be able to obtain passport within 90 days of hire.

SS:PSS

Microsoft is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.

View the original article here

Sr. Technical Account Manager

The Microsoft Public Sector Services, Department of Defense team is looking for an exceptional business and technical leader to perform the role of a Senior Technical Account Manager (TAM), responsible for managing one or more of our key Federal Customer(s).

A TAM is a trusted business advisor to Microsoft's Premier Support customers providing strategic guidance around operations and optimization of their IT infrastructure through quality Service Delivery Management. Once a Premier customer has deployed a Microsoft product, should something unexpected occur, the TAM working with Customer Service and Support (CSS), manages the incident to resolution and then follows up to ensure either product improvement within Microsoft or operational improvement within the customer's IT environment. By maintaining a long-term relationship with their customers a TAM gains an understanding of their customers' IT organizations' impact on overall business, their IT goals, and their improvement points - which is used by the TAM to create a Service Delivery Plan ensuring their customers' operational IT roadmap leads to success with Microsoft products.

Qualified candidates should have an advanced degree or equivalent experience in leading a professional services delivery team or managing service delivery. Experience within the Federal Government and / or Systems Integrator space is a plus. Must have 8+ years of industry or related consulting experience. Candidates must understand technology and have the background to provide leadership in the technological services practice. Strong oral/written communication, organization and interpersonal skills, combined with effective business acumen and negotiation skills and a demonstrated effectiveness in a managerial role are required.

The role requires a leader who is resourceful, confident under pressure, and has demonstrated knowledge in services, operational support, customer relationship management and business development.

Key initiatives for this role include:

Customer health through service delivery, planning and execution; customer satisfaction; emphasis on prevention and consultative advice (ITIL and MOF); management of and ability to drive growth of support services to enterprise services customers.

Scope and decision making include:

• Manages service delivery of a team of peers, leads through influence.

• Ability to interact communicate, strategize and influence at C-levels

• Manages a diverse and complex scope of support issues. Solve complex support issues effectively.

• Manages/leads critical support escalations, often including multiple internal and external support teams and often with visibility to internal and external leadership teams.

• Assesses customers’ risks and needs and recommends appropriate service offerings to proactively address.

• Documents recommendations formally via service delivery plan and presents to customer and virtual account team unit.

• Manage the delivery of recommended/agreed-upon services to achieve high customer satisfaction and trust.

• Make good, timely and financially sound decisions with moderate uncertainty or pressure on a consistent basis. Decisions sometimes impact immediate group and other related groups.

• Determine most effective method of problem resolution by utilizing internal resources.

• Leads sharing of best practices with team community. Consistently establishes and maintains working relationships with internal support delivery teams, customer support teams, customer contracts and materiel representatives.

• Frequently establishes and maintains relationships with Field Sales and MCS to execute on a service account/delivery plan.

• Position relies internally upon CSS Support Professionals, Premier Field Engineers, and their management, MCS Services (Engagement Managers/Project Managers), and Services Account Managers (Services Executives), EPG Account Executives, and Premier/Services regional and worldwide HQs.

• Communicates with and influences Microsoft Services leadership/management at team level.

• Externally, position relies upon Customer Support Manager (CSMs) and named Support Contacts - usually comprised of IT managers and individual technical contributors. Must also be able to establish and maintain consistent and productive relationships with customer Senior Director and CIO-level leadership teams.

• The position may require up to 50% travel and could include overnight stays.

• Lead clients through ITSM driven improvements.

• Able to maintain a broader perspective, and identifies and evaluates opportunities to enhance the business through cross-group collaboration.

• Creates influence strategies that cross organizational boundaries to achieve broad business goals.

Key Success Factors:

• Effective communication, facilitation and influencing skills

• Ability to present ideas clearly and concisely

• Demonstrated excellence at presenting complex development topics to both executive and technical personnel

• Self-starter, energizing, results oriented, and able to multi-task

• Articulates technology, solutions and services in a compelling way to all audiences. Expertly tailors messaging to specific audiences.

• Implements metrics to drive continuous improvements; drives the overall return on investment (ROI).

• Ability to lead the adoption of Microsoft technologies to influence the industry-wide direction of specific technologies and services.

• Collaborative leadership skills - exhibits willingness to engage other business partners within the organization, is innovative, creative and a team player with a solution-based approach to capture opportunities and remove barriers

• Clear Thinker - Strong decision making skills: takes proactive steps to generate results, uses data and other inputs to make decisions, owns decision, and takes accountability for work using strong organizational and analytical skills

• Provide technical mentoring, assessment and development to consultants in related technical communities.

• Contribute to IP development and reuse initiatives and drive proven practices in architecture, planning, and customer relationships.

• Providing customer guidance during product and services sales cycle

• Playing a vital part in business strategy by providing internal practice management risk assessment and review

• Driving successful solution deployments by ensuring proper business value and customer/partner satisfaction

• Growing the business through mentoring, talent pipeline development, and community evangelism

• Driving operational excellence and innovation

• Proven ability to solve challenging problems and deliver timely and high quality design solutions when presented with conflicting requirements, business demands, and technical risks.

Qualifications:

• BA required or Master’s degree (MBA or equivalent is highly desirable)

• A minimum of 8 years of experience in an enterprise support environment with a strong understanding of corporate account support needs and knowledge of support industry.

• Fundamental knowledge in two or more of the following: IT project management, network and desktop operating systems, information worker applications, database systems, messaging, management and operations, security.

• Consistently practices strong organizational, communication, project management, negotiation, and problem solving skills.

• Contribute to team operational precision by active design of and participation in community initiatives.

• ITILv3 Foundation and MOFv4 Foundation certifications required. PMP certifications highly preferred.

This role requires US citizenship and a minimum DoD Top Secret Security clearance. Overnight travel is required although primary workplace will be onsite / remote in the DC area. Travel requirements may vary and could be as much as 50% to include domestic and international travel. Candidates must possess current passport or be able to obtain passport within 90 days of hire.

SS:PSS

Microsoft is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.

View the original article here

Technical Account Manager

TECHNICAL ACCOUNT MANAGER

Microsoft Services help customers realize their full potential through accelerated adoption and productive use of Microsoft technologies. We are a global team of exceptional people who deliver world class services with partners, earning customer confidence, trust, and loyalty by improving the overall Customer and Partner Experience, serving as the customer advocates within Microsoft and driving customer-centric product improvement. Providing customizable solutions complete with enhancement and add-on services, Microsoft Premier Support helps customers proactively address risks, minimize downtime, and streamline operations to improve efficiency and accelerate your business growth.

The Premier Technical Account Manager (TAM) acts as a trusted business advisor to Microsoft’s Premier Support customers, providing Premier Support Services aligned to the customer’s priorities in order to maximize the business value of their Microsoft investment. The TAM is the only front-line customer facing support role within the Services organization. The TAM is responsible for the overall growth, quality and satisfaction of the customer’s support services relationship.

A successful TAM consistently exhibits the following attributes:

CUSTOMER - Creates a trusted advisor relationship with key stakeholders within the customer organization, including the IT Directors, CTO, CIO and LOB leaders as well as technology professionals. The TAM demonstrates a deep understanding of the market forces affecting our customers and offers insight into new ways Microsoft can provide greater value. The TAM must be a change agent by articulating the case for change and helping the customer realize the improved business impact of appropriate use of Microsoft Support services.

BUSINESS -The TAM is responsible for sustainable growth through routinely partnering with Services Sales and other Services personnel to strategize on ways to create new opportunities within the accounts they service. The TAM is responsible for the profitability of our services through portfolio management including contract consumption, contribution margin, operational expense management, and revenue growth, all in a manner consistent with Microsoft’s legal, fiscal and personnel policies.

DELIVERY - The TAM must be proficient in understanding the entire support services portfolio and can articulate the value of these services to our customers. The TAM will partner with our customers to ascertain their IT priorities in order to set a long-term strategy for service delivery that aligns to their business objectives. The TAM must be literate and conversant on the Microsoft technology, method and procedures for its application. The TAM is responsible for excellent delivery of services across entire support lifecycle, including Service Delivery Planning, Service Delivery Management, Incident Management / Escalations and Proactive Remediation Services.

LEADERSHIP - This role requires strong communications skills and imaginative, bold thinking in all situations. The TAM must be able to lead teams comprised of Microsoft, Partner and customer resources engaged in the delivery of complex solutions that result in a One Microsoft approach. The TAM must display Executive presence and confidence to manage executive relationships internally and with the customer to create business transformation.

Qualifications:

•A minimum of 3 years of experience in an Enterprise support environment with a strong understanding of corporate account support needs and the support industry

•Fundamental knowledge in two or more of the following: network and desktop operating systems, information worker applications, database systems, messaging, management and operations, and/or network security. Products may include, but are not limited to: Windows Server, Active Directory, Windows Azure, SharePoint Server, SQL Server, Exchange Server, Hyper-V, and System Center.

•Consistently practices strong organizational, communication, project management, negotiation, and problem solving skills.

•Contributes to team operational precision by active design of and participation in community initiatives

•Bachelor’s degree preferred

•ITIL Foundation Certificate preferred

SS:ES

Microsoft is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.

View the original article here