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Identify Opportunities

You are responsible for identifying and segmenting the key opportunities within the Education segment. These are the prospects who have the highest potential to explore using Microsoft technologies to drive intentional transformational change for the industry. As an AE you will use various criteria, such as revenue, growth, market share, innovation, and referrals, to select and rank the opportunities. You will also conduct regular analysis and research to understand the needs, preferences, and expectations of the opportunities to identify new sales campaigns that you will be curating with the respective internal teams and our partners for the customers.

Develop account plans and partner-led sales campaigns

You will be responsible to plan, develop and execute account plans for your top customers towards meeting and exceeding your assigned quota for the year. An account plan is a document that outlines the objectives, strategies, and actions to achieve customer satisfaction and retention, cross-selling and upselling, and value creation and delivery. You will work closely with other teams which may include other solution sales specialists or technical experts and partners, to create and implement the account plan. You will also monitor and measure the performance and progress of the account plan and make adjustments as needed.

Developing and executing key account plans is a critical process, it involves a blend of strategic planning, understanding customer needs, and delivering solutions that align with those needs. This involves a comprehensive analysis of the customer's industry, business model, challenges, and opportunities, as it enables you to understand the context of their operations. 

Build and maintain relationships

You will be responsible for building and maintaining relationships with your partners and your key customers. You will act as the main point of contact and the trusted advisor for the customers, and communicate regularly with them through various channels, such as phone calls, emails, meetings, and presentations. You will also coordinate and facilitate the interactions between your partners and the customers and ensure that they receive the best program, service and support. Interactions within the account need to be at all levels, across various stakeholders in all rooms of the house. Share relevant industry insights, trends, and best practices that can add value to their business. Keep them informed about new technologies and advancements in your field. Focus on building a long-term partnership rather than just making short-term sales. Show commitment to their long-term success and growth. Foster trust through transparency, honesty, and integrity in all interactions. Propose solutions that are tailored to the customer’s requirements. Demonstrate how your products can solve their specific problems or improve their operations.

Negotiate and close deals

You will be responsible for negotiating and closing deals with the partner and the customers. You will use your sales skills and knowledge to present and pitch the company's products or services, and to demonstrate how they can solve the customer's problems and add value to their business. You will use your negotiation skills and techniques to handle objections, overcome challenges, and reach mutually beneficial agreements. Your main aim is to close deals that generate revenue, growth, and profitability for both the company, the partner and the customer.

Resolve issues and complaints

You will also be responsible for resolving issues and complaints from the partners or the customers. You will use your problem-solving and customer engagement skills to handle any issues or complaints that arise during or after the sales process. You will also use your conflict resolution and communication skills to manage any expectations or escalations that the partners or customers may have, and to prevent or mitigate any damage to the relationship. 

Responsibilities

Customer and Partner Engagement

• Proactively develop a comprehensive understanding of education customer's business and technology needs and priorities for assigned accounts and the K-12 industry all up.

• Collaborate internally and with partners to identify, generate, and nurture new opportunities. Engage business or technical decision makers at the customer's business to translate opportunities into sales.

• Understands customer drivers of business transformation and leads new opportunities and orchestrates internal teams.

• Collaborate with partners to develop joint go to market plans, proposals and strategies that address gaps in customers capabilities by building pipeline, driving executiontowards closureandidentifying future opportunities.

• Resourceful in finding and leveragingvarious programs and incentives to maximize results

Account Management

• Develops and oversees the execution of accounts.

• Thinks strategically about customer planning for assigned accounts and the whole K-12 Industry, outlining where to and how to invest and leverage resources, networks and programs.

• Expands network of key internal and external partners for accounts

Sales Excellence

• Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction.

• Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise.

• Develops value-proposition presentations and specialized business plans for customers that drive business outcomes.

• Implements strategies to engage relevant stakeholders of assigned accounts.

Industry Knowledge

• Proactively builds and maintains a strong knowledge of Microsoft’s product landscape, solutions, and strategy in the education industry.

• Leverages industry knowledge/expertise to appropriately position Microsoft platform and partner solutions with customers.

• Drives the skills agenda for the Education team

Qualifications

Bachelor's Degree in Marketing, Business, Technology, or related field AND 5+ to 8 years of experience working in Public Sector, Higher Education or local private education entities, driving technology awareness, developing engagement campaigns towards executing technology transformation, or other relevant work experience (e.g., consulting, technology and partner or program management).

Exposure in understanding Microsoft or other cloud technology will be an added advantage.

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Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .