Microsoft D365- Strategic Account Manager.

Strategic Account Manager.

The Strategic Account Manager. assumes the leadership role within their assigned accounts. In this capacity, the Senior AE will identify and qualify opportunities within their accounts and develop and drive account strategy and executive relationships within each. The Senior AE will assume ownership for revenue generation within assigned accounts, as well as the quality and strength of the executive relationships within them.

RESPONSIBILITIES:

Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.

• Sales strategies - Develops account plans to ensure revenue target delivery and sustainable growth in net new customers generated from ITK’s lead generation activities and/or through business relationships with Inside Sales and the Solution Sales Professionals at Microsoft.
• Software Selection Firms – Develop relationships with multiple selection firms to gain trust to include ITK in Partner / Vendor selections processes.
• MS Partner Investment Engine – Initiate ITK’s involvement in this MS sales program where funding for presales, marketing and post sales activities is available.
• This position will be responsible for driving opportunities that are based on the value of Microsoft’s solution portfolio: Industry ERP Solutions (Dynamics 365), LOB solutions (CRM, F&O, Flow, Field Services, etc..) and technology solutions (Azure, Business Intelligence, Mobility, et. al) and will be an expert at communicating this value in a compelling business case to customers & prospects to achieve assigned quotas.

EXPECTATIONS:

Trusted advisor - Establishes strong relationships with prospects and/or clients based on knowledge of their requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

Demand Generation, Pipeline and Opportunity Management

• Pipeline partnerships – Leverage support organizations including Marketing, MS Inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Leverage Microsoft Partner Solutions – Be proficient in and bring all Microsoft offers to bear on sales pursuits including Industry ERP Solutions and technology solutions.
• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.

• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support appropriate Microsoft promotions and events in the territory – IAMCP, AXUG, Inspire, etc..

Sales Excellence

• Understand Microsoft’s competition and effectively position solutions against them.
• Orchestrate resources: deploy appropriate teams to execute winning sales.
• Stay abreast of industry trends within ITK’s areas of vertical expertise, driving initiatives (up sell and cross sell) within the customer base.
• Sell value.
• Maintain CRM system with accurate customer and pipeline information.

Leading ITK’s Virtual Account Team

• Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events.
• Demonstrates leadership skills in the orchestration of remote teams.

WORK EXPERIENCE:

• Experience in lead role of a team-selling environment.
• Proven track record in business application software sales.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• 10+ years of experience in sales of complex business software / IT solutions.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

• Demonstrated history of achieving a sales quota.
• Hunter mentality with experience working the full cycle of complex sales and presenting to multiple levels within clients.
• Strong oral and written communication skills.
• Possess the ability and self-motivation to work in a geographically dispersed model.

The base compensation range for this position is $100,000- $180,000 commensurate with experience. Argano also offers a performance-based bonus and strong benefits package including Medical, Dental, Vision, 401K, Paid Parental Leave and Flexible Time Off.

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