Client Director

2 months ago

New York, New York, United States Microsoft Corporation Full time

We are looking for a Client Director - Financial Services Industry as part of the Microsoft's Enterprise Account Team focusing on empowering customers on their digital journey. This team is responsible for envisioning new possibilities for our customers, delivering solutions that result in targeted business outcomes and driving revenue growth for Microsoft.

As a Client Director, you will drive digital technology transformation in partnership with your customers, to achieve both Microsoft and customer business outcomes. You will lead a team of sellers to execute Go to Market strategy for Financial Services Industry.

Leveraging your large, multi-functional team across the breadth of the Microsoft product portfolio, engage at the most senior levels of your customer 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 leverage your extensive customer network and sales experience to execute against an 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.

Responsibilities

Account Management

Initiates collaborative opportunities with key internal and external partners and business and technical decision makers in developing, sharing, and promoting mutually beneficial, customizable joint investment plans to grow sales and partner impact, leveraging relationships, and industry expertise. Oversees efforts to share Microsoft and partner strategies into other segments of the customer's account and ensure customer success in the acquisition, implementation, and consumption of Microsoft's and partner's services and solutions. Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation). Coaches team on expanding strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions and to provide a comprehensive account management experience. Leads regular meetings for strategic accounts with relevant partners. Enacts strategy for affecting transformation for partners to build solutions and applies an ecosystem-wide perspective to better position partner growth at all levels. Directs the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts. Leads, challenges, and inspires team to focus on top priorities and challenges to drive business case. Leverages industry expertise to anticipate industry direction and ecosystem. Manages team efforts to execute on collected feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates a developed understanding of the customer's business model to articulate growth opportunities, leveraging industry knowledge to shape ecosystem. Collaborates with relevant (internal and external) stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's messaging to the assigned account. Competitive Knowledge Leverages internal network of industry experts to strengthen knowledge of the industry (e.g., emerging trends, influencers), competitors (e.g., Amazon Web Services [AWS], Salesforce) customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of Microsoft's offerings (e.g., product landscape, solutions, strategy to address customers needs) to provide leadership, share knowledge internally, and mentor the account management team on ways to gain deeper industry knowledge that ultimately addresses customer needs. Explores and uncovers technologies and confirms customer interest, and has an understanding of where Microsoft may not be able to compete. Customer Engagement Ensures a comprehensive understanding of customer's business needs, priorities, and strategies and industry insights, competition, market competitive trends, and the customer's customers across their team. Guides internal colleagues on ways to develop deeper customer knowledge. Coaches team on anticipating customers' needs to deliver new insights on customers' business strategies. Articulates need to address customer's business needs (both internally and to the customer). Manages efforts to act on opportunities to optimize offerings and delivers solutions into overall long-term business strategy. Coaches team to synthesize information via annual reports, 10-Ks, reads LinkedIn articles, and leads ongoing customer/partner conversations to learn more about customer issues. Identifies new potential market opportunities for the customer, leveraging industry expertise. Proactively owns and elevates a transformative customer engagement strategy to foster customer trust and brand growth and loyalty. Sets team-wide tone for building and maintaining long-term strategic customer relationships and for driving larger impact for the customer. Defines and executes governance model to ensure mapping across seniority levels. Strategic Thinking Leads in strategic discussions by articulating ideas to transform customer business models to better serve their own customers, and increase profitability and market. Promotes and ensures the application of a more holistic digital approach between Microsoft and the customer. Prepares for discussions by thinking through what is important for the customer by establishing return on investment (ROI) models, key customer benefits, etc. Clarifies a joint road map around the 3 Horizons, to ensure time spent is allocated strategically across the short- and medium-term. Coaches team on leveraging Microsoft sales strategies to articulate Microsoft's and partners' point of view and cultivate connections with decision makers through multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.g., LinkedIn). Creates and leverages relationships in ecosystem to address complex political blockers and drive execution for the customer. Leads by example to leverage unique, strategic industry-focused business insights and opportunities to create long-term competitive advantage for the customer. Challenges customers when appropriate to think differently and offer alternative industry-specific points of view. Sales Excellence Leverages understanding of customer business and ability to translate customers' business priorities to Microsoft solutions, and engages Microsoft decision makers to drive customer's strategy, .

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