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PubSec Microsoft Account Executive

1 month ago

Anaheim, United States SHI GmbH Full time
Job Summary

This role is designed to ensure our customers receive the highest level of service and compelling value for their Microsoft environment on a daily basis.

The PubSec Microsoft Account Executive will be front and center empowering customers to maximize their IT investments and more importantly achieve their goals and key initiatives with accelerated adoption.

Key Responsibilities
  • Collaborate with Sales team to capture new customer LOGOs or to acquire existing customers' Microsoft footprint not currently under company ownership
  • Coordinate with multiple resources to ensure customer onboarding of Microsoft agreements to the company is seamless and effortless on the customers' part
  • Ensure customer retention by providing set deliverables as defined in the customer contract/agreement throughout the life of an agreement
  • Advise customers on a routine basis about Microsoft software programs or other related services
  • Identify services that ensure the customer will realize expected business outcomes
  • Fulfill Support contract and statement of work (SOW) obligations with quality planning and consistent delivery within the customers' environment
  • Capitalize on customers' contracts by collaborating with the SHI Account Executive for pivots off the install base to identify other Microsoft and non-Microsoft opportunities
  • Partner with customer, the Microsoft Account Team and SHI Account Team to prioritize and plan customer engagements that enhance Microsoft and Non-MS program utilization
  • Collaborate with internal support teams to manage on going services, one time engagements and other contractual requirements
  • Manage and optimize renewals, upsells opportunities, cross sells or encapsulating services like digital transformation, Cloud Migration, ITAM
  • Conduct meetings through MS Teams and/or WebEx to communicate with customers and internal teams and on occasion in person
  • Acquire accreditations and meet other training requirements throughout the lifetime of the role
  • Create, Track and Update all activities in SHI's CRM system
Qualifications
  • Minimum 3 years' experience working with/managing projects involving Software Licensing Agreements, Software Renewals and Maintenance Management preferably Microsoft specific
  • 4+ years of experience in consultative selling with proven customer success results
  • Documented history of new business development
  • Some level of technical understanding of Microsoft Teams, and/or Microsoft 365 and cloud options (Azure, AWS GCP)
  • Willingness and desire to engage with both Business Decision Makers and IT Decision Makers.
  • Proficient in CRM
  • Proficiency in MS office tools – Outlook, Word, Excel, PowerPoint, Teams
  • Experience working in a Team Selling environment
  • Experience working directly with the customer
  • Experience managing Microsoft Agreements as an LSP
Required Skills
  • Ability to build strong customer relationships that ensures account retention and customer loyalty
  • Strong verbal and written communication on skills
  • Capacity to be a subject matter expert in multiple families of solutions
  • Ability to recommend services that compliment and/or round out proposed solutions
  • Ability to oversee solution implementations, managed services and mitigate any challenges or escalations to ensure success
  • Excellent organizational and self-management skills
  • Results oriented and driven
  • Ability to articulate licensing information, renewal programs, true up process and top-level service/solution discussions
  • Ability to working effectively within all levels of an organization, both internally and externally
  • Capacity to be a Team player as an overlay
  • Exemplary time management, planning, and organization skills
  • Effective written, verbal, and presentation communication abilities
Certifications Required
  • Required within 6 months of Hire include but are not limited to:
  • Get Licensing Ready – multiple components
Unique Requirements
  • Position requires 25-50% travel to see customers
  • Extended hours are required to complete some special projects
  • 25% additional travel for company meetings
Additional Information

The estimated annual pay range for this position is $80,000 - $180,000 which includes a base salary and bonus.

The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual.

Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status.