Establish a trusted/strategic advisor relationship with each customer and drive continued value of our solutions.
Work with clients to establish critical goals, or other key performance indicators and aid the customer in achieving their goals.
Engage with customer executives and other influential stakeholders to identify, define, track and measure the overall impact of your aligned solutions to an organization.
Drive adoption and consumption for Microsoft services through various programs.
Build robust Microsoft related solutions based on competitive and market understanding.
Be a recognized expert and thought leader in the practical application of Microsoft solutions.
Develop and deliver “success plans” to key customers identifying stakeholders, milestones, metrics, and risks inherent in an implementation.
Ensures customer creates value through defining and achieving business outcomes.
Demonstrates advanced insights and understanding of customers business/industry.
Escalate critical customer issues and ensure escalation ownership with internal resources.
Act as Voice of the Customer and provide feedback to Services, Sales, Operations and Channel teams as appropriate.
Drive customer readiness for solutions and services as well as updates, ensuring they are aware of and prepared for potential impacts.
Partner with the Sales organization in select competitive sales cycles to drive revenue opportunities in existing accounts.
Ability to orchestrate and gain strong buy-in with multiple external (e.g. Channel Partner) and internal teams (Account Manager, Field Solution Architect, Specialists) and be highly connected to solution Subject Matter Experts (SMEs) throughout the customer’s lifecycle.
Measure and report the impact of the offerings currently in place, so that the customer and company have a common understanding of the value they are receiving toward achieving their expected outcomes.
Identify, define and drive renewals, phased upsell and cross sell opportunities from account base, including the facilitation of change orders, as necessary.
Offers support for partner programs or other funding/incentive programs, and customer engagement history.
Prioritizes time spent on opportunities based on potential return on investment.
Produces Bills of Materials, including product maintenance; contributes to Statements of Work, (including work estimates), RFPs, RFIs, and proposal content.
Independently maintains pre-sales pipeline data, develops creative and/or effective plans, and takes actions to move opportunities to closure.