Responsibilities

The Strategic Account Executive for ANZ will drive complex and high-value deals in selected customer accounts in the nonprofit segment.  The role partners with the Microsoft TSI ATS and STU colleagues to identify large/strategic deals in the territory and then in conjunction with Microsoft qualified partners, drives the opportunities to closure. They can also support other Account Executives and their accounts to drive strategic, complex deals to close.  

The top accountabilities include:

• Be able to work autonomously to deliver Country revenue and cloud growth targets, ensuring existing annuity agreements are renewed on time in the largest, most strategic nonprofits in Australia and New Zealand.
• Build strategic cross-company relationships to secure strategic wins, maximizing up-sell and cross-sell opportunities. The ability to collaborate with our targeted base of high impact partner resources to present Microsoft’s cloud value propositions and workloads including Modern Desktop, Business Applications, Infrastructure and Data that align to the nonprofit’s business objectives and IT initiatives.
• Develop and maintain executive relationships within the nonprofits and Microsoft partner organizations.
• Build and align sales plans with the National Empowerment and Microsoft Philanthropy plans for top markets to tightly align to local priorities and maximize leverage of existing file resources.
• Lead top account engagements and structuring deals that integrate commercial transactions along with grants and donations to best serve the nonprofits.
• Land the “MC4N” strategy, ensuring strong local sales and partner readiness to drive impact.
• Identify and recruit a targeted base of high impact partners (CSPs, SIs & ISVs) who can serve and deliver nonprofit revenue targets across critical cloud scenarios and workloads including Modern Desktop, Business Applications, Infrastructure and Data.

Qualifications

Required/Minimum Qualifications

• 7+ years  experience in Sales, Account Management or related areas.
  • OR Bachelor's Degree in AND 5+ years work experience in Sales, Account Management or related areas.
• Ability to deeply understand customer value drivers, offer a unique perspective to the customer that differentiates Microsoft, and is comfortable driving the decision-making process with the customer.
• Proven track record of delivering strong sales results and quarterly revenue accountability. 
• Ability to build strong, collaborative customer relationships, and strong capabilities to navigate a customer through sales negotiations and technical presentations in person and remotely.
• Experience developing and driving partner ecosystem performance.
• Strong capabilities to lead and motivate others in a v-team environment.
• Demonstrated strategic time management and multi-tasking skill.
• Comfortable with public speaking and the media.

Additional or Preferred Qualifications

• MBA/Masters’ Degree preferred.
• Preferably 10+ years work experience in Sales, Account Management or related areas.
• Experience selling to nonprofits or broader Public Sector customers is preferred.
• Passion for Nonprofit impact: Likes to win and is passionate about making a strong contribution to nonprofits and the social impact they drive.
• Leadership and management experience to support the future expansion of the Nonprofit segment in the field.