Job Description
Job Category: SalesLocation: Shanghai, CN
Division: Sales
Title: Senior Account Manager
Location: Shanghai
Reports to: ATU Sales Manager
What business results is this role accountable for?
The Corporate AM role is responsible for delivering a well-managed business of customer accounts that meets or exceeds revenue targets through demonstrated value to the customer, relationship and sales excellence practices and representing One Microsoft in the Enterprise.
How does the Corporate AM role drive toward these results?
The Corporate AM drives towards these results by demonstrating the following ten world class selling traits:
1. Internal Following-developing a virtual team of the best resources for your customer delivering value to, and establishing trust with, each member.
2. Lack of Self Deception-not allowing a positive mindset to impact viewing your position with a skeptical lens. Understanding and mitigating potential risks.
3. Executive Presence-strongly projecting confidence, as a peer, at the CXO level. Communicating value, with authority that resonates. Having tough conversations when necessary.
4. Conviction-speaking with confidence, authority and sincerity. Projecting conviction, but knowing what you don't know. Varying projection to emphasize elements that really count.
5. Fast Study, Strong Replay-being an active listener who pays deep attention to the essence of the customer's communication. Validating understanding through accurate and brief yet complete replay.
6. Helicoptering-building authentic relationships and interacting from the front line to the CXO - and building personal relationships with all key roles, including CXO Administrative Assistants.
7. Strong Personal, Long-Term Relationships-building strong personal relationships beyond domain expertise. Sharing personally, to others. Sharing customer aspirations. Committing to the relationship for long term.
8. Disarmingly Honest-always telling the truth and regularly being disarmingly candid. Knowing how much to share and how much is too much. Never compromising your integrity or relationships.
9. Political Navigation-having strong political radar. Having trusted relationships aid navigation. Making politically aware actions and decisions. Using insight to enhance position or neutralize competition.
10. Genuinely Cares-caring for all stakeholders' welfare and outcomes. Ensuring all of your actions, and all of your projections, are consistent and demonstrate genuine caring.
Qualifications:
1. 5-10 years working experience
2. Bachelor's degree or above
3. Embodies Microsoft core values of:
a. Integrity and honesty
b. Open and respectful
c. Big challenges
d. Passion
e. Accountable
f. Self-critical
4. Has strong time management and prioritization skills; is organized and methodical in his/her approach.
5. Has passionate attitude for sales, technology and customers as an enabler for a company's growth.
6. Is experienced in building relationships with CXOs and business decision-makers.
7. Has the "discipline" of working with people; is structured in his/her approach to leading teams through complex technology solution sales.
8. Is experienced and adept at getting people working towards a common goal; consistently demonstrates strong people management skills.
9. Is tough skinned; shows no fear in the face of challenges; is someone who doesn't take things personally.
10. Knows how to deliver on promises.
11. Is creative, innovative; is often seen as visionary in his/her approach.
Microsoft is an equal opportunity employer and supports workforce diversity.
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