Account Executive, Legal

Job Description

Overview

As an Account Executive in the UK Professional Services Team, you will have the opportunity to drive transformation with AI, Copilot and Security. The successful candidate will own a territory of Major accounts in the Legal & Recruitment industry. This is a unique opportunity to lead ground breaking wins and industry transformation in the era of AI while building a successful sales career at Micrtosoft.

Leveraging your multi-functional team across the breadth of the Microsoft solutions 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 give the opportunity to leverage your extensive customer network and sales experience to execute against your customer’s 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

Customer Engagement

• Focuses on generating new pipeline by engaging with CXOs, ITDM and BDMs through territory planning, marketing signals and digital assets.
• Central point maintaining customer relationships and advocates for customers within the organization/Microsoft.
• Surfaces customer organization structure to identify decision makers leveraging partners and v-teams.
• Engages with C-Suite executives. Focuses on customer satisfaction metrics. Takes ownership for issues and reaches out to customers to reinforce engagement.
• Ensures continuity of customer accounts and monitors customer satisfaction metrics by proactively establishing conditions of satisfaction at outset of engagement and managing escalation process.
• Exceeds Sales quota targets and wins market share for Microsoft
  
  

Account Management

• Thinks strategically about sales territory for accounts, setting standards and priorities, outlining where to and how to leverage specialized and technical resources and other roles, engaging internal and external decision makers on long-term business planning.
• Helps existing/new customers to cloud solutions via a cohesive plan across adds, consumption, , through upsell, co-sell motions, and renewal maximizing customer business outcomes and experience.
• Understands and accelerates customer’s AI and cloud strategy.
• Builds enough pipeline to have a growing and sustainable business every single quarter.

Partnering

• Builds partner relationships to drive scale and revenue. Coaches and influences partners to consider different solution needs.
• Coordinates resources across teams to execute territory plans with partners. Leads teams on territory management best practices and techniques. Validates plans, drives accountability, and coaches teams to achieve or exceed plans. Drives strategic partner participation. Holds partners accountable to contribute to territory plan.
  
  

Maintain Product, Solution and Industry Expertise

• Proactively builds and maintains a knowledge of Microsoft's products, landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities; demonstrates a understanding of the customers' business strategy and the direction of the industry.
• Orchestrates specialized resources to engage with customers to provide solutions-based and technology-based engagement to help customers address their challenges and opportunities.
• Leverages additional resources such as partners to engage with the customer to provide the right solution to the customer on their transformation journey.

Qualifications

Qualifications

• Sales and negotiation experience
• Demonstrated ability to lead and orchestrate cross-functional virtual teams to deliver business outcomes.
• Proven ability to serve as a trusted advisor to leadership, leveraging relationship-building and stakeholder engagement skills.
  
  

Preferred qualifications

• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build relationships.
• Excellent Communicator. Negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.
• High Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.
• Collaborative. Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
• Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
• Complex sales training, (extensive presentation skills, effective marketing tactics, negotiation, financial analysis.
• Knowledge and sales experience of cloud offerings and solutions is preferred
• Knowledge and sales experience of line of Business applications, business process consulting or automation, CRM, Employee Performance Management (systems and processes).

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.