Careers at Axxend

Summary of Job Profile
Why does the AM role exist?

• An expanding footprint in accounts through year-over-year percentage increase in customer addressable revenue (AR).
• Account growth through increased signed Service Deals (Consulting, Support and Training) and EA renewal rates revenue while meeting annual revenue targets.
• Year-over-year growing Microsoft technology footprint in key wins.
• Year-over-year increase in customer satisfaction.
• Reciprocal Conditions of Satisfaction (COS) in place for each account that meet quality standards defined by Sales management and included as part of a comprehensive up-to-date account plan.
• Business value discussed in every discussion and every proposal with the customer.
• Creating and maintaining IT Profiles on customers through Strategic Technical Assessment Roadmap (STAR) Adoption.

What deliverables does the AM produce that add value to Axxend?
The AM role adds value by producing:

• Customers with realized value from the Microsoft platform through acquisition and deployment of the solutions they buy
• Strong and deepening customer relationships
• Strategic, effective and actionable account plans
• Well-developed opportunities leading to a healthy pipeline producing wins that meet or exceed quota
• High performing account teams through effective coaching and leadership

How Account Manager is unique?
The AM role is unique in the following ways:

• Capability to develop and provide value to CIO and LOB director relationships.
• Scale through extended teams.
• Sales cycles generally up to 6 months.
• Greater degree of industry versatility (more generalist knowledge required)
• Greater territory element to account management.
• Provides coaching to peer account managers.
• Account ratio 1:20 (on average).

What are the key initiatives and challenges facing the AM role over the next 6 months to 3 years?
The key initiatives and challenges facing the AM role are:

• A greater understanding of the competitive landscape in the customer base as customers are looking for ways to cut cost out of their business model.
• A more in-depth focus on industry or vertical solutions to meet customer needs, and the business value proposition that Axxend offers in helping customer’s meet their challenges and business opportunities.
• A deeper understanding of what’s going on in the marketplace and an in-depth knowledge of the customer’s industry and core business process across the customer base.
• Effective ways to sell with an understanding of current economic/market conditions through creative deal structuring, creative terms, value propositions, etc., that demonstrates to customers how Microsoft technologies can save them money and get the most value of their investment.
• Ensure Axxend retains and grows the number of customers in annuity-based agreements in current economic/market conditions.

Summary of Role in Microsoft’s Business Processes
What business results is this role accountable for? 
The 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.

Qualifications
Bachelor degree is required (Master/MBA is preferred)
5–8 years of related experience
Professional Training :Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS – Target Account Selling, etc.), sales methodologies (equivalent to MSSP),
Broad evangelism through events (presentation skills),
Effective marketing tactics, negotiation,
300 Level knowledge of Microsoft Licensing,
200 Level knowledge of basic Microsoft platform technologies
100 Level knowledge of mission-critical Enterprise products
100 Level knowledge of major competitors, including Local/Regional and industry-specific competitorsiring Profile
Has strong time management and prioritization skills; is organized and methodical in his/her approach.
Has passionate attitude for sales, technology and customers as an enabler for a company’s growth.
Is experienced in building relationships with CXOs and business decision-makers.
Has the “discipline” of working with people; is structured in his/her approach to leading teams through complex technology solution sales.