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• Date Posted: Sep 17 08:36, 09

Global Account Manager (Oil and Gas sector)

Job Category: Sales
Location: United Kingdom, Reading
Job ID: 702883 7162
Division: Sales Closing Date 21st September 2009
Role Purpose
The Global Account Manager (GAM) role adds value to Microsoft by producing a profitable partnership between the customer ( a UK Oil and Gas company) and Microsoft. The success of this role is measured by success of Microsoft’s full portfolio on sell-to; account revenue health and growth, enhanced customer products and/or services; global account team performance.

In order to meet these objectives, you will need to:
Develop customer and Microsoft executive relationships that drive a deep partnership.
Collaborate with the customer that results in enhanced customer products and/or services.
Create a balance of short-term and long-term solutions that are adopted and deployed.
Create and execute a multi-year business plan that leverages the full MS portfolio of products and technologies across business divisions.
Manage a profitable and effective global account.
Develop a high performing global account team.

Team/Department Mission

The EPG (Enterprise and Partner Group) mission is to ensure Enterprise customers realize the most business value from their IT investments through their and their partners’, relationships with Microsoft.
The GAM’s role within EPG is to be the lead point of engagement for a global customer account through the development of strong relationships that reinforce the value that Microsoft technology brings to the account’s business issues and opportunities, allowing it to differentiate itself globally.

Key Accountabilities

Define and execute a relationship strategy with CxOs and identified supporters, neutrals and non-supporters across the customer account.
Align the customer to an integrated, enterprise view of Microsoft’s industry, product, sales and marketing strategies.
Cultivate an effective two-way executive sharing strategy through the executive sponsorship program.
Create two-way processes with the customer that drive operational effectiveness with each other.
Jointly identify enterprise priorities during marketing initiative discussions with the Global CxO and his/her team.
Review the customer’s strategic priorities and jointly develop a product/service vision and execution plan.
Develop a project scorecard with the customer to define and measure success.
Ensure all appropriate Microsoft business divisions and partners collaborate or provide resources at every stage of a product or service.
Develop an enterprise sales and marketing strategy with the customer.
Qualify and prioritize global enterprise solutions opportunities.
Develop opportunity plan for critical, enterprise level opportunities and ensure opportunity plans for all other opportunities are developed.
Ensure global and downstream revenue targets close each quarter.
Lead win/loss reviews with the global account team.
Create and/or orchestrate an account profile.
Jointly develop an all-up account vision/strategy with the customer.
Develop processes for managing/tracking account profitability, investment ROI, budget and cost-of-sale.
Manage the quarterly and annual all-up global pipeline.
Manage and track account operations that support business plan priorities and customer investments.
Continuously reinforce the vision for the account with the global account team, re-calibrating to keep the vision in focus amidst shifting downstream priorities.
Build a team culture around the customer and its opportunities.
Determine and define yearly commitments for direct reporting team members.


Key Success Criteria

Revenue:
Annual and long-term sales commitments are met or exceeded.
Customer satisfaction: Annual and year-over-year as measured by positive/high satisfaction scores, Conditions of Satisfaction (COS) ratings from the customer, and/or positive feedback from formalized customer reports such as QRS.
Customer experience / Microsoft orchestration: The GAM defines and owns the full Microsoft portfolio for the customer relationship and demonstrates the value to the customer’s business by identifying strategic opportunities.
Customer impact: The GAM’s impact on customer go-to-market products and/or services meets joint scorecard targets and is valued by the customer.
Growth: Projected growth targets are met or exceeded (as defined by FY commitments) through signed Enterprise Agreement renewals and net new opportunity revenue.
Team: Agreed upon annual global account team performance meets or exceeds the GAMs expectations.


Knowledge, Skills and Experience

1) Essential Experience

Proven sales or consulting experience in Global Enterprise accounts and a track record of sales in the Oil & Gas industry, strategy and organizational leader at a General Manager or VP level for a company or global line of business capacity is essential.

Experience running a P&L with extensive background in leading global initiatives or projects to success.
Experienced in large complex deal negotiations with a successful track record. Ability to navigate across Microsoft and the customer in a trusted advisor/consultative approach; establishing creditability quickly with senior level executives across the organizations. Candidate must be a self-starter that works well across internal business groups that results in an integrated and seamless customer experience. Extensive experience working within Financial Services and in global “virtual” account teams- sales, services, product groups, partners, and leading these teams towards a common vision/strategy and solution for the global account.
2) Technical/Functional Skills
An understanding of how client business problems are solved through Microsoft technologies. Knowledge of our license programs would be a distinct advantage. An overall passion for sales and leading teams to solve global business challenges for clients with Microsoft’s technologies and solutions.
3) Personal Attributes/Interpersonal Skills
Highly motivated organizational and team leader with a senior executive presence, a mastery of strategy and attention to detail, a tough business manager that balances customer and Microsoft advocacy, can-do entrepreneurial attitude and a passion for working with clients to drive the sales of Microsoft technologies and services that meet a client’s global business challenges.
4) Qualifications
Degree qualified (bachelor’s degree typically required, Master’s/MBA preferred) or equivalent experience, with proven Oil & Gas experience as an employee, consultant or partner, and technology/business applications sales experience in a global environment. Additional sales or marketing qualifications centred on driving business value through the use of technology in a specific industry vertical market would be preferred.

Special Requirements/Additional Information
Extensive travel will be required for this role.
Microsoft is an equal opportunity employer and supports workforce diversity
Microsoft’s privacy statement can be viewed on the following web page: http://privacy.microsoft.com/en-gb/default.mspx>

Package Details: Base Salary circa £75000-£85000 per annum + bonus, car allowance and excellent benefits.

Additional Information

Citizen Status: Not Applicable
Minimum Education: Unspecified

Contact Information

Email: v-rusalt@microsoft.com

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