岗位职责和要求：
This Job is eligible for the following work arrangements :Flex Time
At Microsoft, we have a true passion for technology. We enjoy taking on big challenges, and we pride ourselves on seeing them through. That's why working for Microsoft's Sales, Marketing and Services Group (SMSG) means being part of a world renowned corporation, on a winning team, sharing a common goal with some of the most talented people in the world.

Based in: Guangzhou

Purpose of the role:
The Account Manager role adds value to Microsoft and to customers by delivering a well-managed business of customer accounts that meets or exceeds revenue targets. The success of this business is measured by revenue from Enterprise Agreement renewals and net new opportunities, predictable yearly business forecasts, and by overall customer satisfaction.

Roles and responsibilities:
- Be the predictable and consistent interface from Microsoft into telecom accounts by building and maintaining relationships at various CXO levels and within the lines of business.
- Develop relationships maps for each customer account that identify each contact's power, purpose, value to Microsoft, and relationship links/power flows within each account.
- Conduct quarterly reviews with key customer contacts to gain insight into customers' business initiatives and the barriers to the success of those initiatives.
- Align to EPG objectives - CPE (Customer Partner Engagement), CSI (Commercial Software Initiative), Relationship Excellence, Growth, Realizing Value through a One Microsoft positioning.
- Perform a licensing analysis of each account, by analyzing the current status of the customer's licensing, purchasing and deployment history, and understanding the types of licensing programs, and the business and economic differences between the customer's licensing option and other options.
- Lead v-teams around accounts and opportunities by continuously reinforcing the strategy for each account, mentoring v-team members and recognizing individual and team contributions.
- Develop strategic, effective and actionable account plans that include a strategy for each account and map customer priorities to each account strategy.
- Qualify opportunities by clearly articulating the opportunity return to Microsoft strategically, financially, or both.
- Perform formal handoff of opportunities to appropriate opportunity owners and conduct formal, regularly scheduled v-team meetings to review newly-identified and active opportunities.
- Negotiate the terms and conditions agreements to deliver wins for both your customers and for Microsoft.
- Ensure that opportunity deployments take place by reinforcing the business value of deploying solutions and ensuring barriers are removed as necessary.

Requirements:
- Essential Experience - excellent verbal and written communication skills with equally good listening and qualification skills. Good English read & written communication skills. 3 to 5 years of proven sales experience in Enterprise accounts and a track record of working with a wide range of business partners. Extensive experience working in large "virtual" account teams-field sales, inside sales, technical specialists, services, partners, and leading these teams towards a common vision/strategy for each account. Preference will be given to candidates who can demonstrate knowledge of the business drivers within a variety of vertical industry markets. Strong Telecom sales experience and telecom industry knowledge of the IT requirement, evolution and development.
- Technical /Functional Skills - an understanding of Microsoft technologies and our license programs would be a distinct advantage. An overall passion for sales within a technology environment and for the business value it drives.
- Personal Attributes - highly motivated team leader with a mature and positive attitude and a passion for working with customers and partners on driving the sales of Microsoft technologies and services to meet customers' business challenges and opportunities.
- Qualifications - Degree qualified (bachelor's degree typically required, Master's/MBA preferred), with 3 to 5 years of proven IT sales experience. Additional sales or marketing qualifications centered on driving business value through the use of technology in multiple industry vertical markets would be beneficial. 4+ years of account coverage experience with South region telecom accounts, excellent sales achievement in past working years in this industry.

Microsoft is an equal opportunity employer, we encourage Women and Men with diverse backgrounds to apply..

在过去的三十年里，新技术极大地改变了我们工作、休闲以及沟通的方式。现在我们瞬间就可以获取想要的信息并能和世界各地的人进行交流和沟通。在人类能力所及的各个领域，新技术势如破竹的发展为我们开启了一扇通向创新的大门，并为我们的生活提供了新的机会和价值，使其变得更加便利。 自1975年建立至今，微软公司一直是这场技术变革的领导者。为了抓住机遇，领导产业的进一步变革，我们肩负起了新的使命。.