Strategic Account Manager - Healthcare

at Microsoft Corporation in Chicago, Illinois, United States

Job Description

We are looking to hire a Strategic Account Manager – Healthcare to join Microsoft Healthcare Life Sciences

Our mission is to empower every person and every organization on the planet to achieve more. We aspire to build the experiences and tools that make it possible for every professional in any business or role to be much more productive. We’re fueling digital transformation to make a difference in people’s lives and in organizations across the globe.

Microsoft is a company where passionate innovators come to collaborate, envision what can be, and take their careers to places they simply couldn’t reach anywhere else. This is a world of more possibility, more innovation, more openness, and more sky’s-the-limit thinking-a cloud-enabled world.

We are insatiably curious and always learning. We lean into uncertainty, take risks, and learn quickly from our mistakes. We build on each other’s ideas and collaborate across boundaries to bring the best of Microsoft to our customers-because we are better together. It’s our ability to work together that makes our dreams believable and achievable. Together we make a difference.

We stand in awe of what humans dare to achieve and are motivated every day to bring digital transformation to our customers. We help them empower their employees, engage their customers, optimize their operations, and change the very nature of their products, services, and business models. We are customer-obsessed-we love learning about our customers and then developing solutions that meet their needs.

Responsibilities

The Strategic Account Manager – Healthcare will manage the development and application of a mature/dynamic customer plan based on proven methodologies to manage a sustainable, long-term business portfolio and collaborate across organizations and partners in discussions to impact the broader ecosystem (e.g., passing legislation). Leverages close relationships with leaders (e.g. leaders, C-level executives) of the assigned account and the broader ecosystem to shape long-term strategic direction and influence business metrics.

Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer’s overall experience. Owns the development of strategies that showcase the value added by Microsoft’s innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer’s expectations

Account Management

· Manages the development and application of a mature/dynamic multi-year customer account plan based on proven methodologies to manage a sustainable, long-term business portfolio. Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts.

· Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts. Leads and coordinates a diverse team (e.g., industry professionals) on plan execution (e.g., prioritization, delegation) and drives accountability to execute and deliver on account plans and grow the account, leveraging industry expertise.

· Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions, and to provide a comprehensive account management experience.

· Leads efforts with key internal and external partners and business including vertical industry partners with technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging deep relationships, influence, and industry expertise. Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation).

· Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates understanding of the customer’s business model to articulate growth opportunities, leveraging

industry expertise to shape ecosystem. Influences relevant (internal and external) stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft’s messaging to the assigned account.

Strategic Thinking

· Articulates Microsoft’s and partners’ point of view and creates deep connections with decision makers throughout multiple levels of the customers’ organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.g., LinkedIn). Leverages relationships to address complex political blockers and drive execution for the customer.

· Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of customer business model, using Microsoft capabilities to solve customer’s complex business problems. Drives strategic initiatives to promote a more holistic digital approach between Microsoft and the customer.

· Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, advantage for the customer.

Customer Engagement

· Proactively elevates stakeholder relationships and uses Microsoft sales strategies through multiple levels of the customer’s organization to secure buy-in and execution. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.

· Proactively develops comprehensive understanding of customer’s business needs, priorities, strategies, and industry insights. Anticipates customer’s needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly. Shows long-term differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge. Delivers solutions into overall long-term business strategy.

Sales Excellence

· Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer’s overall experience. Builds trust and loyalty with the customer by providing up-to-date insights to the customer when necessary, and introducing innovative

ideas relevant to the customer’s business strategy. Enables customers to provide feedback directly to executives to help transform account space by establishing open communication channels for feedback, providing executive sponsorship, and providing direction to others to ensure customer feedback is addressed through One Microsoft approach.

· Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. Owns the development of strategies that showcase the value added by Microsoft’s innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer’s expectations. Brings greater ecosystem together with the customer to discuss how to enrich customer’s value to their customers.

· Leverages understanding of customer business and engages Microsoft decision makers to drive customer’s strategy, goals, and optimization. Engages and influences decision makers of the account (e.g. leaders, executives)