Key Account Manager - Microsoft Partnership
Our promise:
- We support your career growth through continuous learning, coaching, and mentorship programs;
- We promise you a feedback-driven culture that inspires healthy communication;
- A friendly, professional, and supportive team is waiting for his new teammate;
- A bunch of people with common hobbies and interests (sailing, football, running marathons, tennis, music, etc) is ready to welcome you;
- A community driven by courage and creativity (we have our beer and our band that sings about us);
- We designed benefits that give you the power to create balance in life, on and off work.
As a Key Account Manager for Microsoft Partnership, you will:
Develop business potential in existing accounts:
- Develop a plan based on the account management pillars: maintain the relationship, understand the challenges, and take the action needed to generate new opportunities;
- Take action based on the account type, for example, grow the business by doing upsell and cross-sell for medium, bi, g, and very large accounts;
- Collaborate with the internal teams to address client needs;
- Achieve business continuity through service renewals;
- Conduct business reviews, steering committees, retrospective meetings, and feedback sessions.
Discover new business opportunities:
- Research potential clients' industry and understand corresponding business models;
- Understand potential clients’ organizational culture and identify relevant decision-makers;
- Be aware of the potential client's main business challenges and assess its current situation in the market;
- Proactively reach out to potential clients and leverage your network;
- Manage both internal and external stakeholders, providing relevant and timely information;
- Achieve assigned objectives and expectations, adapt to complex situations, and take the necessary steps to identify needs and minimize risks;
- Qualify the leads found through your personal network, lead generation campaigns, or other methods. Use MEDDICC to decide if a lead is a potential new client.
- Segregate the leads and group them by relevant categories (such as industry, size, urgency) to personalize your sales approach;
- Convert leads through to the final stage (disqualified or qualified) and turn qualified leads into opportunities.
Take responsibility for client management:
- Strengthen and expand relationships with Zitec’s active Microsoft services clients;
- Identify client needs and propose tailored solutions leveraging Managed Services, Data & AI, and Microsoft Azure technologies;
- Meet revenue objectives while maintaining a strong focus on client satisfaction;
- Monitor account performance and negotiate contract extensions and renewals.
- Take responsibility for deal management;
- Develop commercial proposals for prospective clients, leveraging input from the estimation team;
- Present technical solutions clearly and persuasively, supported by the technical team or Business Line Directors;
- Address client objections effectively and provide tailored solutions, with input from the estimation team where needed;
- Negotiate mutually beneficial contract terms and conditions, in collaboration with the legal team;
- Ensure every stage of the signing process is accurately tracked in the CRM system for both financial and legal compliance.
Further develop the Zitec - Microsoft partnership:
- Proactive identification of co-development or co-selling opportunities;
- Design and implement an opportunity generation plan together with the Microsoft team, aligned to their strategy;
- Participate in special programs, as well as local and international initiatives;
- Attend relevant industry events together with the Microsoft team, both locally and internationally;
- Update the opportunities and manage the campaigns in the Microsoft-offered portal;
- Partner funds: process and request all the documents needed for receiving funds (client acceptance, proof of execution, payment request, etc.)
- Be aware, track, and access accelerator programs that can facilitate the partner’s business and generate new sales opportunities
- Collaborate with the internal teams (sales, pre-sales, delivery, marketing, legal, finance) to deliver optimal value to the clients;
- Organize regular meetings with sales representatives for updates and strategic plans;
- Report the progress on opportunities in company tools such as Zoho CRM and Mirro, and communicate the impact to the business line directors;
- Ensure project invoicing when acquiring a new client by providing the necessary information to the finance team;
- Inform clients about the new Microsoft technologies and solutions;
- Support clients’ transition to the cloud through technical and strategic guidance with support from the technical team;
- Analyze the market and competitors within the Microsoft ecosystem to identify new opportunities and mitigate partnership-related risks;
- Measure the success of initiatives through clear KPIs such as MRR (Monthly Recurring Revenue) and NPS (Net Promoter Score).
What about you:
- Business Development, networking, and key account management skills;
- Previous experience with managing Microsoft Services clients;
- Highly developed interpersonal, communication, and influencing skills: networking, representational, and negotiation skills;
- Good understanding of the customer behaviors and objections, proficient at guiding them through the process and offering recommendations;
- Sound technical understanding of the main Azure solutions;
- Thorough understanding of the IT Romanian Market;
- At least 5 years of experience in a company similar to Zitec;
- Experience with CRM Tools;
- Advanced level of written and verbal English communication skills.
If you feel this role is for you, let us get to know you better! There are 4 steps left:
- A get-to-know-you HR Discussion with your recruiter;
- A discussion with our Sales Director and our Customer Success Team Lead;
- A practical assessment;
- A final tale with our Chief Growth Officer.
Our recruitment process is designed to foster diversity, equity, and inclusion. We are committed to creating a workplace where everyone feels valued, respected, and empowered to thrive.
Zitec
