Client Director- Global Banking

Overview Creates and leads strategies for a global bank account that yield high-volume sales and open new opportunities for both Microsoft and its partners that are aligned to goals, outcomes, and forecasts.

Proactively builds and expands strategic network of key internal and external partners and decision makers to ensure execution of core tasks and account transactions, and to provide a comprehensive account management experience. Develops a broad and deep understanding of customers' industries and priorities to identify opportunities to drive optimizations and new digitalizations based on customers' strategies.

Understands customer drivers of business and technology transformation and leverages deep knowledge of customer's business to engage internal teams to accelerate co-innovation and digital transformation and strategy.

Cultivates, leverages, and manages a strategic set of relationships and uses Microsoft business-value sales strategies throughout multiple levels of the customer's organization to establish strong alignment on long-term goals and secure buy-in and execution.

Leverages a strong knowledge of and experience with Microsoft's product landscape, solutions, and strategy to generate insights, provide thought leadership, and address customer's needs and translate needs into Microsoft solutions.

Leads and coordinates a diverse and high-performing team and key stakeholders on plan execution and drives accountability to deliver on account plans and grow the account. Leads efforts to share Microsoft and partner strategies across other segments of the customer's account and ensures customer success in the acquisition, implementation, and consumption of Microsoft's and partner's services.

Conducts ongoing executive mapping exercises to ensure alignment across key internal and external groups. Provides thought leadership and strategic co-innovation ideas, and challenges customers when appropriate to think differently and offer alternative industry-specific points of view.

Sets organizational tone for building and maintaining long-term strategic customer relationships and for driving larger impact for the customer. Leads the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Brings greater customer/partner ecosystem together with the customer to discuss how to enrich customer's value to their customers.

Proactively explores and uncovers technologies and confirms customer interest, and has an understanding of where Microsoft may not be able to compete, and how key customer competitors compete. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance.

Responsibilities

Account Management

Leads efforts with key internal and external partners including vertical industry partners with business and technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, customizable joint investment plans to grow sales and partner impact, leveraging deep relationships, broad influence, and in-depth industry expertise.

Leads efforts to share Microsoft and partner strategies across other segments of the customer's account and ensure customer success in the acquisition, implementation, and consumption of Microsoft's and partner's services and solutions. Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation).

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, challenges, and inspires team to focus on top priorities and challenges to drive business case.

Leverages deep industry expertise to anticipate industry direction, ecosystem, and transformation.

Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates a strong 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.

Leads the development and application of a mature/dynamic multi-year customer plan detailing critical insights and new business opportunities aligned to customer priorities. Leads and coordinates a diverse and high-performing team and key stakeholders (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to deliver on account plans and grow the account.

Anticipates future needs by incorporating the 3 Horizons Model into account planning and leverages resources equally across the 3 Horizons, as well as provides long-term strategic insight to customers as a trusted partner.

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 regular meetings for strategic accounts with relevant partners.

Influences transformation for partners to build innovative solutions and applies an ecosystem-wide perspective to better position partner growth at all levels.

Competitive Knowledge

Partners with internal industry experts to strengthen knowledge of the industry (e.g., emerging trends, forecasting long-term developments, influencers), competitors (e.g., Amazon Web Services [AWS], Salesforce) customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of Microsoft's offerings (e.g., product landscape, solutions, strategy to address customers needs) to provide thought leadership and mentor the account management team on ways to gain deeper industry knowledge that ultimately addresses customer needs.

Proactively explores and uncovers technologies and confirms customer interest, and has an understanding of where Microsoft may not be able to compete, and how key customer competitors compete within their respective space.

Customer Engagement

Proactively develops a strong, comprehensive understanding of customer's business needs, priorities, and strategies and industry insights, competition, market competitive trends, and the customer's customers. Guides internal colleagues on ways to develop deeper customer knowledge. Anticipates customers' needs to deliver new insights on customers' business strategies.

Articulates need to address customer's business needs (both internally and to the customer). Identifies and pursues opportunities to optimize offerings and delivers solutions into overall long-term business strategy. Regularly seeks out new information via annual reports, 10-Ks, reads LinkedIn articles, and engages in ongoing customer/partner conversations to learn more about customer issues.

Anticipates new potential market opportunities for the customer, leveraging deep industry expertise.

Proactively owns and elevates a transformative customer stakeholder engagement strategy to foster customer trust and brand growth and loyalty. Sets organizational tone for building and maintaining long-term strategic customer relationships and for driving larger impact for the customer. Proactively defines and executes governance model to ensure mapping across seniority levels.

People Management

Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

Model

Live our culture. Embody our values. Practice our leadership principles.

Coach

Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and