[ Apply ] SMB Account Executive(257104 -External) @ Microsoft (Toronto)

From Qpou.com

Type

Full-time

Experience

Associate

Industry

Computer Software

Posted

2009-05-28 20:04:04

Public Link

[ Copy ]

Job Description

* **Job Category: ** Sales

* **Location: ** Canada, Toronto

* **Job ID: ** 257104

>Role Description: <br>The Account Executive is responsible for managing the
SMB online ad sales business in Canada. The prime responsibility includes
coordination with the SMB services team, local services and managing inside
sales account executives. This person will be responsible for leading and
coaching inside sales teams, managing the SMB territory, developing that
territory and building out a strategy to grow revenues. The Account Executive
will be responsible for managing the sales pipeline via Microsoft Advertising
tools (SMART SFA) and will ultimately be responsible for the all up SMB
revenue number for Canada.

><br>Requirements:

>This role requires strong knowledge of online advertising including DR,
Search and display advertising. This role also requires strong cross teaming
skills to identify and develop opportunities. Some of the inside sales team
members will not directly report into the Account Executive SMB and the impact
and influence and cross teaming skills become even more critical. Tight
partnership with the SMB services team is also a must in this role. The SMB
model demands efficiency and the candidate will need to tightly manage the
inside account executives for efficiency and key learnings. The candidate will
be responsible for developing the strategy for the SMB territory and therefore
strategic planning skills are required. Recruiting and retaining talent will
also be a requirement of the role. Below is a description of the contract
direct reports that the Account Executive - SMB will manage. <br>Inside
Account Executive Role Description.

>The Inside Account Executive (IAE) sells online advertising to the small and
medium direct advertisers, tier 3 agencies, SEM agencies. The IAE is
responsible for identifying, prioritizing, and developing incremental business
within these accounts through up-sell and cross-sell strategies. Contributing
to the smooth and effective running of the Inside Sales Organization the IAE
handles incoming queries, resolves issues, and manages the swift resolution of
problems. The IAE provides high levels of customer service and strives to
improve customer satisfaction by making it easy to do business with Microsoft
Advertising. <br>The IAE also makes proactive outbound calls to develop new
business opportunities and new accounts for Microsoft Advertising. Leveraging
advertising.microsoft.com and other lead sources, the Inside Sales Teams
engage with with pre-qualified clients who have demonstrated an interest in
Microsoft Advertising. In addition, the IAE builds prospecting campaigns that
may encompass cold-calling, reference selling and other business development
activities.

>Much of the IAEs selling activities takes place by telephone, but in some
cases the IAE will visit local customers when an opportunity requires face-to-
face customer engagement. <br>

>Qualifications: <br>A minimum of 5 years of successful direct sales and/or
business development experience with a minimum of 2 years proven successful
experience in advertising (online and offline) sales to small to medium
businesses. The candidate must have extremely strong skills in coaching in the
following areas: initiating contacts in accounts and agencies, identifying and
closing opportunities. The candidate must be passionate about the benefits of
technology and the internet and leverage “solution selling” skills in securing
advertising or marketing programs with their customers. Action orientation and
drive for results are required and a proven ability to make sound and timely
decisions in an ambiguous, fast-paced environment where internet advertising
is often sold before product offerings are fully developed and features change
rapidly. Proven negotiation skills are a must as is exceptional customer
focus. Clear and confident communications skills are required. Must have
strong selling skills to successfully lead the inside sales team and respond
to an ever changing market. Ability to represent Microsoft with integrity and
trustworthiness is a must.

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