• Microsoft Account Manager

    Posted Date 3 months ago(3/13/2019 3:57 PM)
    Requisition ID
    Position Type
    Regular Full-Time
    Job Locations
  • About Us

    PCM is a leading IT provider of technology solutions including hardware products, software, services and consulting in most industries including small, medium, enterprise and public sector organizations throughout the US, Canada, Europe and beyond. We were founded in 1987 and have grown to 4,100+ employees.


    Our comprehensive expertise and proven experience in emerging, advanced and legacy technologies stands out in a crowded market. We leverage our vast array of certified personnel, valuable partnerships, mature process and scale to achieve our clients IT objectives and position them for future success.


    Our business IT strategists, market specialists and technical engineers are trained to listen to, learn from and enable our customers’ success.


    PCM offers exceptional procurement and logistics for a broad range of IT products. We provide consulting and implementation services delivered through more than 1,400 service engineers. With PCM, you have a rich array of managed, professional and operational services to lower your organization’s operating costs, increase business agility, improve overall efficiency, and help you succeed in today’s global economy.


    The Microsoft Account Manager works hand-in-hand with PCM Account Managers, Market Leaders, Partners and key internal resources to grow and facilitate new and renewal Microsoft software & Cloud sales opportunities nationally.


    Focus for this role will be on achieving sales and profit goals through net new sales resulting from direct client interface, on-site visits, account planning, partner teaming and engagement, as well as solution development and implementation. The primary function of a MAM is to develop and drive software opportunities to closure and expand those opportunities. MAM’s will work internally to design and recommend sales and marketing programs and assist in short-term and long-term software sales strategies within their assigned territory.


    • Identify and develop new/incremental software sales opportunities within an assigned district.
    • Team with account managers to complete and execute account plans to penetrate non-software buying accounts, further penetrate existing buying accounts and develop net new account opportunities.
    • Develop and close sales opportunities brought forward by PCM Account Managers and/or Partners.
    • Conduct and deliver professional sales presentations on PCM's capabilities and value proposition specific to software products and services.
    • Engage with PCM’s Presales Software Team to initiate new software business.
    • Provide support in RFP responses with strategic software solution input.
    • Recommend competitive pricing to sales based on understanding on competitive landscape, product lifecycle, key cost drivers, etc.
    • Successfully complete internal and partner training offerings as assigned.
    • Establish and maintain strong vendor relationships with key partners in their district.
    • Attend local key partner events and training sessions.
    • Facilitate account planning with partners and account managers to penetrate mutual non-buying accounts, communication on opportunity and account.
    • Consistently develop and maintain product and programmatic knowledge around core partners.
    • Maintain awareness of PCM’s Services, SAM and key practice offerings.
    • Maintain awareness of market trends and competitive landscape.
    • Populate and manage sales opportunities in pipeline tracking tools and provide business development reporting.
    • The MAM is able to position and represent all elements of the PCM software value proposition to clients and partners



    • Industry Expertise: Be an expert in industry trends including competitive and market dynamics, product, licensing and technology trends.
    • Additional duties as assigned.
    • College degree or equivalent preferred
    • Must have deep MS Licensing experience, skilled with managing Microsoft contract vehicles (Enterprise Agreements, MPSA, Select +, Open Licensing, etc.) and pricing
    • Strong analytical skills are required; must be proficient with Microsoft Office; able to manipulate large, complex Excel spreadsheets.
    • 3+ years recent VAR or LAR industry sales/marketing experience
    • Hold Certifications including MCP, etc.
    • Proven record of success achieving/exceeding sales targets and goals
    • Ability to take initiative and manage time effectively
    • Ability to travel in district (50% expected)
    • Excellent communication, presentation and organization skills
    • Proficiency in MS Office tools - Outlook, Word, Excel, PowerPoint
    • High level of commitment to exceptional customer service and relationship build
    • Ability to execute, focused on results, strong teamwork skills, self-motivated and pro-active
    • Will be required to pass and maintain sales certifications
    • Successful experience developing strong customer and vendor relationships


    Why work for Us?

    We offer an environment for career-driven individuals seeking to make a solid contribution to our company objectives and their own career enhancement. If you want to work in a challenging, performance-based environment and be rewarded for your efforts, then PCM is the place to build your career.


    PCM offers a competitive base salary, bonus, 401K with a company match and medical/dental benefits as well as an Employee Purchase Plan, company sponsored discount programs and paid time off.


    PCM is more than an IT provider: we are a trusted technology partner for thousands of businesses across the country specializing in cloud, data center, mobility, networking, security, and software solutions.

    PCM: The right technology, delivered!


    We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status or any other characteristic protected by law.


    Disclaimer: PCM extends offers of employment only to qualified candidates who have applied for a position using our official application through our career site, iCims. Please be on alert for possible fraudulent offers of employment or "phishing" actions that may come from individuals or entities impersonating PCM. PCM will not solicit money or banking information from applicants. Once employment has been confirmed and as part of the onboarding process, new hires will receive instructions from PCM to set up their direct deposit information from our payroll department.

    PCM is one of the fastest-growing value added direct marketers of technology solutions for business, government and educational institutions as well as consumers. We’ve built an environment that is fast-paced, growing and continually changing with the needs of industry. Our rapid growth and expansion has created numerous career and advancement opportunities. Providing IT solutions nationally since 1987, PCM, Inc. is an industry recognized, publicly traded, value-added direct marketer of technology products, services and solutions to businesses, government, education, and individual consumers. Fully accredited and authorized by major manufacturers including HP, Apple, Cisco, Microsoft, Dell, and 1500 others, PCM offers product and...


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