The Account Executive Major (AE-Major) role adds value to Microsoft by delivering a well-managed, profitable and growing business produced through relationship- and sales-excellence practices where the customer views the AE-Major as a trusted advisor. The World Class AE-Major profile is a synthesis of the science and art of selling. The art refers to the AE-Major’s character (C), attitude (A), relationship (R) and emotional intelligence (E). The science refers to Sales Excellence in Relationship Management, Opportunity Management and Business Management enabled through tools, processes and scorecards. Together, they build strong trusted advisor relationships, yield high customer satisfaction and goal attainmenT

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