Context
At Comparex, I managed manufacturing accounts buying enterprise software licensing, infrastructure, consulting and professional services. A large industrial customer required a Microsoft Enterprise Agreement.
Objective
Structure and win a multi-year licensing agreement for the customer.
My responsibility
As the key account manager, I owned the customer’s commercial relationship and the sales work to structure and win the agreement.
Decisions & actions
- Worked on the enterprise licensing proposition and commercial structure.
- Led the account’s commercial discussions and negotiations through to agreement.
- Coordinated the customer and vendor relationships involved in the transaction.
Outcome
Won a $90M Microsoft Enterprise Agreement in 2013. This is the value of a multi-year agreement, not annual recurring revenue or annual personal sales. The customer is anonymized.
Where this experience applies
Large-account development, enterprise licensing judgment and sustained ownership of a complex commercial transaction.