Account Technology

Overview
In this Account Technology Strategist role, you will act as the trusted opinionated technology partner for some of our most top clients. You exercise informal leadership over a broader team togehther with an Account Executive to support the clients. In close collaboration with the CTO and technical decision makers (TDM's) at the client, you will act as a bridge between technology/IT and business.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities
Customer and Industry Insights

• Synthesizes and combines various business and industry insights from their team, global best practices, proof points from experience/case studies with countries and/or regions, and deep industry expertise (e.g., level 200) related to customers and their competitors to conduct forecasting and develop recommendations for managing accounts and subsidiary planning.

• Applies expertise and thought leadership to identify and inform the development of the right Industry Sales motions and industry partners within the customer's vertical industry. Articulates and understands specific industry-related market trends, as well as customer threats, opportunities, and barriers to growth as they relate to the customer's broader industry.

Trusted Advisor

• Provides Account thought leadership inclusive of information technology (IT), business strategy knowledge, and technology landscape, and shares best practices internally while providing coaching to account team.

• Creates security thought leadership with the customer's executives (e.g., technical decision maker [TDM]/business decision maker [BDM]) using the Microsoft Security and Zero Trust narratives and engages TDM and BDM stakeholders to position security as a business enabler and instill a security mindset in all aspects of the customer's technology landscape.

• Leverages a broad knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs. Proactively coordinates with internal and external network of industry experts to build strong knowledge of the industry and the competitive landscape.

• Acts as the voice of the customer, industry, and internal advocate by providing insights, feedback, and challenges from the customer to internal teams (e.g., product groups, engineers) across all levels of the organization.

Technology Strategy Formulation

• Leads analysis of overall customer needs, outcomes, and blockers. Determines key stakeholders for driving execution on the largest and/or most complex accounts. Partners with global executives to lead overall strategy development to identify and address gaps and drive end-to-end solutions.

• Leads and ensures execution of technology strategy and digital transformation by anticipating and/or leading the resolution of technical blockers that arise during strategy planning and implementation, and driving technology adoption.

• Creates mid- and long-term (e.g., 12 or more months) multi-horizon technology and business roadmaps for highly prominent and/or challenging accounts based on a deep understanding of business and technology priorities and industry landscape. Challenges and validates the strategy and plan with customer stakeholders and drives envisioning.

Technology Sales: Demand Generation and Orchestration

• Creates, develops, and drives opportunities based on industry best practices, presents opportunities to the customer, and creates demand. Develops a plan, within a broader strategy, to create and qualify a set number of opportunities for product sales, solutions sales, or consumption. Leverages partners and multiple channels to create demand. Leads efforts to reach out to key stakeholders to give customer-driven pitches and drives the appropriate customer reach together with the account executive to generate new demand.

• Leads Account Strategy Envisioning with the extended account team, customer, and partner to deliver the outcomes for the customer through joint envisioning, as a vehicle for Industry Sales Motions and Micorosoft Solution Plays. Creates new early stage opportunities, both billed and consumption, with technical decision maker (TDM) customer stakeholders, managing consumption pipeline with extended team to maintain velocity, and unblocking issues.

• Leads the customer journey into the era of AI and Industrial Metaverse by creating a targeted approach tailored to their current business requirements and positions Microsoft as a leader for the future, both for accelerating productivity as well as helping the customer create new capabilities to support their business.

Differentiated Value Proposition

• Acts as the customer's Technology Mentor in established relationships with a line-of-business leader or senior executive within a large-scale or high-impact customer organization senior leaders, including technical decision makers (TDMs) and/or Business Unit leaders at the C-level. Leads customer business transformations through digital technologies for assigned accounts to drive business outcomes and create business value for customers by understanding customer industry and position to provide guidance and to challenge customer thinking with innovative ideas that showcase the need for change and new strategic direction.

• Partners with a line-of-business leader or senior executive within a large-scale or high-impact customer organization to articulate how complex Microsoft technology/services will meet future business needs better than the competition and will enable the achievement of long-term growth and success.

Mapping and Account Planning

• Helps customer technical specialists build the message to sell Microsoft offerings to other parts of their business or end users. Creates stakeholder maps for accounts, determines, and orchestrates a coverage plan, and builds out an execution framework across multiple line of business' at the customer.

• Orchestrates internal teams and local partners to ensure sufficient technical resources for demand generation, when appropriate.

• Establishes best practices and standards around account planning for budgeting, quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Coordinates highly complex extended account teams and drives forecasting and tracking of the business.

Education and Thought Leadership

• Leads customer technology engagement by engaging and influencing technical resources of customer, partner, and Microsoft towards customer’s business transformation.

• Uses existing and new readiness resources and demonstrates expertise in creating enablement plans for large and high-stakes customers, and all-up Microsoft business. Drives customer skilling initiatives and execution.

Qualifications
Required Qualifications

• Full proficiency in English (both written and verbal)
• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND several years of profound, extensive experience in technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience
• OR equivalent experience.

Preferred Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND several years of experience in technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience
• OR equivalent experience.

• Several years of experience in digital transformation or using technology to drive customer business outcomes.

• Several years of experience in business consulting, consultative selling, or change management.

• Several years of experience leading technical, support, and/or partner teams.

Work site
Up to 50% work from home