Strategic Account Technology IC5

Provides technology guidance to clients, and orchestrates the interaction
between clients and Microsoft resources to drive new opportunities, demand
generation, Microsoft's market share, digital transformation, and the mapping
of industry/business scenarios to Microsoft solutions. Acts as the Technology
Mentor for the customer or "go-to" person in established, long-term
relationships with technical and/or business decision-makers at the Chief X
Officer (CxO) level. Leads customer partnerships and drives conversations with
clients to present the strategic value of Microsoft solutions. Acts as a
trusted technology advisor both internally and externally to integrate
Microsoft technology in the customer's business. Gathers insights about client
business and leverages existing architecture approaches to achieve Microsoft's
agreed commitments to clients. Holds accountability for identifying the
pathway and resources necessary for building a strategy.

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 related to customers and their competitors to conduct forecasting and develop recommendations for managing accounts and subsidiary planning. Ensures that all levels of the organization provide alternate perspectives to enable customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights. Orchestrates global teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Brings in business and industry insights to address the broader business challenges for the customer and deliver solutions.
* Applies deep expertise and thought leadership to identify the right Industry Sales Kits 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. Applies industry knowledge to support customers in solving issues. Partners with customers and/or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business.

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 subsidiary resources. Leverages account thought leadership in partnership with account executives to set
strategy, own accountability for outcomes, and lead extended teams. Provides
technical guidance to internal teams to position technology while using
customer landscape knowledge. Creates connections and feedback loops with
Product and Engineering teams.
* 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. Uses their understanding of the customers' technology and security needs to establish Microsoft's security credentials and to build opportunities to improve the customer's security posture and orchestrates execution through security specialists.
* Maintains and 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 (e.g., Regional and Global Experts, industry-specific partners) to build strong knowledge of the industry and the competitive landscape. Leverages deep understanding of their customers to share knowledge with virtual team and promote customer business perspectives.
* Acts as the voice of the customer 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. Drives action to ensure that internal teams understand and respond to insights. Escalates pressing issues for customers to Microsoft internal stakeholders (e.g., Headquarters) to facilitate the appropriate solutions and capabilities for the customer.

Technology Strategy Formulation
* Leads analysis of overall customer situation for some of the largest and most complex accounts, and advises on gaps that would benefit from Microsoft solutions, using an understanding of the business strategies and outcomes that technology can support. Leads the adoption of technologies by plotting the strategic, long-term vision of the customer's/partner's business strategy and drives action to bring to fruition. Acts as a strategic link between Microsoft and the customer for identifying a pathway for strategic efforts and resources necessary for building a strategy.
* Contributes to the creation of trusted, long-term (e.g., three years plus) multi-horizon technological and business roadmaps for highly prominent, challenging, and/or strategic accounts based on a deep understanding of business and technology priorities and the customer's industry landscape. Validates the strategy and plan with customer stakeholders and drives envisioning and
articulates business and program changes in the roadmaps around new and
groundbreaking capabilities. Contributes to the translation of the customer's
business objectives in conjunction with Industry Sales Kits and Solution Plays
(including consumption-heavy workloads and cloud services) to develop an
effective Industry Technology Architecture to plan for and drive consumption
and adoption of Microsoft cloud and a higher share of customer potential and
propensity (CPP).

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 multiple channels (e.g., social media) to create demand. Leads technical teams for driving opportunities including Specialist Team Unit (STU), Customer Success Unit (CSU), and others, as necessary. 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 demands.
* Leads Account Strategy Envisioning (ASE, formerly IDTA) with the extended account team, customer, and partner to deliver the outcomes for the customer through joint envisioning, as a vehicle for Industry Sales Kits and Horizontal Solution Plays. Creates new Stage ‎1 opportunities, both billed and consumed, with Technical Decision Maker (TDM) customer stakeholders, managing consumption pipeline with extended team to maintain velocity, and unblocking issues. Orchestrates efforts to drive MCEM lifecycle and stage progression in collaboration with the Specialist Team Unit (STU), Customer Success Unit (CSU). Coaches peers (often as a mentor across a region or country) on how to create and maintain an opportunity initiation and how to map Microsoft priorities to opportunities. Defines the technology blueprint for opportunity initiation, and sets and shares standards and best practices for others to follow.
* 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. Leverages expertise of current technology landscape and understanding of AI and Industrial Metaverse capabilities to plot the foundational elements on the technology roadmap that need to be in place to realize value for the customer. Builds a mid-term strategy for AI and metaverse projects as well as an immediate opportunity pipeline and orchestrates execution through the appropriate
technical teams from the Specialist Team Unit (STU) and with appropriate
Partners.

Diffferentiated Value Proposition
* Acts as the customer's Technology Mentor in established relationships with senior leaders including technical decision makers (TDMs) and/or business decision makers (BDMs) at the Chief X Officer (CXO)-level. Develops extended relationships beyond core customers, advises on solutions, and aligns Microsoft capabilities with customer needs. 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, and proactively involves corporate and cross-industry resources to drive customer transformation. Ensures line-of-business wins are captured (e.g., customer write-ups) as reference for scale.
* 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. Leverages the full scope of Microsoft's digital technologies for offering varied solutions and services.

Mapping and Account Planning
* Helps customer technical specialists build the message to sell Microsoft offerings to other parts of their business. Contributes to the creation of stakeholder maps for accounts, determines and orchestrates a coverage plan, and builds out an execution framework across multiple Rooms of the House of the customer.
* Orchestrates internal teams and partner ecosystem (inclusive of global systems integrators, consultancy partners, and Microsoft Industry Solutions (IS) to ensure sufficient technical resources for demand generation, when appropriate. Contributes to global resource requirement availability, and understands how to allocate and create the appropriate resources for the project. Proactively bridges technology resources with the customer.
* Establishes best practices and standards around account planning and review for aligning with quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Share account planning output with the customer and constantly realign to the customer's expectations.
Coordinates highly complex extended account teams (e.g., spanning complex
technologies, geographies, functions) and drives forecasting and tracking of
the business. Owns the technical portion of the account plan and leads the
customer plan delivery for large, critical, and/or strategic accounts.
Captures all Account Planning input in MSX D365 Account Plan. Provides Account
thought leadership inclusive of information technology (IT), industry, and
business strategy knowledge, and shares best practices internally while
providing coaching to subsidiary resources. Leverages account thought
leadership in partnership with account executives to set and refine strategy,
own accountability for outcomes, and lead extended teams.

Education and Thought Leadership
* Leads customer technology engagement by motivating and inspiring technical resources of customer, partner, and Microsoft towards customer's business transformation. Delivers regular (e.g., quarterly, monthly) industry/technology engagements and/or briefings to customer Chief X Officers (CXOs), their technical team, and business decision makers (BDMs) to drive execution and focus on competitive advantage.
* 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 innovations to help customers meet capacity and capability goals, maximize reach and impact, and drive long-term engagement and thought leadership on the Microsoft platform, and influences large customers to see and adopt the strategic value. Drives customer skilling initiatives and execution along with the account executive (AE) and enterprise skilling initiative (ESI) teams.

Qualifications

Qualifications
* Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field
* ‎7+ years technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience
* ‎5+ years experience in digital transformation or using technology to drive customer business outcomes.
* ‎4+ years experience in business consulting, consultative selling, or change management.
* ‎5+ years experience leading technical, support, and/or partner teams.
* public sector/government Horizontal solution Knowledge is a plus.

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How You Do It

Knowledge, Skills, Abilities
* Analytical Skills * Applications and Infrastructure Foundation * Artificial Intelligence (AI) * Business Acumen * Business Analysis * Business Continuity and Disaster Recovery * Business Knowledge * Business Relationship Management * Cloud Platform * Cloud Security * Competitive Analysis * Conflict Resolution * Consultative Selling * Creativity * Customer Development Environment * Customer Industry Knowledge * Data Foundation * Decision Making * Design Thinking * Driving Insight-Led Conversations * English Language Proficiency * Enterprise Applications * Executive Relationships * Financial Analysis * Innovation & Capability Growth * IT Operating Models * Knowledge Management * Microsoft Acquisitions & Product Roadmaps * Microsoft Products * Negotiation * Open Source Development * Oral Communication * Presentations * Problem Solving * Project Management * Sales Strategy * Stakeholder Management * Storytelling * Strategic Technical Planning * Technical Communication * Technical Sales * Technology Industry Knowledge * Trusted Advisor * Written Communication
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