Leads strategic technology engagement with enterprise and government customers, translating business goals into Microsoft technology roadmaps. Advises senior technical and business stakeholders, orchestrates global Microsoft and partner teams, develops demand and sales opportunities, supports account planning, and promotes cloud, security, AI, and digital transformation solutions. Acts as a trusted customer advisor and internal advocate while driving consumption, adoption, forecasting, and technology strategy.
Overview
Responsibilities
Qualifications
Orchestrates global teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Partners with customer and/or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business. Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts. Acts as the voice of the customer and internal advocate. Provides analysis of overall customer needs and advises internal teams on gaps that would benefit from Microsoft solutions. Contributes to the creation of trusted, long-term technical and business roadmaps for a strategic account. Identifies customer issues, creates demand, and identifies opportunities to uncover new solutions. Drives conversations with enterprise customers that present the strategic relationship between Microsoft technologies, products, and services compared with the competitor's solution. Orchestrates internal teams and partner ecosystem 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. Drives account planning and review for aligning with the quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives.
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 expertise in customer businesses. technology platforms, and maturity to build digital technology strategy with the customer that is aligned to business outcomes. Challenges customers’ assumptions with constructive dialogue about their business and technology. Partners with customer and/or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business.
Differentiated Value Proposition
Drives conversations with enterprise customers that present the strategic relationship between Microsoft technologies, products, and services compared with the competitor's solution and the customer's overall business goals and objectives.
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. Supports development of relationships beyond core customers and advises on solutions and their alignment with customer needs. Leads new opportunities and orchestrates internal teams to accelerate the customer business transformations through digital technologies by understanding the customer industry and position, engaging with customers to lead strategic technology direction/transformation within assigned accounts, and ensuring line-of-business wins are captured (e.g., testimonials) for referencing.
Education and Thought Leadership
Uses existing and new readiness resources to support enablement plans for customer technology adoption at the national and regional level. Contributes to innovations to accelerate meeting goals for customer capacity, maximize reach and impact, and drive long-term engagement and thought leadership on the Microsoft platform. Supports customer skilling initiatives and execution along with the account executive (AE) and enterprise skilling initiative (ESI) teams.
Influences customer technology engagement by motivating and inspiring technical resources of customer, partner, and Microsoft towards customer’s business transformation. Contributes to the delivery of regular e.g., quarterly, monthly) industry/technology engagements and/or briefings to customer Chief X Officers (CXOs) and their technical team to drive execution and focus on competitive advantage. ?
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, and determines and orchestrates a coverage plan.
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.
Drives account planning and review for aligning with the quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Coordinates extended account teams and drives forecasting and tracking of the business. Owns the technical portion of the account plan and leads the customer plan delivery. Captures all Account Planning input in MSX D365 Account Plan. Leverages account information technology (IT), industry, and business strategy to provide coaching to Microsoft teams on customer technology profiles and strategies.
Technology Sales: Demand Generation and Orchestration
Identifies customer issues, creates demand, and creates opportunities to uncover new solutions. Creates and qualifies a set number of opportunities for product sales, solution sales, or consumption. Contributes to efforts with technical teams for driving opportunities including Specialist Team Unit (STU), Customer Success Unit (CSU), and others, as necessary. Contributes to 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.
Introduces the customer to benefits of AI and Industrial Metaverse to create interest and excitement about Microsoft's capabilities and shows them how Microsoft technologies can help accelerate their productivity as well as differentiate themselves in the market. Creates follow-up opportunities and orchestrates appropriate technical teams from the Specialist Team Unit (STU) to pursue and close.
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).
Technology Strategy Formulation
Contributes to the creation of trusted, long-term multi-horizon technological and business roadmaps for a strategic account. Translates an understanding of the customer's business objectives in conjunction with Industry Sales Kits and Solution Plays (including heavy workloads and cloud services) to contribute to the development of an industry technology architecture to plan for and drive consumption and adoption of Microsoft cloud and a higher share of customer potential and propensity (CPP). Validates the strategy and plan with customer stakeholders. Leads customer technology engagement by motivating and inspiring technical resources of customer, partner, and Microsoft towards customer’s desired transformation. Contributes to the delivery of regular (e.g., quarterly, monthly) industry/technology briefings to customer Chief X Officers (CXOs) and their technical team to drive execution and focus on competitive advantage. ?
Provides analysis of overall customer situation and advises internal teams on gaps that would benefit from Microsoft solutions, using a growing understanding of the business strategies and outcomes that technology can support, while relying on the expertise of others. Gains expertise as a strategic link between Microsoft and the customer for identifying a pathway in strategic efforts and identifying resources necessary for building a strategy.
Trusted Advisor
Advises customer technical decision maker (TDM) and business decision maker (BDM) stakeholders on the benefits of embedding security throughout their technology landscape through the Microsoft Security and Zero Trust narratives. Establishes a sense of creating business value through implementing security and positions Microsoft's security credentials. Creates follow-up opportunities and orchestrates appropriate technical teams from the Specialist Team Unit (STU) to pursue and close.
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). Escalates pressing issues for customers to Microsoft internal stakeholders (e.g., Headquarters) to provide the appropriate solutions for the customer.
Leverages account information technology (IT), industry, and business strategy to provide coaching to internal Microsoft teams on customer technology profiles and strategies. Provides technical guidance to internal teams to position technology while using customer landscape knowledge.
Proactively builds and maintains a broad knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of business priorities and potential threats the customers face. Coordinates with internal industry experts (e.g., Regional Experts) to gather industry data of assigned accounts and improves planning. Demonstrates a strong understanding of the customers' business strategy and the direction of the industry.
Qualifications
Required/minimum qualifications
Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 5+ years technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience OR equivalent experience.
Other Requirements
- Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.
- Citizenship & Citizenship Verification: This position requires verification of U.S. citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customer and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government Clearance
Additional or preferred qualifications
- Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 9+ years technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience OR equivalent experience.
- 3+ years experience in digital transformation or using technology to drive customer business outcomes.
- 2+ years experience in business consulting, consultative selling, or change management.
- 3+ years experience leading technical, support, and/or partner teams.
Strategic Account Technology IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $137,600 - $222,600 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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