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About the Role

Generates innovative business insights, orchestrates teams to develop insights, and applies expertise in customer business in alignment with customer goals. Acts as the "Virtual Technical Officer", provides technical guidance to teams, builds and maintains strong industry and client knowledge, and acts as the voice of the customer. Creates mid- to long-term digital transformation roadmaps while ensuring execution of technological strategy, providing analysis of customer needs, and translating the customer business objectives to develop technology architecture. Leads industry and digital transformation acceleration to identify, create demand, and deliver customer solutions. Drives new opportunities, leads internal teams to accelerate customer digital transformation, and drive conversations regarding value of Microsoft solutions over competitors. Helps customer technical specialists sell Microsoft solutions. Maps technical customer requirements and business scenarios to Microsoft technology platforms. Orchestrates internal teams and local partners to ensure sufficient technical resources for demand generation. Drives account planning to inform quarterly and fiscal objectives. Influences customer technology engagement by engaging technical resources of customer, partner and Microsoft towards customer’s digital transformation. Uses existing and new readiness resources to support enablement plans for customer technology adoption at the national and regional level.

Responsibilities

Applies expertise in customer businesses, technology platforms, and maturity to build digital technology strategy aligned to business outcomes.
Challenges customers’ assumptions with constructive dialogue about their business and technology.
Leverages industry trends to gather insights and develop an informed perspective on similar issues within their industry.
Generates business insights based on knowledge of the customer's technology landscape, engagement experience, and proactive collaboration.
Conducts forecasting and develops recommendations for managing accounts.
Adapts plans to insights and challenges customers to consider alternative business models.
Orchestrates teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts.
Leads technical teams for driving opportunities with other teams.
Brings business and industry insights to address broader business challenges and deliver solutions.
Acts as the customer's Technology Mentor in established relationships with senior leaders.
Researches organization charts, identifies and contacts TDMs/BDMs, and advises on solutions and positions Microsoft capabilities.
Leads new opportunities and orchestrates internal teams to accelerate customer business transformations through digital technologies.
Engages with customers to lead strategic technology direction/transformation within assigned accounts.
Captures line-of-business wins for referencing.
Drives conversations with enterprise customers presenting the strategic relationship between Microsoft technologies and competitor solutions.
Provides an outside-in perspective around compete or other solutions.
Uses readiness resources to support enablement plans for customer technology adoption.
Contributes to innovations to accelerate meeting goals for customer capacity, maximize reach and impact, and drive long-term engagement and thought leadership.
Supports customer skilling initiatives and execution.
Influences customer technology engagement by engaging technical resources of customer, partner, and Microsoft.
Contributes to the delivery of regular industry/technology briefings to customer decision-makers and technical teams.
Orchestrates internal teams and local partners to ensure sufficient technical resources for demand generation.
Helps customer technical specialists build the message to sell Microsoft offerings.
Creates stakeholder maps for accounts and determines/orchestrates a coverage plan.
Drives account planning for budgeting, quota attainment, consumption goals, and customer consumption gaps.
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.
Leads Account Strategy Envisioning (ASE) with the extended account team, customer, and partner.
Creates new Stage 1 opportunities, both billed and consumed, with technical decision maker (TDM) customer stakeholders.
Manages consumption pipeline with the extended team to maintain velocity and unblocks issues.
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.
Leverages partners to drive demand generation and capitalize on opportunities.
Orchestrates efforts to drive MCEM lifecycle and stage progression.
Works within a broader strategy to lead efforts with technical teams for driving opportunities.
Contributes to efforts to reach out to key stakeholders to give customer-driven pitches.
Drives appropriate customer reach together with the account executive to generate new demand.
Uses technical knowledge of products to determine feasibility of technical customer requirements requests.
Works with core engineering teams to prepare solutions.
Introduces the customer to benefits of AI and Industrial Metaverse to create interest and excitement.
Shows customers how Microsoft technologies can help accelerate productivity and differentiate them in the market.
Creates follow-up opportunities and orchestrates appropriate technical teams to pursue and close.
Creates mid- to long-term technology and business roadmaps for one or more accounts.
Updates and articulates business changes in the roadmaps around foundational, traditional capabilities.
Builds technical engagement or enablement plan, captures baseline, and drives envisioning to support mid- to long-term business plans.
Discusses the strategy and plan with customer stakeholders.
Translates customer's business objectives and scenarios to develop technology architecture.
Ensures developed architecture influences cloud journey to position all Microsoft clouds and drives consumption, usage, and a higher share of customer potential and propensity.
Ensures execution of technology strategy and/or digital transformation by identifying and resolving technical blockers.
Drives technology adoption.
Provides analysis of overall customer needs, outcomes, and potential blockers.
Leverages understanding of business strategies and outcomes that technology can support to advise on gaps that would benefit from Microsoft solutions.
Guides internal teams in overall strategy development to identify and address gaps and drive end solutions.
Proactively builds and maintains a broad knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts.
Maintains knowledge of business priorities and potential threats the customers face.
Leverages leaders from the partner ecosystem to bridge process gaps.
Coordinates with internal industry experts to gather industry data of assigned accounts.
Leverages knowledge of competitors to improve planning.
Demonstrates a strong understanding of the customer's business strategy and the direction of the industry.
Leverages account information technology, industry, and business strategy to provide coaching to internal Microsoft teams.
Provides technical guidance to internal teams to position technology while using customer landscape knowledge.
Advises customer technical decision maker (TDM) and business decision maker (BDM) stakeholders on the benefits of embedding security throughout their technology landscape.
Establishes a sense of creating business value through implementing security and positions Microsoft's security credentials.
Acts as the voice of the customer, industry, and internal advocate by providing insights, feedback, and challenges from the customer to internal teams.

Requirements

Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 4+ years technical consulting, technical consultative selling, business consulting, practice building, or related technical/sales experience OR equivalent experience.
Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 8+ years technical consulting, technical consultative selling, business consulting, practice building, or related technical/sales experience OR equivalent experience.
4+ years experience in relevant customer industry.
4+ years experience in digital transformation, or using technology to drive customer business outcomes.
Business-level English communication skills, with the ability to effectively engage, influence, and present to senior business and technical stakeholders in global environments.

Skills

Customer and Industry Insights
Differentiated Value Proposition
Education and Thought Leadership
Mapping and Account Planning
Technology Sales: Demand Generation and Orchestration
Technology Strategy Formulation
Trusted Advisor
AI
Industrial Metaverse
Microsoft Security
Zero Trust

Experience Level

4+ years
8+ years

Education Level

Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field

About the Company

Microsoft is an equal opportunity employer.

Equal Opportunity

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.