Microsoft
Strategic Account Technology Strategist
Microsoft, Atlanta, Georgia, United States, 30383
OverviewAre you ready to be at the forefront of the digital revolution? The Strategic Account Technology Strategist (ATS) is a pivotal role within our Software and Digital Platform team. This position is designed for a seasoned professional who can bridge the gap between business and technology, acting as a trusted advisor to our most strategic customers. The ATS will drive digital transformation initiatives, leveraging our cutting-edge software and digital platforms to deliver exceptional business outcomes. In this pivotal role, you will spearhead strategic initiatives that shape the future of digital platforms. The primary purpose of the ATS is to own and develop technical business relationships with senior technology influencers and decision-makers at our strategic accounts. This role involves understanding the customer's business objectives and aligning them with our technology solutions to drive value and innovation. The ATS will act as a virtual CTO, providing strategic guidance and technical expertise to help customers achieve their digital transformation goals. 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.ResponsibilitiesMapping 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 areas of the customer. Orchestrates internal teams and partner ecosystem to ensure sufficient technical resources for demand generation. 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, collaborating account planning internally and with the customer. Coordinates highly complex extended account teams and drives forecasting and tracking of the business.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. 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 it to fruition.Customer and Industry Insights:
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.Technology Sales: Demand Generation and Orchestration:
Leads the customer journey into the era of AI by creating a targeted approach tailored to their current business requirements. Builds a mid-term strategy for AI 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. Leads Account Strategy Envisioning with the extended account team, customer, and partner to deliver the outcomes for the customer through joint envisioning. Creates new Stage 1 opportunities, both billed and consumed, with customer stakeholders, managing consumption pipeline with the extended team to maintain velocity, and unblocking issues. Orchestrates efforts to drive sales lifecycle and stage progression in collaboration with the Specialist Team Unit (STU), Customer Success Unit (CSU). Defines the technology blueprint for opportunity initiation and sets and shares standards and best practices for others to follow.Trusted Advisor:
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 to build strong knowledge of the industry and the competitive landscape. Acts as the voice of the customer and internal advocate by providing insights, feedback, and challenges from the customer to internal teams 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 to facilitate the appropriate solutions and capabilities for the customer. Provides Account thought leadership inclusive of information technology (IT), business strategy knowledge, and technology landscape, and shares best practices internally. Leverages account thought leadership to provide technical guidance to internal teams to position technology while using customer landscape knowledge. Creates security thought leadership with the customer's executives using the Microsoft Security and Zero Trust narratives and engages stakeholders to position security as a business enabler and instill a security mindset in all aspects of the customer's technology landscape. Uses understanding to establish Microsoft's security credentials and to build opportunities to improve the customer's security posture and orchestrates execution through security specialists.Differentiated Value Proposition:
Acts as the customer's Technology Mentor in established relationships with senior leaders at the Chief X Officer (CXO)-level. Develops extended relationships beyond core customers, advises on solutions, and aligns Microsoft capabilities with customer needs. Partners with line-of-business leader or senior executive within a large-scale or high-impact customer organization to articulate how Microsoft technology/services will meet future business needs, achieving long-term growth and success.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 industry/technology engagements and/or briefings to customer 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 to adopt strategic value. Drives customer skilling initiatives and execution.Embody our Culture and ValuesHelping diverse candidates find great careers is our goal. The information you provide here is secure and confidential.
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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 areas of the customer. Orchestrates internal teams and partner ecosystem to ensure sufficient technical resources for demand generation. 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, collaborating account planning internally and with the customer. Coordinates highly complex extended account teams and drives forecasting and tracking of the business.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. 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 it to fruition.Customer and Industry Insights:
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.Technology Sales: Demand Generation and Orchestration:
Leads the customer journey into the era of AI by creating a targeted approach tailored to their current business requirements. Builds a mid-term strategy for AI 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. Leads Account Strategy Envisioning with the extended account team, customer, and partner to deliver the outcomes for the customer through joint envisioning. Creates new Stage 1 opportunities, both billed and consumed, with customer stakeholders, managing consumption pipeline with the extended team to maintain velocity, and unblocking issues. Orchestrates efforts to drive sales lifecycle and stage progression in collaboration with the Specialist Team Unit (STU), Customer Success Unit (CSU). Defines the technology blueprint for opportunity initiation and sets and shares standards and best practices for others to follow.Trusted Advisor:
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 to build strong knowledge of the industry and the competitive landscape. Acts as the voice of the customer and internal advocate by providing insights, feedback, and challenges from the customer to internal teams 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 to facilitate the appropriate solutions and capabilities for the customer. Provides Account thought leadership inclusive of information technology (IT), business strategy knowledge, and technology landscape, and shares best practices internally. Leverages account thought leadership to provide technical guidance to internal teams to position technology while using customer landscape knowledge. Creates security thought leadership with the customer's executives using the Microsoft Security and Zero Trust narratives and engages stakeholders to position security as a business enabler and instill a security mindset in all aspects of the customer's technology landscape. Uses understanding to establish Microsoft's security credentials and to build opportunities to improve the customer's security posture and orchestrates execution through security specialists.Differentiated Value Proposition:
Acts as the customer's Technology Mentor in established relationships with senior leaders at the Chief X Officer (CXO)-level. Develops extended relationships beyond core customers, advises on solutions, and aligns Microsoft capabilities with customer needs. Partners with line-of-business leader or senior executive within a large-scale or high-impact customer organization to articulate how Microsoft technology/services will meet future business needs, achieving long-term growth and success.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 industry/technology engagements and/or briefings to customer 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 to adopt strategic value. Drives customer skilling initiatives and execution.Embody our Culture and ValuesHelping diverse candidates find great careers is our goal. The information you provide here is secure and confidential.
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