Strategic Account Technology Strategist

Are 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. 

Responsibilities

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 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 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 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