Director, Account Technology Strategy - Modern Workplace

Acts as a thought leader for synthesizing and combining various business and industry insights to conduct forecasting and develop recommendations for managing the most prominent, high-impact, and/or challenging customer accounts. Acts as the voice of the customer and internal advocate across all levels of the organization. Expands Microsoft relationships with large, complex, and/or global customers into strategic partnerships, and leads the adoption of technologies. Orchestrates high-impact innovative solutions that enable customer business transformations through digital transformation for assigned accounts and drives outcomes that create business value for customers. Contributes to the creation of stakeholder maps for accounts, determines and orchestrates a coverage plan, and builds out an execution framework. Orchestrates technical resources across teams and partner ecosystem, and ensures that adequate services and partner capacity are available, or are developed within a subsidiary to implement the solution pipeline strategy. 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. Provides thought leadership and guidance across teams, business units, executive stakeholders, customers, and the broader community on enablement plans to build and educate large and high-stakes customers at the global level.

Responsibilities

• 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. Leads partnerships with customer and/or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business.

• Acts as a thought leader for synthesizing and combining various and often conflicting business and industry insights across all teams and business units, global best practices, proof points from experience across multiple countries and regions, and broad and deep industry expertise (e.g., level 300) related to customers and their competitors to conduct forecasting and develop recommendations for managing the most prominent, high-impact, and/or challenging customer accounts. 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 across the organization to gather and utilize information on the customer. Leverages professional credibility, relationships, and personal experience with similar customers to anticipate and bring in business and industry insights that address the broader business challenges for the customer. Sets the overall business and technical strategy and determines which opportunities should be pursued.

• 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.

• 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. Leverages professional credibility to create extended relationships beyond core customers, advise on solutions, and position Microsoft capabilities to best meet the customer's needs. Orchestrates high-impact innovative solutions (e.g., forward-thinking, flagship) that enable customer business transformations through digital technologies for assigned accounts and drives outcomes that create business value for customers. Owns the development of strategies that showcase the value added by innovative ideas grounded on digital technologies for accounts based on account needs and customer's expectations. Is sought out by the customer for guidance related to transformation. Ensures high-profile line-of-business wins are captured (e.g., press release, video) as reference for multi-region/worldwide scale. Deploys showcase solutions into customer digital transformation centers for broader distribution. Leads efforts to host workshops that draw a viable picture for customer transformations post-transformation, and adapts digital transformation efforts to f