Strategic Account Technology IC5

Job Title

Orchestrates global teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Partners with customers and / or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business. Leverages a strong knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs. Acts as the voice of the customer and internal advocate across all levels of the organization. Provides analysis of overall customer needs for some of the largest and most complex accounts, and advises on gaps that would benefit from Microsoft solutions. Leads customer business transformations through digital transformation for assigned accounts. 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. Contributes to the creation of stakeholder maps for accounts, determines and orchestrates a coverage plan, and builds out an execution framework.

Responsibilities :

• Communicating with Impact
• The ability to effectively articulate solutions' value with internal and external business stakeholders in a clear and concise manner, ensuring mutual objectives and priorities are presented and understood to drive successful outcomes in sales engagements. Required Upon Hire and Critical / Important Conflict Resolution The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities. Design Thinking The ability to utilize a design thinking approach during the design process to consider issues, retrieve information, and resolve problems. This includes the ability to match people's needs with technological feasibility and / or business strategy that transfer into customer value and market opportunity. Innovation & Capability Growth The ability to apply and encourage an innovative point of view during client interactions to identify new opportunities and grow client capabilities. Oral Communication The ability to make a verbal message understood and to receive / understand messages during in-person or remote (e.g., telephone) interactions. Presentations The ability to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audience's attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience. Written Communication The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence. Customer Strategic Partnerships The ability to build and maintain strong business relationships and partnerships, nurture executive relationships, and establish credibility as a trusted advisor. It involves effective relationship management, stakeholder engagement, and the ability to present to executives. This capability empowers professionals to cultivate collaborative partnerships, drive business growth, and establish themselves as valued advisors in their field. The ability to guide customers' thinking through active listening, questioning, and reflecting; provides vital insight and seamless service to help define needs and then provide advice. Maximizing Business Opportunities The ability to apply business acumen and an understanding of businesses needs and opportunities across market, industry, and competition to effectively manage and prioritize business development opportunities. This includes, recognizing customer needs, qualifying opportunities and the application of how Microsoft technology and solutions can drive innovation and growth and solve the business needs of the customer, while staying abreast of emerging technology trends. Sales The ability to apply business acumen and an understanding of businesses needs and opportunities across market, industry, and competition to effectively manage and prioritize business development opportunities. This includes the ability to apply technology to drive sales outcomes, recognize customer needs, qualify opportunities, identify how Microsoft solutions can enable business capabilities that drive growth and innovation, while staying abreast of emerging technology trends. Skills Not Mapped to Capability Technical Expertise Deep understanding of the company's products and services, as well as the ability to effectively communicate their technical aspects to both technical and non-technical decision-makers. Leading the customer on a journey from where they are to where they need to be from a technology perspective to achieve their business priorities and demonstrating how Microsoft's products and solutions can get them there. 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 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. Partners with customers and / or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business. Differentiated Value Proposition 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. Develops extended relationships beyond core customers, advises on solutions, and aligns Microsoft capabilities with customer needs. Leads customer business transformations through digital technologies for assigned accounts to drive business outcomes and create business value for customers by understanding customer industry and position to provide guidance and to challenge customer thinking with innovative ideas that showcase the need for change and new strategic direction, and proactively involves corporate and cross-industry resources to drive customer transformation. Ensures line-of-business wins are captured (e.g., customer write-ups) as reference for scale. 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. Leverages the full scope of Microsoft's digital technologies for offering varied solutions and services. Education and Thought Leadership 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 on the Microsoft platform, and influences large customers to see and adopt the strategic value. Drives customer skilling initiatives and execution along with the account executive (AE) and enterprise skilling initiative (ESI) teams. Leads customer technology engagement by motivating and inspiring technical resources of customer, partner, and Microsoft towards customer's business transformation. Delivers regular (e.g., quarterly, monthly) industry / technology engagements and / or briefings to customer Chief X Officers (CXOs), their technical team, and business decision makers (BDMs) to drive execution and focus on competitive advantage Mapping and Account Planning 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. 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. Share account planning output with the customer and constantly realign to the customer's expectations. Coordinates highly complex extended account teams (e.g., spanning complex technologies, geographies, functions) and drives forecasting and tracking of the business. Owns the technical portion of the account plan and leads the customer plan delivery for large, critical, and / or strategic accounts. Captures all Account Planning input in MSX D365 Account Plan. Provides Account thought leadership inclusive of information technology (IT), industry, and business strategy knowledge, and shares best practices internally while providing coaching to subsidiary resources. Leverages account thought leadership in partnership with account executives to set and refine strategy, own accountability for outcomes, and lead extended teams. 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 Rooms of the House of the customer. Technology Sales : Demand Generation and Orchestration Leads the customer journey into the era of AI and Industrial Metaverse by creating a targeted approach tailored to their current business requirements and positions Microsoft as a leader for the future, both for accelerating productivity as well as helping the customer create new capabilities to support their business. Leverages expertise of current technology landscape and understanding of AI and Industrial Metaverse capabilities to plot the foundational elements on the technology roadmap that need to be in place to realize value for the customer. Builds a mid-term strategy for AI and metaverse 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 (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