Provides technology guidance to clients
Provides technology guidance to clients and orchestrates the interaction between clients and Microsoft resources to drive new opportunities, demand generation, digital transformation, and the mapping of industry/business scenarios to Microsoft solutions. Acts as the Technology Mentor for the customer or "go-to" person in established, long-term relationships with technical and/or business decision-makers at the Chief X Officer (CxO) level. Drives conversations with clients to present the strategic value of Microsoft solutions and acts as a trusted technology advisor both internally and externally with technical and/or business decision-makers. Gathers insights about client business and leverages existing architecture approaches to achieve Microsoft’s agreed commitments to clients. Leverages executive sponsorship, global resources, and leads the overall strategy development.
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Responsibilities
Customer and Industry Insights
- Applies expertise to identify and inform the development of 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.
- Synthesizes business insights with deep industry expertise to develop recommendations for managing accounts and subsidiary planning.
Education and Thought Leadership
- Demonstrates expertise in creating enablement plans for large customers.
- Drives customer skilling initiatives and drives regular industry/technology briefings to customer technology senior decision-makers.
Technology Sales: Demand Generation and Orchestration
- Leads Account Strategy Envisioning with the extended account team to deliver outcomes for the customer through joint envisioning.
- Coaches peers on how to create and maintain opportunity initiation while mapping Microsoft priorities to opportunities.
Technology Strategy Formulation
- Creates multi-horizon technology and business roadmaps for strategic accounts based on a deep understanding of business and technology priorities.
- Challenges and validates strategy with customer stakeholders, driving envisioning and articulating business changes in the roadmaps.
Trusted Advisor
- Leverages knowledge of Microsoft's product landscape and actively coordinates with industry experts to build a strong understanding of the competitive landscape.
- Provides technical guidance to internal teams to position technology effectively.
Differentiated Value Proposition
- Partners with senior executives within customer organizations to articulate how Microsoft technology/services will meet future business needs, enabling long-term growth and success.
Mapping and Account Planning
- Establishes best practices around account planning for budgeting and consumption goals.
- Captures Account Planning input in MSX D365 Account Plan and coordinates internal teams and partners to ensure sufficient technical resources for demand generation.
Qualifications
Required/Minimum Qualifications:
- Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, or related field.
- 6+ years of technical consulting, business consulting, or related technical/sales experience.
Additional/Preferred Qualifications:
- 6+ years of experience in digital transformation or driving customer business outcomes using technology.
- 6+ years of experience in a relevant customer industry.
- 12+ years of technical consulting, consulting selling, or related experience.
Microsoft is committed to fostering an inclusive and diverse workplace, providing equal opportunities for all candidates.
