Overview Microsoft is on a mission to empower every person and every organization on the planet to achieve more Our culture is centered on embracing a growth mindset a theme of inspiring excellence and encouraging teams and leaders to bring their best each day In doing so we create life-changing innovations that impact billions of lives around the world You can help us to achieve our mission Businesses expect technology to be the main enabler of innovation and help them deliver on their business priorities and goals The Account Technology Strategist inspires and ideates with customers the possibilities technology provides them drives thought leadership in digital transformation and builds strategic partnerships with C- level technology and innovation executives Responsibilities Account Technology Strategist ATS - The ATS is the leader responsible for designing the strategy and architecture to drive digitalization and innovation agenda of our enterprise customers and acts as the Innovation and DT Thought Leader With deep business understanding broad technology skills and industry knowledge ATS starts with Innovation DT agenda of our customers connects business industry priorities to technology strategy and develops value propositions which align with our customer s business strategies leveraging the rich portfolio of Microsoft and its partner ecosystem Key areas of responsibility - Digital Transformation Innovation Strategy Understand customer s business goals and the industry trends Microsoft solution areas and partner solutions to build the 3 Horizon roadmap to enable customer s DT Innovation agenda Expand Microsoft relationships with customers into DT partnerships - Technology Thought Leadership Reimagine the role of technology as a business and innovation partner to drive DT agenda of our enterprise customers help them understand the impact of emerging and strategic technologies and inspire influence them for Microsoft technologies to become the main enabler of business innovation - Industry Business Architecture Create long-term strategy which links business technology and industry needs of our customers to enable their business and transformation strategy based upon customer s business technology and industry knowledge - Technology Sales Orchestrate technology sales activities to drive the digital transformation vision and roadmap of our customers with Microsoft technologies Plan and orchestrate the solution proposal and coordinate technology sales teams to provide the right solution to the customer - Account Leadership Change Agent internally and externally to inspire and ideate about possibilities new technologies provide to drive business strategy and priorities of our customers Own and Strengthen the relations with C-level technology innovation executives and technology decision makers Detailed Responsibilities Customer and Industry Insights - Generates business insights based on knowledge of the customer s technology landscape engagement experience and proactive collaboration with the customer internal teams and industry to conduct forecasting and develop recommendations for managing accounts Challenges customers to consider alternative business models to meet business and market needs and adapts plans to insights - Orchestrates 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 expertise in customer businesses and technology platforms and maturity to build digital transformation DT strategy with the customer that is aligned to business outcomes Challenges customers assumptions with constructive dialogue about their business and technology Helps to create a board-ready message e g sustainability for customers compliance alignment Trusted Advisor - Acts as the virtual Chief Technical Officer CTO Chief Digital Officer CDO and supplements existing technical decision maker TDM and or business decision maker BDM relationships with additional connections at the Chief Information Officer CIO or CIO direct-report level by researching organization charts identifying and contacting TDMs BDMs and beginning to advise on solutions and position Microsoft capabilities to best meet the customer s needs Leverages account information technology IT industry and business strategy to provide coaching to internal Microsoft teams on customer technology profiles and strategies Provides technical guidance to internal teams to position technology while using customer landscape knowledge - Proactively builds and maintains a strong knowledge of Microsoft s product landscape solutions and strategy in the industry of assigned accounts as well as of the business priorities and potential threats the customers face Leverages leaders from the partner ecosystem to bridge process gaps Coordinates with internal industry experts e g industry- solutions executives to gather industry data of assigned accounts and improve planning Demonstrates a strong understanding of the customers business strategy and the direction of the industry - Acts as the voice of the customer industry and internal advocate by providing insights feedback and challenges from the customer to internal teams e g product groups engineers Technology Strategy Formulation - Provides analysis of overall customer needs outcomes and potential blockers Leverages understanding of business strategies and outcomes that technology can support to advise on gaps that would benefit from Microsoft solutions and guides internal teams in overall strategy development e g block identification partner strategy to identify and address gaps and drive end solutions - Ensures execution of technology strategy and or digital transformation by identifying and resolving technical blockers that arise during strategy planning and implementation and driving technology adoption - Creates mid- to long-term e g 12 or more months technical and business roadmaps for one or more accounts outlining the digital transformation journey and core wins Updates and articulates business changes in the roadmaps around foundational traditional capabilities Builds technical engagement or enablement plan captures baseline and drives envisioning to support mid- to long-term business plans - Translates an understanding of the customer s business objectives and scenarios in conjunction with industry priority scenarios IPS Microsoft sales plays and solution areas to develop technology architecture Ensures that developed architecture influences cloud journey to position all Microsoft clouds and drive consumption usage and a higher share of customer potential and propensity CPP Technology Sales Demand Generation and Orchestration - Identifies customer issues creates demand and identifies opportunities to uncover recent solutions Identifies and qualifies a set number of opportunities for product sales solution sales or consumption Leverages partners to drive demand generation and capitalize on opportunities - Lead industry and digital transformation acceleration IDTA with the extended account team customer and partner to deliver the outcomes for the customer through joint envisioning as a vehicle for industry prioritized scenarios IPSs sales plays and solution areas Increases the number of successful engagements over time managing engagement pipeline with extended team to maintain velocity and unblocking issues Differentiated Value Proposition - Leads new opportunities and orchestrates internal teams to accelerate the customer s digital transformation by understanding customer drivers of digital transformation engaging with customers to lead strategic technology direction transformation within assigned accounts and ensuring line-of-business wins are captured e g testimonials for referencing - Drives conversations with enterprise customers that present the strategic relationship between Microsoft technologies products and services compared with the competitor s solution and the customer s overall business goals and objectives Provides an outside-in perspective around compete or other solutions that are also a requirement for the customer Mapping and Account Planning - Helps customer technical specialists build the message to sell Microsoft offerings to other parts of their business Creates stakeholder maps for accounts and determines and orchestrates a coverage plan - Builds the bridge between customer business requirements and technology Maps technical customer requirements and business scenarios to Microsoft technology platforms Recognizes how technology platforms are evolving and orchestrates resources to deliver platforms that will ensure successful technology adoptions - Orchestrates internal teams and local partners to ensure sufficient technical resources for demand generation when appropriate - Drives account planning for budgeting quota attainment consumption goals and customer consumption gaps to inform quarterly and fiscal objectives Coordinates extended account teams and drives forecasting and tracking of the business Owns the technical portion of the account plans and leads the account plan delivery Education and Thought Leadership - Influences customer technology engagement by engaging technical resources of customer partner and Microsoft towards customer s digital transformation DT Contributes to the delivery of regular e g quarterly monthly industry technology briefings to customer technology decision-makers and technical teams - Uses existing and new readiness resources to support enablement plans for customer technology adoption at the national and regional level Contributes to innovations to accelerate meeting goals for customer capacity maximize reach and impact and drive long-term engagement and thought leadership on the Microsoft platform Supports customer skilling initiatives and execution Other - Embody our culture and values Qualifications Required Minimum Qualifications - Bachelor s Degree in Computer Science Information Technology Engineering or related field AND 8 years technical consulting technical consultative selling business consulting practice building or related technical sales experience - OR equivalent experience Additional or Preferred Qualifications - Bachelor s Degree in Computer Science Information Technology Engineering or related field AND 8 years technical consulting technical consultative selling business consulting practice building or related technical sales experience - OR equivalent experience - 8 years experience in relevant customer industry - 8 years experience in digital transformation or using technology to drive customer business outcomes Microsoft is an equal opportunity employer All qualified applicants will receive consideration for employment without regard to age ancestry color family or medical care leave gender identity or expression genetic information marital status medical condition national origin physical or mental disability political affiliation protected veteran status race religion sex including pregnancy sexual orientation or any other characteristic protected by applicable laws regulations and ordinances If you need assistance and or a reasonable accommodation due to a disability during the application or the recruiting process please send a request via the Accommodation request form Benefits perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work This position will be open for a minimum of 5 days with applications accepted on an ongoing basis until the position is filled Microsoft is an equal opportunity employer All qualified applicants will receive consideration for employment without regard to age ancestry citizenship color family or medical care leave gender identity or expression genetic information immigration status marital status medical condition national origin physical or mental disability political affiliation protected veteran or military status race ethnicity religion sex including pregnancy sexual orientation or any other characteristic protected by applicable local laws regulations and ordinances If you need assistance with religious accommodations and or a reasonable accommodation due to a disability during the application process read more about requesting accommodations