Strategic Account Technology

Account Technology 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. 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.**Responsibilities**:**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 new solutions. Identifies and qualifies a set number of opportunities for product sales, solution sales, or consumption. Leverages partners to drive demand ge