Responsibilities
Customer and Industry Insights
- Applies expertise to develop Industry Sales Kits and identify industry partners, leveraging market trends and cross-industry insights to address customer challenges.
- Combines business and industry knowledge with global best practices to forecast and recommend account strategies.
- Orchestrates teams to gather data, evaluate risks, and adapt solutions, ensuring customers explore innovative approaches to grow and address business challenges effectively.
Differentiated Value Proposition
- Collaborates with senior executives to showcase how Microsoft solutions meet future business needs, driving growth and competitive advantage.
- Acts as a Technology Mentor, building relationships with C-level leaders and aligning Microsoft capabilities with customer needs.
- Leads business transformations using digital technologies to deliver outcomes, challenge thinking with innovative ideas, and involve resources for customer success.
- Captures wins as references and represents the business in significant public relations events.
Technology Sales: Demand Generation and Orchestration
- Drives Account Strategy Envisioning (ASE) with teams, customers, and partners to deliver outcomes via Industry Sales Kits and Solution Plays.
- Creates and manages new opportunities, ensuring consumption pipeline velocity and unblocking issues.
- Coaches peers on opportunity initiation and sets best practices.
- Leads customers into AI and Industrial Metaverse by aligning Microsoft’s capabilities with tailored business needs, developing strategies, and orchestrating execution through technical teams and partners.
- Develops demand plans, drives MCEM lifecycle, and leads opportunity creation using industry best practices and various channels.
- Engages stakeholders with pitches and ensures customer requirements are met by collaborating with core engineering teams.
Technology Strategy Formulation
- Develops multi-horizon roadmaps for strategic accounts, aligning customer objectives with Industry Sales Kits and Solution Plays to drive Microsoft cloud adoption.
- Challenges and refines strategies with stakeholders, introducing innovative capabilities.
- Leads analysis of customer needs and blockers, collaborates with global executives on strategy, and drives end-to-end solutions.
- Guides technology adoption by defining long-term visions, resolving blockers, and steering digital transformation to achieve business outcomes.
Trusted Advisor
- Uses broad knowledge of Microsoft's products to address customer needs.
- Coordinates with industry experts and partners to build strong industry knowledge and bridge process gaps.
- Promotes customer business perspectives and provides sponsorship.
- Creates security thought leadership with customer executives using Microsoft Security and Zero Trust narratives.
- Engages stakeholders to position security as a business enabler.
- Establishes Microsoft's security credentials and improves customer security posture.
- Provides account thought leadership, shares best practices, and leads extended teams.
- Provides technical guidance and creates feedback loops with Product and Engineering teams.
- Acts as the voice of the customer and internal advocate by providing insights and feedback.
- Articulates business opportunities for Microsoft based on product gaps.
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 6+ years technical consulting, technical consultative selling, business consulting, practice building, or related technical/sales experience OR equivalent experience.
Additional Or Preferred Qualifications
- 6+ years experience in digital transformation, or using technology to drive customer business outcomes.
- 6+ years experience in relevant customer industry.
- Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 12+ years technical consulting, technical consultative selling, business consulting, practice building, or related technical/sales experience OR equivalent experience.
