Microsoft

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

This role 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.

Customer and Industry Insights

• Generates business insights based on knowledge of the customer's technology landscape, feedback from the customer, and internal teams (e.g., community, ecosystem, account team), and from knowledge of the capability of Microsoft products, to provide input into planning processes. Adapts plans based on insights, under guidance. Orchestrates resources on behalf of the customer, partner, and the account team unit, under guidance. Contributes to efforts with technical teams for driving opportunities, as necessary. Begins to form insights around industry trends to deliver solutions.
• Develops expertise in customer businesses. technology platforms, to support the digital technology strategy with the customer that is aligned to business outcomes. Challenges customers’ assumptions with constructive dialogue about their business and technology.

Trusted Advisor

• Identifies the right technical decision maker (TDM) and business decision maker (BDM) stakeholders and uses the Microsoft Security Narrative to uncover opportunities through Microsoft Security Solution Plays. Creates relevant opportunities and introduces the appropriate technical teams from the Specialist Team Unit (STU) to pursue.
• Builds and maintains broad knowledge of Microsoft offerings, as well as of customer business priorities and industry trends to positively articulate the value of Microsoft's offerings in addressing the needs of the assigned accounts and evaluating their business. Coordinates with internal industry experts (e.g., Regional Experts) to gather industry data of assigned accounts and develops growing knowledge of competitors and how they service customers to improve planning.
• 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, and advises on gaps that would benefit from Microsoft solutions, validating with the broader team.
• 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.
• Supports the creation of fundamental, mid-term technology and business roadmaps (e.g., up to 12 months), outlining the customer's transformation journey and core wins. Presents the strategy and plan to customer stakeholders. Builds technical engagement or enablement plan, captures baseline, and drives envisioning to support mid-term business plans. Contributes to the translation of an understanding of the customer's business objectives and scenarios in conjunction with Industry Sales Kits and Solution Plays to develop components of a technology architecture. Ensures that developed architecture components influence 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 creates opportunities to uncover new solutions. Creates and qualifies a set number of opportunities for product sales, solution sales, or consumption. Collaborates with technical teams for driving opportunities including Specialist Team Unit (STU), Customer Success Unit (CSU), and others, as necessary and reaches out to key customer stakeholders to introduce the technical team members as needed.
• Creates and maintains an opportunity initiation in partnership with Specialist and Partner team, and works with peers to map Microsoft priorities to opportunities. Monitors other teams' efforts to drive MCEM lifecycle and stage progression.
• Presents the AI and Industrial Metaverse themes to technical decision maker (TDM) stakeholders within the customer to create interest and excitement about Microsoft's capabilities in those areas. Creates the resulting opportunities and introduces the appropriate technical teams from the Specialist Team Unit (STU) to pursue.

Differentiated Value Proposition

• Researches customer organizations and may be involved in contacting technical decision makers (TDMs) and/or Business Unit technology leaders. Learns about their needs and begins advising on solutions and positioning Microsoft capabilities. Contributes to technology/transformation with the customer by understanding customer drivers of transformation, initiating conversations with customers on technology transformation for 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.

Mapping and Account Planning

• Creates stakeholder maps for accounts, and determines and orchestrates a coverage plan.
• Orchestrates internal teams 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 plan and leads the customer plan delivery. Captures all Account Planning input in MSX D365 Account Plan.

Education and Thought Leadership

• Influences technology virtual-teams to use the right technical architecture for the customer, utilizing the best of Microsoft and partners to adopt our solution areas.
• Contributes to the delivery of regular (e.g., quarterly, monthly) industry/technology briefings to customer technology stakeholders.
• Uses existing readiness resources to support the development of enablement plans for assigned customers to develop and expand their technical product capabilities. Contributes to innovations to accelerate meeting goals for customer capacity while maximizing reach and impact.

Other

• Embody our culture and values

Required/Minimum Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 2+ years technical consulting, technical consultative selling, business consulting, practice building, or related technical/sales experience
• o OR equivalent experience.

Additional or Preferred Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, or related field AND 5+ years technical consulting, technical consultative selling, business consulting, practice building, or related technical/sales experience
• o OR equivalent experience.
• 2+ years experience in relevant customer industry 
• 2+ 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.