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Microsoft · 1 day ago

Strategic Account Technology Strategist - CTJ - Top Secret

United States, Alabama, Birmingham

Full-time

Hybrid

Senior Level

$131K/yr - $252K/yr

7+ years exp

Microsoft is a leading technology company that is seeking a Strategic Account Technology Strategist. The role involves orchestrating global teams to address customer needs, providing innovative solutions, and leading digital transformations for complex accounts while acting as a trusted advisor to senior executives.

Application Performance ManagementArtificial Intelligence (AI)Business DevelopmentData ManagementDevOpsInformation ServicesInformation TechnologyManagement Information SystemsNetwork SecuritySoftware

Growth Opportunities

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Synthesizes and combines various business and industry insights from their team, global best practices, proof points from experience/case studies with countries and/or regions, and deep industry expertise related to customers and their competitors to conduct forecasting and develop recommendations for managing accounts and subsidiary planning

Ensures that all levels of the organization provide alternate perspectives to enable customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights

Orchestrates global 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 deep expertise and thought leadership to identify 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 as they relate to the customer's broader industry

Applies industry knowledge to support customers in solving issues

Partners with customers and/or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business

Acts as the customer's Technology Mentor in established relationships with senior leaders including technical decision makers (TDMs) and/or business decision makers (BDMs) at the Chief X Officer (CXO)-level

Develops extended relationships beyond core customers, advises on solutions, and aligns Microsoft capabilities with customer needs

Leads customer business transformations through digital technologies for assigned accounts to drive business outcomes and create business value for customers by understanding customer industry and position to provide guidance and to challenge customer thinking with innovative ideas that showcase the need for change and new strategic direction, and proactively involves corporate and cross-industry resources to drive customer transformation

Ensures line-of-business wins are captured (e.g., customer write-ups) as reference for scale

Partners with a line-of-business leader or senior executive within a large-scale or high-impact customer organization to articulate how complex Microsoft technology/services will meet future business needs better than the competition and will enable the achievement of long-term growth and success

Leverages the full scope of Microsoft's digital technologies for offering varied solutions and services

Uses existing and new readiness resources and demonstrates expertise in creating enablement plans for large and high-stakes customers, and all-up Microsoft business

Drives innovations to help customers meet capacity and capability goals, maximize reach and impact, and drive long-term engagement and thought leadership on the Microsoft platform, and influences large customers to see and adopt the strategic value

Drives customer skilling initiatives and execution along with the account executive (AE) and enterprise skilling initiative (ESI) teams

Leads customer technology engagement by motivating and inspiring technical resources of customer, partner, and Microsoft towards customer’s business transformation

Delivers regular (e.g., quarterly, monthly) industry/technology engagements and/or briefings to customer Chief X Officers (CXOs), their technical team, and business decision makers (BDMs) to drive execution and focus on competitive advantage

Orchestrates internal teams and partner ecosystem (inclusive of global systems integrators, consultancy partners, and Microsoft Industry Solutions (IS) to ensure sufficient technical resources for demand generation, when appropriate

Contributes to global resource requirement availability, and understands how to allocate and create the appropriate resources for the project

Proactively bridges technology resources with the customer

Establishes best practices and standards around account planning and review for aligning with quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives

Share account planning output with the customer and constantly realign to the customer's expectations

Coordinates highly complex extended account teams (e.g., spanning complex technologies, geographies, functions) and drives forecasting and tracking of the business

Owns the technical portion of the account plan and leads the customer plan delivery for large, critical, and/or strategic accounts

Captures all Account Planning input in MSX D365 Account Plan

Provides Account thought leadership inclusive of information technology (IT), industry, and business strategy knowledge, and shares best practices internally while providing coaching to subsidiary resources

Leverages account thought leadership in partnership with account executives to set and refine strategy, own accountability for outcomes, and lead extended teams

Helps customer technical specialists build the message to sell Microsoft offerings to other parts of their business

Contributes to the creation of stakeholder maps for accounts, determines and orchestrates a coverage plan, and builds out an execution framework across multiple Rooms of the House of the customer

Leads the customer journey into the era of AI and Industrial Metaverse by creating a targeted approach tailored to their current business requirements and positions Microsoft as a leader for the future, both for accelerating productivity as well as helping the customer create new capabilities to support their business

Leverages expertise of current technology landscape and understanding of AI and Industrial Metaverse capabilities to plot the foundational elements on the technology roadmap that need to be in place to realize value for the customer

Builds a mid-term strategy for AI and metaverse projects as well as an immediate opportunity pipeline and orchestrates execution through the appropriate technical teams from the Specialist Team Unit (STU) and with appropriate Partners

Leads Account Strategy Envisioning (ASE, formerly IDTA) with the extended account team, customer, and partner to deliver the outcomes for the customer through joint envisioning, as a vehicle for Industry Sales Kits and Horizontal Solution Plays

Creates new Stage 1 opportunities, both billed and consumed, with Technical Decision Maker (TDM) customer stakeholders, managing consumption pipeline with extended team to maintain velocity, and unblocking issues

Orchestrates efforts to drive MCEM lifecycle and stage progression in collaboration with the Specialist Team Unit (STU), Customer Success Unit (CSU)

Coaches peers (often as a mentor across a region or country) on how to create and maintain an opportunity initiation and how to map Microsoft priorities to opportunities

Defines the technology blueprint for opportunity initiation, and sets and shares standards and best practices for others to follow

Creates, develops, and drives opportunities based on industry best practices

Presents opportunities to the customer and creates demand

Develops a plan, within a broader strategy, to create and qualify a set number of opportunities for product sales, solutions sales, or consumption

Leverages multiple channels (e.g., social media) to create demand

Leads technical teams for driving opportunities including Specialist Team Unit (STU), Customer Success Unit (CSU), and others, as necessary

Leads efforts to reach out to key stakeholders to give customer-driven pitches and drives the appropriate customer reach together with the account executive to generate new demands

Leads analysis of overall customer situation for some of the largest and most complex accounts, and advises on gaps that would benefit from Microsoft solutions, using an understanding of the business strategies and outcomes that technology can support

Leads the adoption of technologies by plotting the strategic, long-term vision of the customer's/partner's business strategy and drives action to bring to fruition

Acts as a strategic link between Microsoft and the customer for identifying a pathway for strategic efforts and resources necessary for building a strategy

Contributes to the creation of trusted, long-term (e.g., three years plus) multi-horizon technological and business roadmaps for highly prominent, challenging, and/or strategic accounts based on a deep understanding of business and technology priorities and the customer's industry landscape

Validates the strategy and plan with customer stakeholders and drives envisioning and articulates business and program changes in the roadmaps around new and groundbreaking capabilities

Contributes to the translation of the customer's business objectives in conjunction with Industry Sales Kits and Solution Plays (including consumption-heavy workloads and cloud services) to develop an effective Industry Technology Architecture to plan for and drive consumption and adoption of Microsoft cloud and a higher share of customer potential and propensity (CPP)

Maintains and leverages a broad knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs

Proactively coordinates with internal and external network of industry experts (e.g., Regional and Global Experts, industry-specific partners) to build strong knowledge of the industry and the competitive landscape

Leverages deep understanding of their customers to share knowledge with virtual team and promote customer business perspectives

Acts as the voice of the customer and internal advocate by providing insights, feedback, and challenges from the customer to internal teams (e.g., product groups, engineers) across all levels of the organization

Drives action to ensure that internal teams understand and respond to insights

Escalates pressing issues for customers to Microsoft internal stakeholders (e.g., Headquarters) to facilitate the appropriate solutions and capabilities for the customer

Provides Account thought leadership inclusive of information technology (IT), business strategy knowledge, and technology landscape, and shares best practices internally while providing coaching to subsidiary resources

Leverages account thought leadership in partnership with account executives to set strategy, own accountability for outcomes, and lead extended teams

Provides technical guidance to internal teams to position technology while using customer landscape knowledge

Creates connections and feedback loops with Product and Engineering teams

Creates security thought leadership with the customer's executives (e.g., technical decision maker [TDM]/business decision maker [BDM]) using the Microsoft Security and Zero Trust narratives and engages TDM and BDM stakeholders to position security as a business enabler and instill a security mindset in all aspects of the customer's technology landscape

Uses their understanding of the customers' technology and security needs to establish Microsoft’s security credentials and to build opportunities to improve the customer's security posture and orchestrates execution through security specialists

Qualification

Technical ConsultingDigital TransformationBusiness ConsultingMicrosoft TechnologyChange ManagementLeadershipCollaborationCommunicationProblem Solving

Required

Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 7+ years technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience OR equivalent experience

Candidates must be able to meet Microsoft, customer and/or government security screening requirements are required for this role

The successful candidate must have an active U.S. Government Top Secret Security Clearance

Ability to meet Microsoft, customer and/or government security screening requirements are required for this role

Failure to maintain or obtain the appropriate clearance and/or customer screening requirements may result in employment action up to and including termination

This position requires successful verification of the stated security clearance to meet federal government customer requirements

You will be asked to provide clearance verification information prior to an offer of employment

This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter

This position requires verification of U.S. citizenship due to citizenship-based legal restrictions

Specifically, this position supports United States federal, state, and/or local United States government agency customer and is subject to certain citizenship-based restrictions where required or permitted by applicable law

To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government Clearance

Preferred

Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 14+ years technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience OR equivalent experience

5+ years experience in digital transformation or using technology to drive customer business outcomes

4+ years experience in business consulting, consultative selling, or change management

5+ years experience leading technical, support, and/or partner teams

Prefer candidates located in Huntsville, AL

Experience with United States Defense agencies highly preferred