This is a technical **sales** role. This is a key leadership role in leading customer engagement, generating and driving opportunities and take clear accountability on the success of the account. You need to feel empowered to act as the trusted advisor to the CIO/CTO/CDO/CISCO and accordingly drive those relationships and deliver results and outcomes through those engagements.
• *Responsibilities**:
Customer and Industry Insights
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. 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 priority solution (IPS) brought by partners and Microsoft to customers 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. Leads with 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.
Trusted Advisor
Leverages a strong 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., industry-solutions executives, 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.
Technology Strategy Formulation
Provides analysis of overall customer needs 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) technical and business roadmaps for a strategic account based on a deep understanding of business and technology priorities and the customer's industry landscape. 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 priority scenarios (ISPs), sales plays, and solution areas (including heavy workloads and cloud services) to develop 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).
Technology Sales: Demand Generation and Orchestrtion
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 identify 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 solution technology units (STUs), customer success units (CSUs), 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.
Lead industry and digital transformation acceleration (IDTA) with the account team, customer, and partner. Delivers the outcomes for the customer through joint envisioning, as a vehicle for industry priority scenarios (ISPs), sales plays and solution areas. Increases the number of successful engagements ove
