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. 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.

**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. Leads technical teams for driving opportunities with other teams, as necessary. Brings in business and industry insights to address the broader business challenges for the customer and deliver solutions.
- Applies expertise (deep expertise across few accounts or broad expertise across many accounts) in customer businesses. technology platforms, and maturity to build digital technology strategy with the customer that is aligned to business outcomes. Challenges customers’ assumptions with constructive dialogue about their business and technology. Leverages industry trends to gather insights and develop an informed perspective on similar issues that may occur within their industry/industries.

**Trusted Advisor**:

- 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.
- Advises customer technical decision maker (TDM) and business decision maker (BDM) stakeholders on the benefits of embedding security throughout their technology landscape through the Microsoft Security and Zero Trust narratives. Establishes a sense of creating business value through implementing security and positions Microsoft's security credentials. Creates follow-up opportunities and orchestrates appropriate technical teams from the Specialist Team Unit (STU) to pursue and close.
- Proactively builds and maintains a broad 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., Regional Experts) to gather industry data of assigned accounts and leverages knowledge of competitors to improve planning. Demonstrates a strong understanding of the customer's 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) technology and business roadmaps for one or more accounts, to outline 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. Discusses the strategy and plan with customer stakeholders. Translates an understanding of the customer's business objectives and scenarios in conjunction with Industry Sales Kits and Solution Plays to develop te