Account Technology Strategist at Microsoft

Sydney, New South Wales, Australia -

Full Time

Start Date

Immediate

Expiry Date

17 Feb, 26

Salary

0.0

Posted On

19 Nov, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Technical Consulting, Digital Transformation, Business Strategy, Consultative Selling, Change Management, Technology Strategy, Customer Engagement, AI Solutions, Security Posture, Account Planning, Stakeholder Management, Demand Generation, Industry Insights, Relationship Building, Technical Leadership, Cloud Solutions

Industry

Software Development

Description

Overview The Account Technology Strategist (ATS) advises, collaborates with and leads clients within Microsoft's Enterprise Commercial Segment (Strategic Account). For those passionate about technology, the AI era presents an exhilarating opportunity to work alongside Microsoft's largest Enterprise customers to deliver safe, secure and reliable AI and digital transformation. As an integral part of the account team, this role facilitates interactions between our strategic customer and Microsoft, fostering new opportunities, generating demand and market share growth, and enabling AI and digital transformation. This role requires deep curiosity and the ability to expertly align industry/business scenarios with technological solutions. Serving as the “Chief Technology Officer," the ATS nurtures established, long-term relationships with technical and business decision-makers. The ATS engages in discussions with clients to deeply understand their mission and objectives, highlighting as appropriate the strategic benefits of Microsoft and our partner ecosystems' capabilities and solutions. This person serves as a trusted technology advisor, for our clients and across Microsoft and partners. The ATS gains a profound understanding of the client's business and devises modern architectural strategies to fulfill Microsoft's commitments to the clients. The ATS teams with the Strategic Account Director to powerfully lead and orchestrate Microsoft and ecosystem partners in service of the client's mission. Responsibilities Customer and Industry Insights Synthesises and combines business and industry insights, global best practices, proof points from experience / case studies within Australia New Zealand, across regions, and globally, together with deep industry expertise related to customers and their competitors. Builds an account plan reflecting Microsoft priorities, aligned to the customer objectives, ensuring that all levels of the organisation engage with customers proactively to shape strategies, plans, business models, and solutions designed to achieve impact and mission value. Orchestrates local, regional and global teams to gather information, collaborate on key performance measures for the customer and for Microsoft, and identify potential risks in customer accounts. Lead technical teams to drive opportunities, bringing in business and industry insights to address the broader business challenges for the customer. Builds a deep understanding of 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. Trusted Advisor Provides account (customer) thought leadership across information technology (IT), business strategy, and the broader technology landscape. Shares best practices internally while providing coaching to Microsoft and partner resources and teams. Provides technical guidance to internal teams to position technology that responds to the customer landscape and requirements. Creates enduring 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]) leveraging the Secure Futures Initiative, instilling a security mindset in all aspects of the customer's technology landscape. Fosters a deep understanding of the customers' technology and AI and security needs to establish Microsoft's AI and security credentials and to build opportunities to improve the customer's security posture; orchestrates execution through security specialists and partners. 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 Experts, industry-specific partners) to build strong knowledge of the industry and the competitive landscape. Drives and leverages leaders from the partner ecosystem to bridge process gaps. Leverages deep understanding of the customer to share knowledge with extended team and leverages advanced knowledge of competitors to promote customer business perspectives. 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) across all levels of the organisation. Drives action to ensure that internal teams understand and respond to insights. Articulates the business opportunity for Microsoft based on product gaps. Technology Strategy Formulation Leads analysis of overall customer business needs, desired outcomes, and operating environment (challenges / opportunities). Determines key stakeholders for driving execution on the largest and/or most complex accounts. Partners with global executives to lead overall strategy development (e.g., identify and manage blockers and risks, develop partner strategy) to drive end-to-end solutions. Creates mid- and long-term (e.g., 12 or more months) multi-horizon technology and business roadmaps for highly prominent, challenging, and/or strategic accounts based on a deep understanding of business and technology priorities and industry landscape. Challenges and 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. Technology Sales Execution Demand Generation and Orchestration Creates, develops, and drives opportunities based on industry best practices, presents opportunities to the customer. Develops a plan, within a broader strategy, to create and qualify a set number of opportunities for product and solution sales and Cloud consumption. Leverages partners and multiple channels to create demand. Orchestrates efforts to drive MCEM lifecycle and stage progression. Leverages experience and strategic foresight to lead technical teams by driving opportunities with Specialist Team Unit (STU), Customer Success Unit (CSU), Industry Solution Delivery (ISD / ISE) and other stakeholders, as necessary. Uses advanced technical knowledge of products to determine feasibility of technical customer requirements requests and works with core engineering teams to prepare solutions. Leads Account Strategy Envisioning (ASE) with the extended account team, customer, and partner to deliver the outcomes for the customer through joint envisioning, leveraging as appropriate, Industry Sales Kits and 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. Differentiated Value Proposition Acts as the customer's Technology Mentor in established relationships with a line-of-business leader or senior executive, including technical decision makers (TDMs) and/or Business Unit leaders at the C-level (e.g., HR, Risk, Finance leadership). Develops extended relationships beyond core customers, advises on solutions, and aligns Microsoft capabilities with customer needs. Partners with a line-of-business leader or senior executives within a large-scale customer organisation 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. Provides an outside-in view around existing and emerging compete or other solutions that are also a requirement for the customer. Mapping and Account Planning Helps customer technical specialists build the message to position Microsoft offerings to other parts of their business or end users. Creates stakeholder maps for accounts, determines, and orchestrates the coverage plan, and builds out an execution framework across multiple “Rooms of the House” of the enterprise. Orchestrates internal teams and partners (including global systems integrators and consultancy partners) to ensure sufficient technical resources for demand generation, when appropriate. Establishes best practices and standards around account planning for budgeting, quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Owns the technical portion of the account plan and leads the customer plan delivery for large, critical, and/or strategic accounts. Education and Thought Leadership Leads customer technology engagement by engaging and influencing technical resources of customer, partner, and Microsoft towards customer's business transformation. 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. Qualifications Required/Minimum Qualifications Bachelor's degree in computer science, Information Technology, Engineering, or Business or related field AND 5+ 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 business outcomes. 4+ years' experience in business consulting, consultative selling, or change management. 4+ years' experience leading technical, support, and/or partner teams This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. * Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

Responsibilities

The Account Technology Strategist advises and collaborates with clients to deliver AI and digital transformation solutions. This role involves building long-term relationships with decision-makers and orchestrating Microsoft and partner resources to meet client objectives.