Responsibilities

Architecture Design and Deployment

Creates a culture and clarity around technical insights and escalations, and ensures broad sets of projects move forward. Coaches team on practices for handling escalations.

Leads customer/partner projects that implement technical architecture(s).Provides thought leadership for related business strategy development and guides architect team in supporting the customer/partner throughout pre-sales and/or implementation.

Ensures architects are equipped with the capabilities and means to deliver architectural demonstrations, and provides coaching to allow architects to scale solutions.

Sets expectations for team around methodology and governance, and ensures that team identifies, communicates, and/or minimizes business and/or technical risks, defines customer/partner conditions of success, adheres to quality assurance, and calculates risks whilst designing and/or delivering solutions.

Drives validation of pilots, proof of concept (POC), and value (e.g., optimizing solutions and costs) across multiple accounts to prove the proposed architecture designs by ensuring that the conditions for success are in place. Ensures that pilots executed by the team are rooted in business impact. Appropriately leverages growth levers (e.g., Azure Credit Offer [ACO]) to ensure successful adoption of POCs.

Driving Customer Success

Acts as a leader around rhythm of business and pursues opportunities for optimization, proactively discusses potential business opportunities with customers. Holds peer teams accountable, and brings insights to drive Microsoft success. Drives One Microsoft mindset by orchestrating various resources for the customer.

Identifies gaps and drives new workloads through communication of financial value to the customer, collaborating with sales team and driving new workloads. Leverages their network and industry experience to connect customers with ideas, people, and resources to new support customer opportunities. Sets large-scale business goals for the customer to achieve through optimal cloud architecture(s).Creates a long-term, strategic vision (e.g., joint ventures, partnership for a line of business) to increase profitability. Ensures C-level support for established goals and long-term strategic plan. Assists in finding potential partners, including partners with diverse capabilities and experiences.

Builds customer timelines in conjunction with partners, establishes measurement of value, demonstrates ability to accelerate the customer's time-to-value, and drive the customer's digital transformation initiative. Contributes to alignment of multiple engagement plans.

Acts as the Voice of the Customer by acting as a role model for leveraging various internal resources (e.g., OneList, End Customer Investment Funds) and mentoring peers on practices around internal resource usage. Participates in Microsoft centric operations and cadences to align with customers as needed. Acts as a go-to resource for customer success.

Scale Customer Engagements

Leverages knowledge of resources (e.g., roles, Microsoft Technology Center, demo sites, virtual sites), with limited managerial support, to assess and remediate technical and non-technical blockers by engaging other teams (e.g., engineering, Account Team Unit, Specialist Team Unit) and conveying impact. Consolidates cases of common blockers in the area and drives appropriate escalation activities.

Proactively engages with, reaches out to, and coaches and enables team to identify and proactively engage with key customer technical decision makers and influencers. Anticipates industry trends and utilizes information on customer business, industry, needs, and key priorities to position organization to deliver architectures that account for changing industry landscapes across multiple accounts. Proactively seek to keeps up to date with customer information, industry and market trends, and compliance regulations.

Enables and empowers team to lead and win customer technical decisions by streamlining processes and managing the flow of wins, leveraging knowledge of processes (e.g., Managed Service Provider, co-sell partners), tools, and programs (e.g., FastTrack, End Customer Investment Funds).

Uses comprehensive knowledge of customer context, cross-solution or portfolio expertise, and deep technical and market/industry knowledge to establish and enhance credibility with customers individually or at scale.

Provides feedback on team resources and maximizes the impact of customer engagements through capacity planning, prioritization, capabilities assessment, and utilization of resources. Receives instructions to prioritize resources and maximizes selling time to achieve scorecard objectives and subsidiary strategy.

Scale Through Partners

Applies, customizes, and guides colleagues to use existing demonstration assets. Demonstrates and oversees demonstrations (e.g., Architectural Design Sessions, Proof of Concept sessions, pilots, hackathons) of solutions and position solutions against competitors. Leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business. Leads the review of partner demonstrations and supports partners to ensure alignment with Microsoft standards.

Maximizes subsidiary level capacity and capabilities of scaling through partners by coaching team to grow partner network, identifying gaps, and promoting the partner within the Microsoft ecosystem (e.g., account teams).Raises escalations or alleviates blockers through collaboration with manager-level counterparts in cross-functional groups.

Builds knowledge of team by enabling learning and identifying experts to share knowledge. Enables team to share complete knowledge with internal teams, influence compete strategies, and highlight Microsoft advantages during architecture and capability discussions.

Coaches team to monitor, analyze, or implement action plans to promote customer usage of key/prioritized Microsoft solutions/products that support customer’s business outcomes. Identifies opportunities to promote usage in a productive way.