In short
Leads strategic relationships with C-suite and senior business, technology, and operations leaders across a complex global Tier 1 bank, serving as a trusted technical advisor. Drives Azure business growth, cloud adoption, and digital transformation initiatives by orchestrating cross-functional Microsoft teams and influencing customer strategy.
Responsibilities
- Lead strategic relationships with C-suite and senior leaders in a global Tier 1 bank.
- Serve as a trusted technical advisor, aligning Microsoft's vision with customer priorities.
- Orchestrate cross-functional Microsoft teams to develop executive engagement strategies.
- Drive cloud transformational initiatives and Azure business growth, focusing on adoption, modernization, and platform commitments.
- Act as the senior voice of the customer within Microsoft, influencing investment decisions and product direction.
- Partner with CEOs, CIOs, CTOs, CISOs, and line of business executives to shape digital transformation strategies.
- Build and maintain executive relationship maps, governance frameworks, and engagement plans.
- Establish best practices for executive engagement, business planning, and Azure consumption growth.
- Demonstrate deep expertise in Microsoft's cloud strategy, Azure platform, AI portfolio, and industry solutions.
- Leverage senior engineering leadership relationships to influence opportunities and resolve complex business challenges.
- Synthesize business and industry insights to develop account management strategies and recommendations.
- Apply deep expertise to identify relevant Industry Sales Kits and partners within the customer's vertical industry.
- Articulate industry-related market trends, customer threats, opportunities, and barriers to growth.
- Act as the customer's Technology Mentor to senior leaders (CXO-level).
- Advise on solutions and align Microsoft capabilities with customer needs.
- Lead customer business transformations through digital technologies.
- Create enablement plans for large and high-stakes customers.
- Drive customer skilling initiatives.
- Lead customer technology engagement, motivating technical resources towards customer transformation.
- Deliver regular industry/technology engagements and briefings to customer CXOs and BDMs.
- Orchestrate internal teams and partner ecosystem for demand generation and resource allocation.
- Establish best practices for account planning and review, aligning with quota attainment and consumption goals.
- Coordinate highly complex extended account teams and drive forecasting.
- Own the technical portion of the account plan and lead customer plan delivery.
- Contribute to the creation of stakeholder maps and coverage plans.
- Lead the customer journey into the era of AI and Industrial Metaverse.
- Build mid-term strategy for AI and metaverse projects and orchestrate execution.
- Lead Account Strategy Envisioning (ASE) with extended teams, customers, and partners.
- Create new Stage 1 opportunities and manage consumption pipeline.
- Orchestrate efforts to drive MCEM lifecycle progression.
- Coach peers on opportunity initiation and mapping Microsoft priorities.
- Define the technology blueprint for opportunity initiation and share best practices.
- Create, develop, and drive opportunities based on industry best practices.
- Present opportunities to the customer and create demand.
- Develop plans to create and qualify opportunities for product sales, solutions sales, or consumption.
- Leverage multiple channels to create demand.
- Lead technical teams for driving opportunities.
- Reach out to key stakeholders for customer-driven pitches and drive customer reach to generate new demands.
- Lead analysis of customer situations for large and complex accounts, advising on gaps for Microsoft solutions.
- Lead the adoption of technologies by plotting strategic, long-term customer/partner business strategy.
- Act as a strategic link between Microsoft and the customer for identifying strategic efforts and resources.
- Contribute to the creation of multi-horizon technological and business roadmaps for strategic accounts.
- Validate strategy and plan with customer stakeholders and drive envisioning.
- Contribute to the translation of customer business objectives to develop an effective Industry Technology Architecture.
- Maintain and leverage broad knowledge of Microsoft's product landscape, solutions, and strategy.
- Proactively coordinate with internal and external network of industry experts.
- Leverage deep understanding of customers to share knowledge with virtual team.
- Act as the voice of the customer and internal advocate, providing feedback to internal teams.
- Escalate pressing issues for customers to Microsoft internal stakeholders.
- Provide Account thought leadership, sharing best practices internally and coaching subsidiary resources.
- Provide technical guidance to internal teams to position technology.
- Create connections and feedback loops with Product and Engineering teams.
- Create security thought leadership with customer executives using Microsoft Security and Zero Trust narratives.
- Engage TDM and BDM stakeholders to position security as a business enabler.
- Use understanding of customer technology and security needs to establish Microsoft’s security credentials.
- Build opportunities to improve customer's security posture and orchestrate execution through security specialists.
Requirements
- 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.
Desired Qualifications
- 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.
Benefits
- The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 per year.
- Different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, the base pay range for this role in those locations is USD $165,600 - $272,300 per year.
- Certain roles may be eligible for benefits and other compensation.
- Additional benefits and pay information available at https://careers.microsoft.com/us/en/us-corporate-pay
#technology sales#strategic account management#cloud#Azure#AI#digital transformation
Company
Microsoft
Job Posted
4 weeks ago
Employment Type
Full Time
WorkMode
Hybrid
Experience Level
Senior
Locations
United States
Qualification
Bachelor
Applicants
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