Account Technology Specialist-public Sector

hace 6 meses

Bogota, Colombia Microsoft A tiempo completo

Technology Sales background: Demand Generation and Orchestration
- Creates, 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 create and qualify a set number of opportunities for product sales, solutions sales, or consumption. Leverages partners and multiple channels (e.g., social media) 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), 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 demand. 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, formerly IDTA) with the extended account team, customer, and partner to deliver the outcomes for the customer through joint envisioning, as a vehicle for 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. Coaches peers (often as a mentor across a region or country) on how to create and maintain an opportunity initiation and how to map Microsoft priorities to opportunities. Defines the blueprint for opportunity initiation, and sets and shares standards and best practices for others to follow.
- Leads the customer journey into the era of AI and Industrial Metaverse by creating a targeted approach tailored to their current business requirements and positions Microsoft as a leader for the future, both for accelerating productivity as well as helping the customer create new capabilities to support their business. Leverages expertise of current technology landscape and understanding of AI and Industrial Metaverse capabilities to plot the foundational elements on the technology roadmap that need to be in place to realize value for the customer. Builds a mid-term strategy for AI and metaverse projects as well as an immediate opportunity pipeline and orchestrates execution through the appropriate technical teams from the Specialist Team Unit (STU) and with appropriate Partners.

**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 (e.g., level 200) related to customers and their competitors to conduct forecasting and develop recommendations for managing accounts and subsidiary planning. Ensures that all levels of the organization challenge customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights. Orchestrates cross-regional teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Oversees technical teams for driving opportunities with others, 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) and thought leadership to identify and inform the development of the right Industry Sales Kits 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. Leverages industry trends from other industries to gather insights and develop an informed perspective on similar issues that may occur within their industry/industries. Applies industry knowledge to support customers in solving issues.

Trusted Advisor
- Provides Account thought leadership inclusive of information technology (IT), business strategy knowledge, and technology landscape, and shares best practices internally while providing coaching to subsidiary resources. Leverages account thought leadership in partnership with account executives to set strategy, own accountability for outcomes, and lead extended teams. Provides technical guidance to internal teams to position technology while using customer landscape knowledge. Creates 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]) using the Microsoft Security and Zero Trust narratives and engages TDM and BDM stakeholders to position

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