Account Technology Strategist - Education Job at Microsoft

How does the ATS role add value?

The ATS is an Customer aligned Relationship Resource with the following Core Responsibilities:

1.Gather a 360° Customer Insight profile, incl. IO, IT and Application Platform, and the Partner and Competitive landscape.
2.Build Trusted Technical Relationships with the TDM, in particular with the CIO, CSO, CTO and their direct reports.
3.Drive Realized Platform Value, by driving a Deployment and Adoption Strategy, and orchestrating Technical Resources from the STU (SSP/TSP), Microsoft Services, and Partners for Execution.
4.Initiate Growth by Competitive Displacement, by building a qualified competitive pipeline, initiating Capability Led (IO) Conversations, supporting APO (BGA/AGA) Engagements, and leveraging the Microsoft Account Planning process.

The ATS has 3 distinct sales motions:
1.Deployment: The ATS owns the Deployment Strategy, and drives a customer validated Deployment Plan, supported by STU, Microsoft Services and Partners.
2.Capability Led Selling (IO): The ATS initiates the IO Conversation (incl. IO Discovery) as a Trusted Technical Relation to the TDM (in particular the CIO, CSO and CTO), and supports STU resources (SSP/TSP) in driving competitive opportunities.
3.Application Platform Selling (APO): The ATS supports APO BGA and AGA engagements, owned and orchestrated by AM and SSP Platform.

How is the ATS role unique from other roles?

The ATS role is unique in:
a.Its focus on long-term sustainable growth.
b.Its in-depth knowledge of Customers' IT environments.
c.Its ability to build long-term Trusted Technical Relationships, and have solid and meaningful Technical conversations.
d.Its broad knowledge of the entire Microsoft Enterprise Platform, and the ability to map it to the Customer Business needs and priorities.
e.Its ability to qualify and initiate competitive opportunities and work with Microsoft and/or Partner resources to grow the Microsoft Infrastructure and Application Platform.

Deliverables, Tasks and Success Criteria

Enable Business Growth for our customers, by delivering Business Value with the Microsoft Platform, thus securing long-term Sustainable Growth.

Gather Customer Insight (10%)
•Create IO Maturity and IT Profile by leveraging IO Discovery Process & questionnaire
•Gather Partner & Competitive eco system
•Understand Customers' Industry, Business needs and Priorities

Build Trusted Technical Relationships (20%)
•Develop Trusted Technical Relationships with the Customers' TDM Community
•Establish verifiable Conditions of Satisfaction with key contacts
•Drive and Grow Customer Satisfaction (NSAT)

Drive Realized Platform Value (25%)
•Develop a Microsoft Technology Roadmap and Capability Vision with the Customer
•Drive Deployment & Adoption

Initiate Competitive Displacement (25%)
•Identity and Qualify Core and BP IO opportunities and grow the Microsoft Infrastructure Platform
•Support Business- and Application Gap Analyses to grow the Microsoft Application Platform

Leverage Account Planning (5%)
•Support AM in building a solid multi-year Account Plan
•Support Business- and Application Gap Analyses to grow the Microsoft Application Platform

Orchestrate and coach Technical Resources (10%)
•Orchestrate STU (SSP/TSP) resources on qualified opportunities
•Orchestrate MCS and Partner resources on Deployment & Adoption execution

Plan Personal Development (5%)
•Maintain L200 on Microsoft Enterprise Product Portfolio
•Build and maintain Industry and Competitive knowledge, relevant to assigned Customers

What business results is this role accountable for? What are the key initiatives/ challenges facing this role over the next 6 months to 3 years?

The ATS is responsible to build a trusted relationship with customers, realize Platform Value resulting in long-term sustainable growth. Key driver is to make sure customers deploy and adopt the Microsoft Platform and get true Business Value.

In what ways and levels does this role affect Microsoft: department-wide impact, division-wide impact, domestic only, worldwide, etc.?
The ATS is a relationship resource aligned with local and/or global customers.

The impact an individual ATS has is limited to the customers that the ATS is assigned to and as the ATS is a long-term resource, tenure in role and assigned customers is advised.
On a WW scale the WW ATS community is a key resource (like no other role within Microsoft) to secure a long-term sustainable business for Microsoft!

What are the key decisions that this role makes? What is the importance of these decisions? On what decisions would this role need to defer to its manager or customer?

As a relationship resource the ATS should aspire to be seen by the customer as a trusted advisor; building credibility by driving IO maturity conversations, IT roadmap strategies and relevant mapping to existing (sometimes competitive) IT infrastructure , business needs, priorities and strategies.

what extent is the role responsible for the strategy, design, development, rollout or implementation of programs, products and/or services?

The ATS role is responsible for building a holistic 360° IT and IO profile of the customer, based upon which the AM and ATS build their long-term Account Plan Strategy; including short-term revenue and deployment targets and long-term growth goals.

What collaboration is required for the ATS?
The ATS works very closely with multiple stakeholders, within Microsoft and with Partners:
•ATU Manager and Account Manager on Account Strategy.
•STU Resources (SSP/TSP) on Capability Led Selling and short-term revenue opportunities.
•Microsoft Services, including Service Executive, Premier (TAM) and Advisory & Architecture Services (ITAP), on Deployment & Adoption.
•PTU & Partners on deployment and implementation projects.
•Industry Resources on Solution Selling Opportunities.
•Product Groups on Roadmaps, TAPS and POC's.

Requires:
>3–5 years of related experience
>A understanding of MS technologies
>Architecture background
>Bachelor's Degree( Computer Science, Information Technology), Masters/MBA beneficial
>Professional Training and Certification: Sales and Partner management, complex sales training (i.e. Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSSP);
Broad evangelism through events (presentation skills); Effective marketing tactics; CRM (Siebel or other).
>Experience in: a Technical sales or consulting position within an IT consulting or Services company such as Cisco, Accenture, IBM Global Services, HP, Cap Gemini or equivalent; Technical sales or consulting position in a competing Software Company, particularly IBM or Oracle; CIO or IT Ops position in a medium to large Company.
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