Strategic Account Technology Specialist

2 months ago

Copenhagen, Copenhagen, Denmark Microsoft Full time
Job Description

Overview

In this key role, you will serve as a trusted technology partner for one of our most significant clients. You will exercise informal leadership over a broader team committed to supporting this esteemed client. In close collaboration with the Chief Technology Officer (CTO) and technical decision makers (TDMs) at the client, you will act as a bridge between technology/IT and business.

Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees, we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day, we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

Customer and Industry Insights

  • Synthesize and combine various business and industry insights from your 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.
  • Ensure that all levels of the organization challenge customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights.
  • Orchestrate cross-regional teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts.
  • Oversee technical teams for driving opportunities with others, as necessary.
  • Bring in business and industry insights to address the broader business challenges for the customer and deliver solutions.

Trusted Advisor

  • Provide Account thought leadership inclusive of information technology (IT), business strategy knowledge, and technology landscape, and share best practices internally while providing coaching to subsidiary resources.
  • Leverage account thought leadership in partnership with account executives to set strategy, own accountability for outcomes, and lead extended teams.
  • Provide technical guidance to internal teams to position technology while using customer landscape knowledge.
  • Create connections and feedback loops with Product and Engineering teams.

Technology Strategy Formulation

  • Lead analysis of overall customer needs, outcomes, and blockers.
  • Determine key stakeholders for driving execution on the largest and/or most complex accounts.
  • Partner with global executives to lead overall strategy development (e.g., blocker identification, partner strategy) to identify and address gaps and drive end-to-end solutions.
  • Lead the adoption of technologies by plotting the long-term vision of the customer's business strategy and driving action to bring to fruition.

Technology Sales: Demand Generation and Orchestration

  • Create, develop, and drive opportunities based on industry best practices, present opportunities to the customer, and create demand.
  • Develop a plan, within a broader strategy, to create and qualify a set number of opportunities for product sales, solutions sales, or consumption.
  • Leverage partners and multiple channels (e.g., social media) to create demand.
  • Orchestrate efforts to drive MCEM lifecycle and stage progression.
  • Leverage experience and strategic foresight to lead technical teams by driving opportunities with Specialist Team Unit (STU), Customer Success Unit (CSU), and others, as necessary.

Differentiated Value Proposition

  • Act as the customer's Technology Mentor in established relationships with a line-of-business leader or senior executive within a large-scale or high-impact customer organization senior leaders, including technical decision makers (TDMs) and/or Business Unit leaders at the C-level (e.g., HR, Risk, Finance leadership).
  • Develop extended relationships beyond core customers, advise on solutions, and align Microsoft capabilities with customer needs.
  • Drive market share (e.g., cloud, collaboration, AI).
  • Lead customer business transformations through digital technologies for assigned accounts to drive business outcomes and create business value for customers by understanding customer industry and position to provide guidance and to challenge customer thinking with innovative ideas that showcase the need for change and new strategic direction.

Mapping and Account Planning

  • Help customer technical specialists build the message to sell Microsoft offerings to other parts of their business or end users.
  • Create stakeholder maps for accounts, determine, and orchestrate a coverage plan, and build out an execution framework across multiple Rooms of the House of the customer.
  • Orchestrate internal teams and local partners (inclusive of global systems integrators and consultancy partners) to ensure sufficient technical resources for demand generation, when appropriate.

Education and Thought Leadership

  • Lead customer technology engagement by engaging and influencing technical resources of customer, partner, and Microsoft towards customer's business transformation.
  • Deliver regular (e.g., quarterly, monthly) industry/technology briefings to customer technology senior decision-makers technical teams.

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