Account Technology Strategist

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Microsoft’s Enterprise Team focuses on empowering customers on their digital journey, from envisioning new possibilities to delivering solutions that result in targeted business outcomes and a great customer experience and revenue growth for Microsoft. This role is in the Lifescience industry.

As the Account Technology Strategist for the Lifescience sector, you will take the leadership to motivate internal teams and teams of our partner ecosystem to build a strategic customer framework, you will provide technical guidance to teams, build and maintain strong industry and client knowledge, and will act as the voice of the customer.

You will create mid- to long-term digital transformation roadmaps for your customers while ensuring the execution of the technological strategy. You will analyze customer needs and translate the customer business objectives to develop technology architecture. You will lead industry and digital transformation acceleration to identify, create demand, and deliver customer solutions.

You will create new and drive opportunities based on account planning and will drive aligned customer conversations regarding the value of Microsoft solutions over competitors. You will support your v-team to sell Microsoft solutions and map technical customer requirements and business scenarios to Microsoft technology platforms.

• A Bachelor's OR Masters Degree in Computer Science, Information Technology, Engineering, Business, or a related field is required
• Experience in technical selling, technical consulting business or a related technical sales role
• Experience in working in an industry - preferably Lifescience - driving digital transformation
• Proven track record in analyzing translating customer needs into business objectives and technology architecture.
• Experience in making recommendations to and collaborating with mid-to-senior level executives

Customer and Lifescience Industry Insights

Applies expertise 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 the combination of industry and Microsoft technology knowledge to support customers in solving transformational challenges.

Generates business insights based on knowledge of the customer's technology landscape, engagement experience, and proactive collaboration with the customer, internal teams and industry, to conduct forecasting and develop recommendations for account management. 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.

Technology Strategy Formulation

Leads analysis of overall customer needs, outcomes, and blockers. Determines key stakeholders for driving execution, identifies and addresses gaps and drives end-to-end solutions. Leads the adoption of technologies by plotting the long-term vision of the customer's business strategy and driving action to bring to fruition.

Leads and ensures execution of technology strategy and digital transformation by anticipating and/or leading the resolution of technical blockers that arise during account planning and implementation and driving technology adoption.

Creates mid- and long-term multi-horizon technology and business roadmap based on a deep understanding of business and technology priorities and industry landscape. Challenges and validates the strategy and plan with customer stakeholders and drives envisioning and articulates business and program changes in the roadmaps around new and groundbreaking capabilities. Leads the translation of the customer's business objectives in conjunction with Industry Sales Kits and Solution Plays (including consumption-heavy workloads and cloud services) to develop an effective Industry Technology Architecture to drive consumption and adoption of Microsoft cloud and a higher share of customer potential and propensity (CPP).

Technology Sales: 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.

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.

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.

Technology Sales: Demand Generation and Orchestration

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.

Identifies customer issues, creates demand, and creates opportunities to uncover new solutions. Creates and qualifies a set number of opportunities for product sales, solution sales, or consumption. Leverages partners to drive demand generation and capitalize on opportunities. Orchestrates efforts to drive MCEM lifecycle and stage progression. Works within a broader strategy to lead efforts with technical teams for driving opportunities including Specialist Team Unit (STU), Customer Success Unit (CSU), and others, as necessary. Contributes to 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 technical knowledge of products to determine feasibility of technical customer requirements requests and works with core engineering teams to prepare solutions.

Trusted Advisor

Leverages account information technology (IT), industry, and business strategy to provide coaching to internal Microsoft teams on customer technology profiles and strategies. Provides technical guidance to internal teams to position technology while using customer landscape knowledge.

Proactively builds and maintains a broad knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face. Ensures execution of technology strategy and/or digital transformation by identifying and resolving technical blockers that arise during strategy planning and implementation and driving technology adoption.

Advises customer technical decision maker (TDM) and business decision maker (BDM) stakeholders on the benefits of embedding security throughout their technology landscape through the Microsoft Security and Zero Trust narratives.

Mapping and Account Planning

Orchestrates internal teams and helps customer technical specialists build the message to sell Microsoft offerings to other parts of their business. Creates stakeholder maps for accounts, and determines, and orchestrates a coverage plan.

Drives account planning for budgeting, quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Coordinates extended account teams and drives forecasting and tracking of the business.

Differentiated Value Proposition

Acts 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 SVP level (e.g., HR, Risk, Finance leadership). Develops extended relationships beyond core customers, advises on solutions, and aligns Microsoft capabilities with customer needs. Drives market share (e.g., cloud, collaboration, AI). Ensures line-of-business wins are captured (e.g., customer write-ups) as reference for scale, and represents the face of the business during public relations events for significant business wins.