Build Strategy
Proactively develops strategic cross-workload/subsidiary and account-level responses to specific market threats by identifying market patterns and delivering feedback to business group on industry trends and needs.
Builds customer compete knowledge, documents compete patterns across solution areas, and shares within the community to drive change and escalations for competitive selling strategies. Acts as a subject matter expert on a particular competition. Delivers customer compete knowledge back to product and engineering teams.
Works with local account teams to provide feedback on corporate domain messages. Works with local account teams to tailor and drive customer win strategy for the local markets.
Monitors, analyzes, and provides input on proactive action plans to promote customer usage of key/prioritized Microsoft solutions/products that support customer’s business outcomes. Identifies opportunities to promote usage.
Acts as the voice of the customer (VOC) by acting as a role model for leveraging various internal resources (e.g., unified action tracker [UAT], technical feedback platform) and mentoring peers on best practices around internal resource usage. Participates in Microsoft centric operations and cadences to align with customers as needed. Acts as a go-to resource for customer success.
Scale Customer Engagements
Identifies and engages with key customer technical and business decision makers, anticipating customer needs and issues and engages with sales team and delivering/driving sales strategy.
Ensures consistency and quality of engagements through adherence of standards and best practices (e.g., managed service provider [MSP], managed certified professional [MCP]) in and provides feedback as needed. Models common sales and delivery methodology for the Microsoft sales organization to identify and engage customers in new opportunities. Actively seeks and incorporates feedback on customer impact to increase capabilities.
Helps identify team resources needed through customer scope validation. Helps to maximize impact of customer engagements by executing on solutions to blockers.
Leverages knowledge of programs and investments (e.g., Microsoft Technology Center [MTC], exec briefing center, partner workshops) and proactively engages engineering, product, and support teams to remediate escalated technical blockers and anticipate and potential blockers based on needs.
Uses knowledge of customer context and broad technical, domain, cross-solution, and market/industry knowledge and experience to build credibility with customers individually or at scale.
Leads and ensures a broad range customer needs are met by showcasing suitable Microsoft solutions anchored in insights and business value, and influences customer technical buy-in. Establishes rules of engagement (e.g., role boundaries, handoff strategies) for extended team, and leverages deep knowledge of processes (e.g., Managed Service Provider [MSP], co-sell partners), tools, and programs (e.g., FastTrack). Ensures and drives alignment of Microsoft technologies with future sector standards and requirements by working with industry boards and driving customer case studies and references.
Scale Through Partners
Scales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem and drives the orchestration model for partner engagement at scale. Proactively collaborates with pre-sale team and partners. Self-identifies and selects top 5 to 10 go-to partners on proactive and early engagement in opportunities. Reviews partner engagement and provides feedback to partners. Works with Tech Leadership of partner on joint goals of partnership
Scales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem (e.g., account teams) and drives the orchestration model for partner engagement at scale.
Solution Design and Proof
Adapts and extends architecture patterns across technologies/solution areas to accommodate complex customer and/or business requirements and drive integration solutions for industry flavor. Delivers assets that can be leveraged by others in the business.
Applies, customizes, and guides colleagues to use existing demonstration assets. Demonstrates and oversees demonstrations (e.g., pre-built demos, architectural design sessions [ADS], proof of concept [POC] sessions with partners, pilots, hackathons) of solutions and position solutions against competitors. Leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business. Leads the review of partner demonstrations and supports partners to ensure alignment with Microsoft standards.
Technical Leadership
Leads and oversees group training or one-to-many events (e.g., workshops, Webinars) to present and educate customers, partners, and colleagues with subject matter expertise across Microsoft solution areas/products.
Identifies connections across platforms/workloads to promote collaborative learning. Builds readiness plans for peers or area level and proactively identifies gaps and new opportunities for learning.
Monitors, responds to, and acts as a thought leader on internal and external tech community posts, establishes and leads vibrant tech communities, including community calls, sessions, hackathon, etc. and acts as a mentor to the community. Contributes and participates in Customer Executive Briefing Center sessions. Shares best practices internally on community calls and drives recognition of Microsoft cloud solutions through presentations and engagements with external audiences.
