Corporate Technology Strategist

JOB DESCRIPTION
Describe the focus of your work group and a general description of the work performed by the workgroup. Corporate Accounts (CA) customers at Microsoft include enterprise customers, both commercial and public sector, with at least 250 users up to several thousand users and are divided into two account segments: Corporate Account Managed (CAM) and Corporate Territory Managed (CTM). Goals for these segments include driving revenue growth, market share, and customer satisfaction. CA account managers manage relationships with these enterprise customers, work to understand and document their business objectives, and then in conjunction with qualified Partners, offer Microsoft solutions that exceed customer expectations.

Why does the CTS role exist?
The Corporate Technology Strategist (CTS) adds value to the Corporate Account Managed (CAM) business in Microsoft by providing technical guidance across the range of the Microsoft technology portfolio. This results in accelerated sales and expanded deployments of Microsoft technology in targeted accounts.

How does the CTS role add value?
The CTS role is a CAM tele-based role. They use their skills to add value in the following ways:
1. Work in the Corporate Account Team Unit (CATU) to develop customer engagement plans ranging from 1:1 to 1:Many engagements
2. Identify those customers where providing technical portfolio guidance will accelerate annuity business
3. Using Global Sales Exchange (GSX) as the input tool, contribute to the IT Profiles on customers, including using Account Discovery and profiling as the base
4. Identifying the gaps in Infrastructure Optimization (IO), Deployment, and Security within customer accounts and contributing to opportunity generation plans to address the gaps.
5. Defining IT Infrastructure and Client solutions that address customer pains and/or opportunities.
6. Ensuring handoffs to, and engagements with, the appropriate resources (within the CATU, to Partner Account Managers (PAMs), to Partner Technology Advisors (PTAs), or to Microsoft Services) at the appropriate phase of the Microsoft Solution Sales Process (MSSP).
7. Delivering presentations, briefings, or technology reviews that reinforce the IT Infrastructure for Microsoft value propositions.
8. Ensuring that customers are aware of the Microsoft Enterprise Product Roadmap and the Security benefits of a Microsoft-centric technology stack.
9. Engagement and collaborating with Partners who can help scale capacity.

How is the CTS role unique from other roles?

The CTS role is unique in:
a. Its breadth of technical knowledge of the Microsoft portfolio relative to other roles in the CATU
b. Its focus on developing relationship of a technology nature.
c. Its ability to successfully articulate and communicate (at a breadth level) the IT Infrastructure as a core component of the Microsoft business value proposition.
d. Its insights into customers' IT strategies, IT level business drivers, and IO maturity stages.

Primary Job functions

Responsibility/Activity Estimated Annual
% of Time
Technical guidance across the breadth of the Microsoft technology portfolio. This results in accelerated sales and expanded deployments of Microsoft technology in targeted accounts for a given period.

Success in this job deliverable is measured by revenue targets that are met or exceeded, an increase in Enterprise Account (EA) contracts being signed and an increase in deployments. (defined in commitments) Total of 100% across all activities below
Use Customer engagements to contribute to Account Intelligence and the customer IT Profile:
Tasks include

- Working on an ongoing basis with the Account Managers (AMs) to develop a customer tele-led engagement plan ranging from 1:1 engagements through 1:many events organised with other cross segment functions.
- Where it is required support the AM in validating aspects of the account plan. Include in this a regular review of deployment plans and goals being driven by a named partner.
- For every short duration 1:1 customer engagement contribute to the customer account discovery profile with intelligence gathered. Short duration can be taken to mean those engagements, where as a result of territory planning it has been agreed to give particular focus to a customer in support of an existing compelling event or to create a compelling event. The actual amount of time spent will be agreed with the AM and other members of the account team as there will be a constant balance with such a large number of accounts being engaged. 10%

Short duration, high impact 1:1 and 1:many technical level relationships with customers:
Tasks include development of technical relationships within the territory. The depth of these relationships will vary across the customer set and change over time according to where the CTS has been focusing based on territory planning.
It will include:
- Assisting other account team members on the technical input required to develop and expand customer contacts within all accounts.
- Driving at least 3x 1:many technical events per quarter across the account territory
- Develop relationships with partners who have trusted advisor relationships in your customer set. 15 %

Assisting Customers realize value from the Microsoft platform:
Tasks include:
- Communicating the optimization model to CAM customers and partners, building Microsoft's credibility in the marketplace.
- Use 1:1 and 1:many briefings describe the Microsoft technology roadmap and create the desire for the customer to engage directly or with partners to build a capability vision.
- Work with the AM to identify customer life cycle actions in Enterprise Account customers. Agree with the Account Managers (AMs) which of those you will take accountability for to ensure execution in order to support renewal, up-sell and long-term customer satisfaction.
- Through 1:1 and 1:Many engagements, support customers to describe to them the benefits of Microsoft cloud technologies and how to implement a secure and well managed on premise Microsoft platform. 15 %

Competitive displacement resulting in key platform wins
Tasks include:
- For those accounts that require 1:1 interaction understand the environment to the extent that you understand the most significant competitive threats in the account
- During 1:Many interactions, articulate the benefits of the Microsoft portfolio including BPOS, relative to competing products.
- With the account team help identify opportunities to generate compelling proposals for new customers and up-sell proposals for renewal customers.
- Determine roadblocks affecting successful competitive wins and communicate the Microsoft value propositions to assist in their removal. 25%

Valid, healthy IT infrastructure pipeline and deployment plan
Tasks include:
- Working with the AMs determine on a quarterly basis which accounts warrant greater depth attention (as opposed to broader engagements) to accelerate BPOS and EA opportunities. Use the Microsoft Solution Sales Process.
- Identify key capability opportunities that are aligned with the customer's priorities.
- As customers cycle in and out of deeper focus, ensure those where the cycle is in deeper focus have deployment plans in place and are active (as previously stated make use of other Microsoft resources in this respect eg services)
- Develop a quarterly plan with the AMs and marketing for broader reach events or tele campaigns to extend to ensure all customers receive a frequent technical touch as part of their Microsoft experience 20%

Coaching individuals and Microsoft teams on technology strategies specific to customers' needs.
Tasks include
- Ensure the CATU, Services, Partners and Strategists are aligned on the same technology message when working with customers to bring EA opportunities to closure.
- Provide consistent coaching across the account team, including partners, to ensure that the Microsoft technology roadmap is understood
- Coach Microsoft resources (AMs, Services, Partners and Strategists) on how to leverage customers' technology pain points or vulnerabilities and turn them into opportunities where Microsoft has a strong solution 15%

COMPANY OVERVIEW:

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