Account Technology Strategist

6 months ago

Kuala Lumpur, Malaysia Microsoft Full time

We are looking for a senior Account Technology Strategist to manage key FSI accounts in Malaysia.

**Customer Strategy Leadership**
- Understand customer business objectives, tech landscape and digital strategy; lead Acct Strategy Envisioning workshops to develop the account plan and build a customer-approved 3-H plan
- Grow and manage relationship with C-level tech/innovation executives and BU tech leaders, become customer's technology mentor
- Accelerate innovation through technology enablement establishing Microsoft as strategic partner, not technology vendor; orchestrate tech roles in MSFT and Partners to ensure conversations are aligned to Customer Plan

**Technology Relevant Trusted Seller**
- Create and qualify net new Stage 1 pipe from your customer knowledge and agreed 3-H strategy, generate a roadmap to open new rooms of the house and drive revenue, adoption and consumption
- Drive Business growth and tech transformation through mainstream solution plays and partner co-sell; lead tech roadmap planning to drive consumption pipeline creation and governance with the customer
- Embrace and leverage MCEM to orchestrate specialist and partner resources ensuring pipeline velocity

**Cross Solution Area Leadership**
- Create thought leadership with customer to land Halo and Solution Area narratives creating net new stage 1 pipeline, esp. AI, Ind. Metaverse and Security
- Use insightful listening and situational fluency to influence the customer, build agreement to create new business and advance the customer in new transformational technologies

**Responsibilities**:
**Customer and Industry Insights**
- Synthesizes and combines various business and industry insights from their 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. Ensures that all levels of the organization challenge customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights. Orchestrates cross-regional teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. 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.
- Applies expertise (deep expertise across few accounts or broad expertise across many accounts) 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 industry knowledge to support customers in solving issues.

**Trusted Advisor**
- Provides Account thought leadership inclusive of information technology (IT), business strategy knowledge, and technology landscape, and shares best practices internally while providing coaching to subsidiary resources. Leverages account thought leadership in partnership with account executives to set strategy, own accountability for outcomes, and lead extended teams. Provides technical guidance to internal teams to position technology while using customer landscape knowledge. Creates connections and feedback loops with Product and Engineering teams.
- Creates security thought leadership with the customer's executives (e.g., technical decision maker [TDM]/business decision maker [BDM]) using the Microsoft Security and Zero Trust narratives and engages TDM and BDM stakeholders to position security as a business enabler and instill a security mindset in all aspects of the customer's technology landscape. Uses their understanding of the customers' technology and security needs to establish Microsoft’s security credentials and to build opportunities to improve the customer's security posture and orchestrates execution through security specialists.
- Leverages a broad knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs. Proactively coordinates with internal and external network of industry experts (e.g., Regional Experts, industry-specific partners) to build strong knowledge of the industry and the competitive landscape. Drives and leverages leaders from the partner ecosystem to bridge process gaps. Leverages deep understanding of their customer to share knowledge with extended team and leverages advanced knowledge of competitors to promote customer business perspectives. Partners with others (e.g., enterprise-channel mana

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