Job Description
The Account Technology Strategist (ATS) is part of the Microsoft Technical Sales Profession, aimed to enable the Business & IT goals of our Customers, by delivering Business value with the Microsoft Platform, thus securing long-term Sustainable Growth for Microsoft.
How does the ATS role add value?
The ATS is a Customer aligned Relationship Resource with the following core responsibilities:
• Gather a 360° Customer Insight profile, incl. Infrastructure Optimization, IT and Application Platform, and the Partner and Competitive landscape.
• Build Trusted Technology Relationships with the Decision Makers, in particular with the CIO, CSO, CTO and their direct reports.
• Drive Realized Platform Value, by driving a Deployment and Adoption Strategy, and orchestrating Resources from the Solution Team Unit (STU), Microsoft Services and Partners for Execution.
• Initiate Growth by Competitive Displacement, by building a qualified competitive pipeline, initiating Capability Led Conversations, supporting Application Platform Engagements, and leveraging the Microsoft Account Planning process.
The ATS has 3 distinct sales motions:
1. Deployment: The ATS owns the Deployment Strategy, and drives a customer validated Deployment Plan, supported by STU, Microsoft Services and Partners.
2. Capability Led Selling (Infrastructure Optimization): The ATS initiates the IO Conversation (leveraging IO Discovery) as a Trusted Technology Relation to the TDM (in particular the CIO, CSO and CTO), and supports STU resources (SSP/TSP) in driving competitive opportunities.
3. Application Platform Selling: The ATS supports Application Platform engagements, owned and orchestrated by Account Executive and Solution Sales Platform.
Candidate Profile
35 years of related experience
Bachelors Degree is required
Professional training/certification in:
• Sales and Partner management, complex sales training, sales methodologies,
• Broad evangelism through events (presentation skills),
• Effective marketing tactics,
• CRM (Siebel or other).
Technology Skills
• Expert knowledge of Infrastructure Architecture.
• Knowledge in the main Line of Business applications used in Oil&Gas Sector
• Good knowledge of basic Microsoft Enterprise products and technologies:
o Client Products
o Datacenter & IT Management Products
o Security Products
o Business Productivity Products
• Good knowledge of Competitive and/or Partner IT Infrastructure solutions and their sales/implementation models (including Local/Regional Partners).
We offer:
• Dynamic work environment.
• The best tools and technologies at your fingertips.
• The best sales practices and trainings.
• Smart and motivated team of One EPG.
• Unique chance for personal development & career growth.