Job description

Microsoft’s Industry Team focuses on empowering customers on their AI Transformation. This team is responsible for understanding the Healthcare and Life Sciences industry and our customers’ business and priorities, develop relationships with leaders by generating interest into Microsoft solutions accelerating their AI Transformation and driving revenue growth for Microsoft. The Healthcare and Life Sciences Organization is looking for an Strategic Account Technology Strategist (ATS). This role will be a critical aspect of one of the leading teams across the US Healthcare business. Helping drive the business and technical strategy for a Fortune 10 client that is involved in financial services, retail and healthcare delivery will be a core critical aspect to this position. The team and client are part of the Strategic Client Group and the visibility that this role has, reaches the very top of Microsoft in terms of impact. In this role you will: • Orchestrate global teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Partners with customers and/or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business. • Leverage a strong knowledge of Microsofts product landscape, solutions, and strategy to address customers needs. Acts as the voice of the customer and internal advocate across all levels of the organization. • Provide analysis of overall customer needs for some of the largest and most complex accounts, and advises on gaps that would benefit from Microsoft solutions. • Lead customer business transformations through digital transformation for assigned accounts. • Partner with a line-of-business leader or senior executive within a large-scale or high-impact customer organization to articulate how complex Microsoft technology/services will meet future business needs better than the competition. • Contribute to the creation of stakeholder maps for accounts, determines and orchestrates a coverage plan, and builds out an execution framework. • Establishe best practices and standards for aligning with quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. • Use existing and new readiness resources to demonstrate expertise in creating enablement plans for large and high-stakes customers, and all-up Microsoft business. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. Qualifications Required/minimum qualifications • Bachelors Degree in Computer Science, Information Technology, Engineering, Business or related field AND 7+ years technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience OR equivalent experience. • 3+ years experience in digital transformation or using technology to drive customer business outcomes. Other Requirements: Microsoft is unable to sponsor a work visa for this role due to the nature of the role’s job duties. Additional or preferred qualifications • Bachelors Degree in Computer Science, Information Technology, Engineering, Business or related field AND 14+ years technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience OR equivalent experience. • 5+ years experience in digital transformation or using technology to drive customer business outcomes. • 4+ years experience in business consulting, consultative selling, or change management. • 5+ years experience leading technical, support, and/or partner teams. • Knowledge of Microsoft portfolio including Azure. Strategic Account Technology IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $165,600 - $272,300 per year. Microsoft will accept applications for the role until September 27, 2025 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 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 provide alternate perspectives to enable customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights. Orchestrates global teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Brings in business and industry insights to address the broader business challenges for the customer and deliver solutions. • Applies deep expertise and thought leadership to identify the right Industry Sales Kits and industry partners within the customers 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 customers broader industry. Applies industry knowledge to support customers in solving issues. Partners with customers and/or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business. Differentiated Value Proposition • Acts as the customers Technology Mentor in established relationships with senior leaders including technical decision makers (TDMs) and/or business decision makers (BDMs) at the Chief X Officer (CXO)-level. Develops extended relationships beyond core customers, advises on solutions, and aligns Microsoft capabilities with customer needs. Leads customer business transformations through digital technologies for assigned accounts to drive business outcomes and create business value for customers by understanding customer industry and position to provide guidance and to challenge customer thinking with innovative ideas that showcase the need for change and new strategic direction, and proactively involves corporate and cross-industry resources to drive customer transformation. Ensures line-of-business wins are captured (e.g., customer write-ups) as reference for scale. • Partners with a line-of-business leader or senior executive within a large-scale or high-impact customer organization to articulate how complex Microsoft technology/services will meet future business needs better than the competition and will enable the achievement of long-term growth and success. Leverages the full scope of Microsofts digital technologies for offering varied solutions and services. Education and Thought Leadership • Uses existing and new readiness resources and demonstrates expertise in creating enablement plans for large and high-stakes customers, and all-up Microsoft business. Drives innovations to help customers meet capacity and capability goals, maximize reach and impact, and drive long-term engagement and thought leadership on the Microsoft platform, and influences large customers to see and adopt the strategic value. Drives customer skilling initiatives and execution along with the account executive (AE) and enterprise skilling initiative (ESI) teams. • Leads customer technology engagement by motivating and inspiring technical resources of customer, partner, and Microsoft towards customer’s business transformation. Delivers regular (e.g., quarterly, monthly) industry/technology engagements and/or briefings to customer Chief X Officers (CXOs), their technical team, and business decision makers (BDMs) to drive execution and focus on competitive advantage Mapping and Account Planning • Orchestrates internal teams and partner ecosystem (inclusive of global systems integrators, consultancy partners, and Microsoft Industry Solutions (IS) to ensure sufficient technical resources for demand generation, when appropriate. Contributes to global resource requirement availability, and understands how to allocate and create the appropriate resources for the project. Proactively bridges technology resources with the customer. • Establishes best practices and standards around account planning and review for aligning with quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Share account planning output with the customer and constantly realign to the customers expectations. Coordinates highly complex extended account teams (e.g., spanning complex technologies, geographies, functions) and drives forecasting and tracking of the business. Owns the technical portion of the account plan and leads the customer plan delivery for large, critical, and/or strategic accounts. Captures all Account Planning input in MSX D365 Account Plan. Provides Account thought leadership inclusive of information technology (IT), industry, and business strategy knowledge, and shares best practices internally while providing coaching to subsidiary resources. Leverages account thought leadership in partnership with account executives to set and refine strategy, own accountability for outcomes, and lead extended teams. • Helps customer technical specialists build the message to sell Microsoft offerings to other parts of their business. Contributes to the creation of stakeholder maps for accounts, determines and orchestrates a coverage plan, and builds out an execution framework across multiple Rooms of the House of the customer. Technology Sales: Demand Generation and Orchestration • 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. Builds a mid-term strategy for AI and metaverse projects as well as an immediate opportunity pipeline and orchestrates execution through the appropriate technical teams from the Specialist Team Unit (STU) and with appropriate Partners • Leads Account Strategy Envisioning 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 Horizontal 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. Orchestrates efforts to drive MCEM lifecycle and stage progression in collaboration with the Specialist Team Unit (STU), Customer Success Unit (CSU). Coaches peers (often as a mentor across a region or country) on how to create and maintain an opportunity initiation and how to map Microsoft priorities to opportunities. Defines the technology blueprint for opportunity initiation, and sets and shares standards and best practices for others to follow. • 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 multiple channels (e.g., social media) to create demand. Leads technical teams for driving opportunities including 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 demands. Technology Strategy Formulation • Leads analysis of overall customer situation for some of the largest and most complex accounts, and advises on gaps that would benefit from Microsoft solutions, using an understanding of the business strategies and outcomes that technology can support. Leads the adoption of technologies by plotting the strategic, long-term vision of the customers/partners business strategy and drives action to bring to fruition. Acts as a strategic link between Microsoft and the customer for identifying a pathway for strategic efforts and resources necessary for building a strategy. • Contributes to the creation of trusted, long-term (e.g., three years plus) multi-horizon technological and business roadmaps for highly prominent, challenging, and/or strategic accounts based on a deep understanding of business and technology priorities and the customers industry landscape. 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. Contributes to the translation of the customers 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 plan for and drive consumption and adoption of Microsoft cloud and a higher share of customer potential and propensity (CPP). Trusted Advisor • Maintains and leverages a broad knowledge of Microsofts product landscape, solutions, and strategy to address customers needs. Proactively coordinates with internal and external network of industry experts (e.g., Regional and Global Experts, industry-specific partners) to build strong knowledge of the industry and the competitive landscape. Leverages deep understanding of their customers to share knowledge with virtual team and promote customer business perspectives. • Acts as the voice of the customer and internal advocate by providing insights, feedback, and challenges from the customer to internal teams (e.g., product groups, engineers) across all levels of the organization. Drives action to ensure that internal teams understand and respond to insights. Escalates pressing issues for customers to Microsoft internal stakeholders (e.g., Headquarters) to facilitate the appropriate solutions and capabilities for the customer. • 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 customers 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 customers 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 customers security posture and orchestrates execution through security specialists. • Other • Embody our culture and values  Skills: Analysis Skills, Artificial Intelligence (AI), Best Practices, Biology, Blueprints, Business Model, Business Strategy, Business Support, Business Transformation, Cartography, Change Management, Cloud Computing, Coaching, Communication Skills, Competitive Analysis/Strategy, Computer Science, Consultative Sales, Consulting, Customer Relations, Customer Support/Service, Customer/Client Research, Data Collection, Demand Generation, Ecosystems, Financial Services, Forecasting, Healthcare, Information Technology & Information Systems, Integrated Circuits (ICs), Leadership, MSX, Market Trend Analysis, Meet Sales Quota, Mentoring, Microsoft Product Family, Microsoft Windows Azure, Microsoft Windows System Internals/Programming, People Management, Product Engineering, Resolve Customer Issues, Resource Management, Retail, Revenue Growth, Risk Analysis, Sales, Sales Management, Sales Pipeline, Sales Strategy, Social Media, Solution Sales, Strategic Accounts, Strategic Planning, System Integration (SI), TDM (Time Division Multiplexing), Team Lead/Manager, Technical Consulting, Technical Leadership, Technical Presentation, Technical Sales, Technical Strategy, Technical Support, Technology Sales, Thought Leadership About the Company: Microsoft DO WHAT YOU LOVE Make your mark on the world’s most used technologies. Develop the next hit mobile application. Pioneer a startup that could be the next big thing. At Microsoft, you choose your path. Headquartered in Redmond, Washington, Microsoft is a top innovator in both the consumer and enterprise technology industry. Just a few of the many things our products do are unleash creativity, connect businesses, and make learning more fun. But our continued success is based on one thing: our employees. We hire amazing, talented people and give them the opportunities—and the tools—to succeed. WHY MICROSOFT? As a Microsoft employee, you’re surrounded by a diverse group of the smartest people in your field. This fosters new ideas, better business results, and creates a dynamic work environment. In the office, you’re constantly challenged and supported by your colleagues. Every day holds something new and exciting. We also offer unparalleled depth and breadth of career opportunities. As an industry leader in multiple fields, working for Microsoft means being able to do whatever you feel passionate about—and being able to make an impact in that field. From day one, we give our employees significant responsibility. This means that you’ll know that you directly contributed to something that has a positive impact on people worldwide. Whether you choose to work in management, dive deep into the newest technology, or explore multiple professions, you’ll find everything you need at Microsoft to drive your career—and to make a difference. WE GET IT – YOU’RE MORE THAN YOUR JOB Everyone works differently and is motivated by different things. We also understand that there’s more to you than your job. That’s why we offer competitive pay and a wide assortment of benefits-- to help you make the most of life at work and away from it. GET THE BALL ROLLING Company Size: 10,000 employees or more Industry: Computer Software Founded: 1975 Website: http://www.microsoft.com

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