[UA-455] | Strategic Client Technology Lead

1 mese fa

Torino, Italia Microsoft A tempo pieno

The Account Technology Strategist is the leader of the Digital Transformation journey. He/she owns and leads the delivery of end-to-end Digital Transformation technical architecture with the customer, with a view of industry technical priorities.

He also leads and orchestrates technical resources of customer, partner and Microsoft towards customer’s digital transformation

Owns the relationship with Customer CIO/CTO, understand their priorities and success indicators.

**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. 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 expertise in customer businesses. technology platforms, and maturity to build digital transformation (DT) strategy with the customer that is aligned to business outcomes. Challenges customers’ assumptions with constructive dialogue about their business and technology. Partners with customer and/or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business.

Trusted Advisor

Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of business priorities and potential threats the customers face. Coordinates with internal industry experts (e.g., industry solutions executives) to gather industry data of assigned accounts and improves planning. Demonstrates a strong understanding of the customers' business strategy and the direction of the industry.
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). Escalates pressing issues for customers to Microsoft internal stakeholders (e.g., Headquarters) to provide the appropriate solutions for the customer.

Technology Strategy Formulation

Provides analysis of overall customer needs and advises internal teams on gaps that would benefit from Microsoft solutions, using an understanding of the business strategies and outcomes that technology can support. Gains expertise as a strategic link between Microsoft and the customer for identifying a pathway in strategic efforts and identifying resources necessary for building a strategy.
Contributes to the creation of trusted, long-term (multi-horizon) technical and business roadmaps for a strategic account. Translates an understanding of the customer's business objectives in conjunction with industry priority scenarios (ISPs), sales plays, and solution areas (including heavy workloads and cloud services) to contribute to the development of industry technology architecture to plan for and drive consumption and adoption of Microsoft cloud and a higher share of customer potential and propensity (CPP). Leads customer technology engagement by motivating and inspiring technical resources of customer, partner, and Microsoft towards customer’s digital transformation (DT). Contributes to the delivery of regular (e.g., quarterly, monthly) industry/technology briefings to customer Chief X Officers (CXOs) and their technical team to drive execution and focus on competitive advantage.

Technology Sales: Demand Generation and Orchestration

Identifies customer issues, creates demand, and identifies opportunities to uncover new solutions. Identifies and qualifies a set number of opportunities for product sales, solution sales, or consumption. Contributes to efforts with technical teams for driving opportunities including solution technology units (STUs), customer success units (CSUs), and others as necessary. Contributes to 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.
Lead industry and digital transformation acceleration (IDTA) with the account team, customer, and partner to deliver the outcomes for the customer through joint envisioning, as a vehicle for industry priority scenarios (ISPs), sales plays and solution areas. Increases the number of successful engagements over time, managing engagement pipeline with extended team to maintain velocity, and unblocking issues.
Differentiated Value Proposition

Acts as the "virtual Chief Technical Officer (CTO)/Chief Digital Officer (CDO)" or "go-to" person in established relationships with senior leaders including technical decision makers (TDMs) and/or business decisio

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