Account Technology Strategist
Job Category: Sales
Location: Nigeria, Abuja
Job ID: 770431
Division: Sales
ATS - Account Technology Strategist
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 an Customer aligned Relationship Resource with the following core responsibilities:
1. Gather a 360° Customer Insight profile, incl. IO, IT and Application Platform, and the Partner and Competitive landscape.
2. Build Trusted Technology Relationships with the TDM, in particular with the CIO, CSO, CTO and their direct reports.
3. Drive Realized Platform Value, by driving a Deployment and Adoption
Strategy, and orchestrating Resources from the STU (SSP/TSP), Microsoft
Services and Partners for Execution.
4. Initiate Growth by Competitive Displacement, by building a qualified
competitive pipeline, initiating Capability Led (IO) Conversations,
supporting Application Platform (BGA/AGA) 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 (IO): 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 (APO): The ATS supports Application
Platform BGA and AGA engagements, owned and orchestrated by AM and SSP
Platform.
How is the ATS role unique from other roles?
The ATS role is unique in:
a. Its focus on Long-term Sustainable Growth.
b. Its in-depth knowledge of Customers’ IT environments.
c. Its ability to build long-term Trusted Technology Relationships, and
have solid and meaningful strategic Technology conversations.
d. Its broad knowledge of the entire Microsoft Enterprise Platform, and
the ability to map IT to the Customer Business needs and priorities.
e. Its ability to qualify and initiate competitive opportunities and
work with Microsoft and/or Partner resources to grow the Microsoft
Infrastructure and Application Platform.
The ATS is responsible to build a trusted relationship with customers,
realize Platform Value resulting in long-term sustainable growth. Key
driver is to make sure customers deploy and adopt the Microsoft Platform
and get true Business Value.
The ATS is a relationship resource aligned with local and/or global customers.
The impact an individual ATS has is limited to the customers that the
ATS is assigned to and as the ATS is a long-term resource, tenure in
role and assigned customers is advised.
On a WW scale the WW ATS community is a key resource (like no other role
within Microsoft) to secure a long-term sustainable business for
Microsoft!
As a relationship resource the ATS should aspire to be seen by the
customer as a trusted advisor; building credibility by driving IO
maturity conversations, IT roadmap strategies and relevant mapping to
existing (sometimes competitive) IT infrastructure , business needs,
priorities and strategies
Requirements:
3-5 years of related experience
Bachelor’s Degree
Sales and Partner management, complex sales training (i.e. Miller Hyman,
Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent
to MSSP),
Broad evangelism through events (presentation skills),
Effective marketing tactics, CRM (Siebel or other).
Technical sales or consulting position within an IT consulting or
Services company such as Cisco, Accenture, IBM Global Services, HP, Cap
Gemini or equivalent.
Technical sales or consulting position in a competing Software Company, particularly IBM or Oracle.
CIO or IT Ops position in a medium to large Company.
TO APPLY TO THE OTHER VACANCIES (as seen below):
Go to https://careers.microsoft.com/Search.aspx; select Nigeria in the country Location and click Search
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