Job Category: Sales
Location: United Kingdom, Reading
Job ID: 759547
Division: Sales
Travel Required: 50%
Location: United Kingdom, Reading
Job ID: 759547
Division: Sales
Travel Required: 50%
Closing Date: 08 July 2011
Role Purpose
The Account Technology Strategist (ATS) is a high profile, senior customer facing position responsible for articulating the business value of Microsoft’s solutions to gain customer commitment to both purchase and then deploy/adopt.
You will need to demonstrate the ability to quickly build strong relationships, identify opportunities and marshal the extended virtual-team to ensure opportunities are converted into revenue, and that customers deploy what they have invested in to realize business value from their investment over three years.
The Account Technology Strategist (ATS) is a pivotal member of the account team and part of the Microsoft Technical Sales Profession, aimed at:
‘Enabling the Business & IT goals of our Customers by delivering Business value with the Microsoft Platform thus securing long-term Sustainable Growth for Microsoft’.
Key ATS accountabilities are revenue/quota attainment, customer satisfaction and product deployment.
Team/Department Mission
The ATS is a customer-aligned relationship resource with the following core responsibilities:
1. Gather a 360° Customer Insight profile
2. Build Trusted Technology Relationship, in particular with the CIO, CSO, CTO and their direct reports.
3. Drive Realized Platform Value, by driving a Deployment and Adoption StrategyMicrosoft Services, and Partners for Execution.
4. Initiate Growth by Competitive Displacement, by building a qualified competitive pipeline
.
Key Accountabilities
Developing relationships
You will be responsible for developing influential relationships with IT Directors / IT managers / CIO, senior architects & senior business sponsors.
Technical leadership & resource orchestration
The Account Technology Strategist works in tandem with the Account Manager, the Account Manager owns the relationship with Business Decision Makers, the ATS owns the relationship with Technical Decision Makers.
You will be responsible for developing & executing a technology account strategy plan that will show the products/technologies we will sell, timeframes and strategies for deployment and where share will be taken from our competitors. This will be based on the business value these technologies will provide the customer.
The Account Technology Strategist will also be key to “One Microsoft” and take the Innovation and end-to-end properties story to customers
Competitive and Industry Awareness
Understand the unique opportunities and challenges within the customers industry sector
Liaise with the Partner Team Unit to understand partner solutions and capabilities, and work with partners to deliver these solutions to customers
Own compete plans to identify competitive threats and opportunities within your accounts, to ensure Microsoft grows share
The ATS is responsible for driving deployment and adoption within the account set to predefined targets
People Management
Participates in the interviewing/hiring process for employee candidates
Leads skills transfer to less experienced team members
Co-lead & delegate in an account team
Communication/ Business Relationships
Demonstrates very concise & effective communication with customers &
employees
Demonstrates listening skills resulting in customer satisfaction
Delivers highly articulate & effective strategic presentations to audiences of all sizes - including the largest & most technically & competitively challenging
Functional/ Technology Skills & Knowledge
Understanding of Business Decision Sales Cycles & the sales process - applies appropriately as it relates to delivering Microsoft solutions to customers.
Understanding of Microsoft’s technology vision, how to solve business problems with working knowledge of the Optimised Desktop, Server offerings and innovation
Presentations & Demonstrations
Delivers articulate, effective & audience appropriate presentations & demonstrations for Microsoft products/technologies, strategies & initiatives
Key Success Criteria
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.
The ATS role is responsible for building a holistic 360° IT and IO profile of the customer, based upon which the Account Manager and ATS build their long-term Account Plan Strategy; including short-term revenue and deployment targets and long-term growth goals.
Knowledge, Skills and Experience
1) Essential Experience
- Proven experience in the IT industry (could be vendor, customer or consultant)
- Customer facing experience gained within a major vendor, consultancy or systems integrator
- Good business acumen - ideally pre-sales experience
- Planning & process skills
2) Technical/Functional Skills
Subject Matter Expertise
• 300 Level knowledge of Infrastructure Architecture.
• 100 to 200 Level knowledge in the main Line of Business applications used in targeted industries (this relates to the ATS’ understanding of the IT level drivers with the Lines of Business).
Microsoft Products
• 200 Level knowledge of basic Microsoft Enterprise products and technologies:
- Client Products
- Microsoft Online Services/IT as a Service Portfolio (IaaS, PaaS & SaaS), Office 365
- Datacenter & IT Management Products
- Security Products
- Business Productivity Products
• 100 Level knowledge of other Microsoft product technologies of interest to Enterprise accounts
Competitor/ Partner Products
• 200 Level knowledge of Competitive and/or Partner IT Infrastructure solutions and their sales/implementation models (including Local/Regional Partners).
3) Personal Attributes/Interpersonal Skills
- Initiative & ability to work independently
- Ability to manage time & prioritise tasks
- Good organisational skills
- Customer focused
- Good Communication Skills
- Confident interpersonal/presentation skills
- Mature & credible
- High degree of business awareness/industry knowledge
- Able to directly relate Microsoft strategies & products to customer needs
- Ability to motivate others & to work as part of a team & to contribute to team
4) Qualifications
Degree or equivalent desirable
Special Requirements/Additional Information e.g. Language Skills
Flexibility on UK travel.
Microsoft is an equal opportunity employer and supports workforce diversity
Microsoft’s privacy statement can be viewed on the following web page: http://privacy.microsoft.com/en-gb/default.mspx>
GL:TSP:EN
Role Purpose
The Account Technology Strategist (ATS) is a high profile, senior customer facing position responsible for articulating the business value of Microsoft’s solutions to gain customer commitment to both purchase and then deploy/adopt.
You will need to demonstrate the ability to quickly build strong relationships, identify opportunities and marshal the extended virtual-team to ensure opportunities are converted into revenue, and that customers deploy what they have invested in to realize business value from their investment over three years.
The Account Technology Strategist (ATS) is a pivotal member of the account team and part of the Microsoft Technical Sales Profession, aimed at:
‘Enabling the Business & IT goals of our Customers by delivering Business value with the Microsoft Platform thus securing long-term Sustainable Growth for Microsoft’.
Key ATS accountabilities are revenue/quota attainment, customer satisfaction and product deployment.
Team/Department Mission
The ATS is a customer-aligned relationship resource with the following core responsibilities:
1. Gather a 360° Customer Insight profile
2. Build Trusted Technology Relationship, in particular with the CIO, CSO, CTO and their direct reports.
3. Drive Realized Platform Value, by driving a Deployment and Adoption StrategyMicrosoft Services, and Partners for Execution.
4. Initiate Growth by Competitive Displacement, by building a qualified competitive pipeline
.
Key Accountabilities
Developing relationships
You will be responsible for developing influential relationships with IT Directors / IT managers / CIO, senior architects & senior business sponsors.
Technical leadership & resource orchestration
The Account Technology Strategist works in tandem with the Account Manager, the Account Manager owns the relationship with Business Decision Makers, the ATS owns the relationship with Technical Decision Makers.
You will be responsible for developing & executing a technology account strategy plan that will show the products/technologies we will sell, timeframes and strategies for deployment and where share will be taken from our competitors. This will be based on the business value these technologies will provide the customer.
The Account Technology Strategist will also be key to “One Microsoft” and take the Innovation and end-to-end properties story to customers
Competitive and Industry Awareness
Understand the unique opportunities and challenges within the customers industry sector
Liaise with the Partner Team Unit to understand partner solutions and capabilities, and work with partners to deliver these solutions to customers
Own compete plans to identify competitive threats and opportunities within your accounts, to ensure Microsoft grows share
The ATS is responsible for driving deployment and adoption within the account set to predefined targets
People Management
Participates in the interviewing/hiring process for employee candidates
Leads skills transfer to less experienced team members
Co-lead & delegate in an account team
Communication/ Business Relationships
Demonstrates very concise & effective communication with customers &
employees
Demonstrates listening skills resulting in customer satisfaction
Delivers highly articulate & effective strategic presentations to audiences of all sizes - including the largest & most technically & competitively challenging
Functional/ Technology Skills & Knowledge
Understanding of Business Decision Sales Cycles & the sales process - applies appropriately as it relates to delivering Microsoft solutions to customers.
Understanding of Microsoft’s technology vision, how to solve business problems with working knowledge of the Optimised Desktop, Server offerings and innovation
Presentations & Demonstrations
Delivers articulate, effective & audience appropriate presentations & demonstrations for Microsoft products/technologies, strategies & initiatives
Key Success Criteria
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.
The ATS role is responsible for building a holistic 360° IT and IO profile of the customer, based upon which the Account Manager and ATS build their long-term Account Plan Strategy; including short-term revenue and deployment targets and long-term growth goals.
Knowledge, Skills and Experience
1) Essential Experience
- Proven experience in the IT industry (could be vendor, customer or consultant)
- Customer facing experience gained within a major vendor, consultancy or systems integrator
- Good business acumen - ideally pre-sales experience
- Planning & process skills
2) Technical/Functional Skills
Subject Matter Expertise
• 300 Level knowledge of Infrastructure Architecture.
• 100 to 200 Level knowledge in the main Line of Business applications used in targeted industries (this relates to the ATS’ understanding of the IT level drivers with the Lines of Business).
Microsoft Products
• 200 Level knowledge of basic Microsoft Enterprise products and technologies:
- Client Products
- Microsoft Online Services/IT as a Service Portfolio (IaaS, PaaS & SaaS), Office 365
- Datacenter & IT Management Products
- Security Products
- Business Productivity Products
• 100 Level knowledge of other Microsoft product technologies of interest to Enterprise accounts
Competitor/ Partner Products
• 200 Level knowledge of Competitive and/or Partner IT Infrastructure solutions and their sales/implementation models (including Local/Regional Partners).
3) Personal Attributes/Interpersonal Skills
- Initiative & ability to work independently
- Ability to manage time & prioritise tasks
- Good organisational skills
- Customer focused
- Good Communication Skills
- Confident interpersonal/presentation skills
- Mature & credible
- High degree of business awareness/industry knowledge
- Able to directly relate Microsoft strategies & products to customer needs
- Ability to motivate others & to work as part of a team & to contribute to team
4) Qualifications
Degree or equivalent desirable
Special Requirements/Additional Information e.g. Language Skills
Flexibility on UK travel.
Microsoft is an equal opportunity employer and supports workforce diversity
Microsoft’s privacy statement can be viewed on the following web page: http://privacy.microsoft.com/en-gb/default.mspx>
GL:TSP:EN
