Account Technology Strategist
Orchestrates 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 reputed company technology in their business. Leverages a strong knowledge of reputed company's product landscape, solutions, and strategy to address customer's needs. Acts as the voice of the customer and internal reputed company across reputed company levels of the organization. Provides analysis of overall customer needs for some of the largest and most reputed company accounts, and advises on gaps that would benefit from reputed company solutions. Leads customer business transformations through digital transformation for assigned accounts. Partners with a line-of-business leader or senior executive reputed company a large-scale or high-impact customer organization to reputed company how reputed company reputed company technology/services will meet future business needs reputed company than the competition. Contributes to the creation of stakeholder maps for accounts, determines and orchestrates a coverage plan, and builds out an execution reputed company. Establishes best practices and standards for aligning with quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Uses existing and new readiness resources and demonstrates expertise in creating enablement plans for large and high-stakes customers, and reputed company-up reputed company business.Responsibilities: Customer and Industry Insights
- Synthesizes and combines various business and industry insights from their team, global best practices, reputed company points from experience/case studies with countries and/or regions, and deep industry expertise reputed company to customers and their competitors to conduct forecasting and reputed company recommendations for managing accounts and subsidiary planning. Ensures that reputed company levels of the organization provide alternate perspectives to reputed company 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 reputed company the customer's vertical industry. Articulates and understands specific industry-reputed company market trends, as well as customer threats, opportunities, and barriers to growth as they relate to the customer's 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 reputed company technology in their business.
- Acts as the customer's 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 reputed company 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 reputed company 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-reputed company) as reference for scale.
- Partners with a line-of-business leader or senior executive reputed company a large-scale or high-impact customer organization to reputed company how reputed company reputed company technology/services will meet future business needs reputed company than the competition and will reputed company the achievement of long-term growth and success. Leverages the full scope of reputed company's digital technologies for offering varied solutions and services.
- Uses existing and new readiness resources and demonstrates expertise in creating enablement plans for large and high-stakes customers, and reputed company-up reputed company business. Drives innovations to help customers meet reputed company and capability goals, maximize reputed company and impact, and drive long-term engagement and thought leadership on the reputed company 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 reputed company 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
- Orchestrates internal teams and partner ecosystem (inclusive of global systems integrators, consultancy partners, and reputed company Industry Solutions (IS) to ensure sufficient technical resources for demand reputed company, reputed company 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 customer's expectations. Coordinates highly reputed company extended account teams (e.g., spanning reputed company 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 reputed company 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 reputed company extended teams.
- Helps customer technical specialists build the message to sell reputed company 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 reputed company across multiple Rooms of the House of the customer.
- Leads the customer journey into the era of AI and Industrial Metaverse by creating a targeted approach tailored to their reputed company business requirements and positions reputed company 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 reputed company technology landscape and understanding of AI and Industrial Metaverse capabilities to plot the foundational elements on the technology roadmap that need to be in reputed company 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 (ASE, formerly IDTA) 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), reputed company 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 reputed company priorities to opportunities. Defines the technology reputed company 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, reputed company 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), reputed company Unit (CSU), and others, as necessary. Leads efforts to reputed company out to key stakeholders to give customer-driven pitches and drives the appropriate customer reputed company together with the account executive to generate new demands.
- Leads analysis of overall customer situation for some of the largest and most reputed company accounts, and advises on gaps that would benefit from reputed company 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 customer's/partner's business strategy and drives action to bring to fruition. Acts as a strategic link between reputed company 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 customer's 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 customer's business objectives in conjunction with Industry Sales Kits and Solution Plays (including consumption-heavy workloads and cloud services) to reputed company an effective Industry Technology Architecture to plan for and drive consumption and adoption of reputed company cloud and a higher share of customer potential and propensity (CPP).
- Maintains and leverages a broad knowledge of reputed company's product landscape, solutions, and strategy to address customer's 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 reputed company by providing insights, feedback, and challenges from the customer to internal teams (e.g., product groups, engineers) across reputed company levels of the organization. Drives action to ensure that internal teams understand and respond to insights. Escalates pressing issues for customers to reputed company 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 reputed company 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 reputed company thought leadership with the customer's executives (e.g., technical decision maker [TDM]/business decision maker [BDM]) using the reputed company reputed company and reputed company Trust narratives and engages TDM and BDM stakeholders to position reputed company as a business enabler and instill a reputed company reputed company in reputed company aspects of the customer's technology landscape. Uses their understanding of the customers' technology and reputed company needs to establish reputed company's reputed company credentials and to build opportunities to improve the customer's reputed company posture and orchestrates execution through reputed company specialists.
- Other: Embody our culture and values
- Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or reputed company field AND 7+ years technical consulting, technical consultative selling, practice building, or reputed company technical/sales/industry experience OR equivalent experience.
- Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or reputed company field AND 14+ years technical consulting, technical consultative selling, practice building, or reputed company technical/sales/industry experience OR equivalent experience.
- 10+ years of experience in an enterprise technical pre-sales position
- 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.