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Account Technology Specialist

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The Corporate Technology Strategist drives sales across technology platform by forming high impact, technical advisory relationships on a 1:1 and 1:Many basis with Corporate Account Managed (CAM) accounts. The focus of this role is presales.

The range of technologies will include Cloud offerings as well as those supported through traditional on-premise licensing. You will provide technical guidance across the breadth of the technology portfolio. This results in accelerated sales and expanded deployments of our technology in targeted accounts for a given period.

Success in this job deliverable is measured by revenue targets that are met or exceeded, an increase in Enterprise Account (EA) contracts being signed and an increase in deployments.

Responsibilities:
Use Customer engagements to contribute to Account Intelligence and the customer IT Profile (10%)
Tasks include
• Working on an ongoing basis with the Account Managers (AMs) to develop a customer tele-led engagement plan ranging from 1:1 engagements through 1:many events organised with other cross segment functions.
• Where it is required support the AM in validating aspects of the account plan. Include in this a regular review of deployment plans and goals being driven by a named partner.
• For every short duration 1:1 customer engagement contribute to the customer account discovery profile with intelligence gathered. Short duration can be taken to mean those engagements, where as a result of territory planning it has been agreed to give particular focus to a customer in support of an existing compelling event or to create a compelling event. The actual amount of time spent will be agreed with the AM and other members of the account team as there will be a constant balance with such a large number of accounts being engaged.
Short duration, high impact 1:1 and 1:many technical level relationships with customers (15%)
Tasks include development of technical relationships within the territory. The depth of these relationships will vary across the customer set and change over time according to where the CTS has been focusing based on territory planning.
It will include:
• Assisting other account team members on the technical input required to develop and expand customer contacts within all accounts.
• Driving at least 3x 1:many technical events per quarter across the account territory
• Develop relationships with partners who have trusted advisor relationships in your customer set.
Assisting Customers realize value from the company platform (10%)
Tasks include:
• Communicating the optimization model to CAM customers and partners, building credibility in the marketplace.
• Use 1:1 and 1:many briefings describe the technology roadmap and create the desire for the customer to engage directly or with partners to build a capability vision.
• Work with the AM to identify customer life cycle actions in Enterprise Account customers. Agree with the Account Managers (AMs) which of those you will take accountability for to ensure execution in order to support renewal, up-sell and long-term customer satisfaction.
• Through 1:1 and 1:Many engagements, support customers to describe to them the benefits of Microsoft cloud technologies and how to implement a secure and well managed on premise platform.
Competitive displacement resulting in key platform wins (25%)
Tasks include:
• For those accounts that require 1:1 interaction understand the environment to the extent that you understand the most significant competitive threats in the account
• During 1:Many interactions, articulate the benefits of the portfolio including BPOS, relative to competing products.
• With the account team help identify opportunities to generate compelling proposals for new customers and up-sell proposals for renewal customers.
• Determine roadblocks affecting successful competitive wins and communicate the value propositions to assist in their removal.
Valid, healthy IT infrastructure pipeline and deployment plan (20%)
Tasks include:
• Working with the AMs determine on a quarterly basis which accounts warrant greater depth attention (as opposed to broader engagements) to accelerate BPOS and EA opportunities. Use the internal Solution Sales Process.
• Identify key capability opportunities that are aligned with the customer’s priorities.
• As customers cycle in and out of deeper focus, ensure those where the cycle is in deeper focus have deployment plans in place and are active (as previously stated make use of other internal resources in this respect e.g. services)
• Develop a quarterly plan with the AMs and marketing for broader reach events or tele campaigns to extend to ensure all customers receive a frequent technical touch as part of their
Coaching individuals and teams on technology strategies specific to customers' needs. (15%)
Tasks include
• Ensure the CATU, Services, Partners and Strategists are aligned on the same technology message when working with customers to bring EA opportunities to closure.
• Provide consistent coaching across the account team, including partners, to ensure that the technology roadmap is understood
• Coach internal resources (AMs, Services, Partners and Strategists) on how to leverage customers' technology pain points or vulnerabilities and turn them into opportunities where we have a strong solution

Requirements (in addition to experience with above duties):
1. 3-5 years of related experience
2. Extensive experience working within teams is required.
3. Must be highly collaborative
4. Bachelors Degree required, MBA preferred (Computer Science or additional technical training ideal)
5. Sales and Partner management experience
6. Complex sales training (i.e. Miller Hyman, Spin, Michael Bosworth, Holden, etc.)
7. Sales methodologies (equivalent to MSSP)
8. Broad evangelism through events (presentation skills)
9. CRM (Siebel or other)

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