Chief Technology Officer

Overview Synthesizes business insights and or­chestrates global teams across the organization to deliver alternative solutions while applying deep expertise and thought leadership. Acts as a Chief Technical Officer to provide Account Thought leadership, leverage deep knowledge of Microsoft's solutions, industry, and customer needs, and acts as the voice of the customer, industry, and team. Leads technology strategy formulation by aligning customer needs with technology solutions, executing technology strategy/digital transformation, creating mid- to long-term technical roadmaps, and translating customer business objectives. Develops and drives opportunities, presents opportunities to the customer, and creates demand. Coaches peers on how to create and maintain an opportunity initiation and map Microsoft priorities to opportunities. Leads digital transformation using corporate and cross-industry resources, and partners with line-of-business leaders or senior executives to articulate the benefits of Microsoft technology over competitor solutions. Helps customer technical specialists sell Microsoft offerings. Maps technical customer requirements and business scenarios to Microsoft technology platforms. Orchestrates necessary teams and partners to ensure demand generation and establishes best practices for account planning. Delivers regular industry/technology briefings to customer technology senior decision-makers and technical teams. Uses readiness resources and demonstrates expertise in creating enablement plans. Responsibilities Customer and Industry Insights – Applies expertise (deep expertise across few accounts or broad expertise across many accounts) and thought leadership to identify and inform the development of the right Industry Sales Kits and industry partners within the customer's vertical industry. Articulates and understands industry-related market trends, customer threats, opportunities, and barriers to growth as they relate to the customer’s broader industry. Leverages industry trends from other industries to gather insights and develop an informed perspective on similar issues that may occur within their industry/industries. Applies industry knowledge to support customers in solving issues. 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 (e.g., level 200) related to customers and their competitors to conduct forecasting and develop recommendations for managing accounts and subsidiary planning. Ensures that all levels of the organization challenge customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights. Orchestrates cross-regional teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Oversees technical teams for driving opportunities with others, as necessary. Brings in business and industry insights to address the broader business challenges for the customer and deliver solutions. Differentiated Value Proposition – Partners with a line-of-business leader or senior executive within a large-scale or high-impact customer organization to articulate how complex Microsoft technology/services will meet future business needs better than the competition and enable long-term growth and success. Provides an outside-in view around existing and emerging competition or other solutions that are also a requirement for the customer. Acts as the customer’s Technology Mentor in established relationships with a line-of-business leader or senior executive within a large-scale or high-impact customer organization, including technical decision makers (TDMs) and/or Business Unit leaders at the C-level. Develops extended relationships beyond core customers, advises on solutions, and aligns Microsoft capabilities with customer needs. Drives market share (e.g., cloud, collaboration, AI). 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 positioning to provide guidance, challenging customer thinking with innovative ideas, and proactively involving corporate and cross-industry resources to drive customer transformation. Ensures line-of-business wins are captured as references for scale and represents the face of the business during public relations events for significant wins. Education and Thought Leadership – Leads customer technology engagement by engaging and influencing technical resources of customer, partner, and Microsoft toward customer’s business transformation. Delivers regular (e.g., quarterly, monthly) industry/technology briefings to customer technology senior decision-makers and technical teams. Uses readiness resources and demonstrates expertise in creating enablement plans for large and high-stakes customers and all-up Microsoft business. Drives innovations to help customers meet capacity and capability goals, maximize reach, impact, and drive long-term engagement and thought leadership on the Microsoft platform, and influences large customers to see and adopt the strategic value. Drives customer skilling initiatives and execution. Mapping and Account Planning – Establishes best practices and standards around account planning for budgeting, quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Coordinates highly complex extended account teams 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 all Account Planning input in MSX D365 Account Plan. Helps customer technical specialists build the message to sell Microsoft offerings to other parts of their business. Creates stakeholder maps for accounts, determines coverage, and builds an execution framework across multiple Rooms of the House of the customer. Orchestrates internal teams and local partners (inclusive of global systems integrators and consultancy partners) to ensure sufficient technical resources for demand generation when appropriate. Technology Sales: Demand Generation and Orchestration – Leads Account Strategy Envisioning with the extended account team, customer, and partner to deliver outcomes through joint envisioning as a vehicle for Industry Sales Kits and 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. Coaches peers on creating and maintaining opportunity initiation and mapping Microsoft priorities to opportunities. Defines the blueprint for opportunity initiation and sets standards and best practices for others to follow. Leads the customer journey into AI and Industrial Metaverse by creating a targeted approach tailored to their current business requirements and positions Microsoft as a leader for the future. Builds a mid-term strategy for AI and metaverse projects and an immediate opportunity pipeline, orchestrating execution through the appropriate technical teams from the Specialist Team Unit (STU) and with partners. Creates, develops, and drives opportunities based on industry best practices, presents opportunities to the customer, and creates demand. Develops a plan to create and qualify a set number of opportunities for product sales, solutions sales, or consumption. Leverages partners and multiple channels to create demand and orchestrates efforts to drive MCEM lifecycle. Leads efforts to reach out to key stakeholders to give customer-driven pitches and drives appropriate customer reach with the account executive to generate new demand. Uses advanced technical knowledge of products to determine feasibility of customer requirements and works with core engineering teams to prepare solutions. Technology Strategy Formulation – Creates mid- and long-term multi-horizon technology and business roadmaps for highly prominent, challenging, and/or strategic accounts, based on a deep understanding of business and technology priorities and industry landscape. Challenges and validates strategy and plan with customer stakeholders and drives envisioning and articulation of business and program changes in roadmaps around new capabilities. Leads translation of the customer’s business objectives to develop an effective Industry Technology Architecture, plans for consumption and adoption of Microsoft cloud, and a higher share of CPP. Leads analysis of overall customer needs, determines key stakeholders, and partners with global executives to lead strategy development and address gaps to drive end-to-end solutions. Leads adoption of technologies by plotting the long-term vision of the customer’s business strategy and driving action to realization. Leads and ensures execution of technology strategy and digital transformation by anticipating and resolving blockers during strategy planning and implementation, and driving technology adoption. Trusted Advisor – Leverages broad knowledge of Microsoft’s product landscape, solutions, and strategy to address customer needs. Proactively coordinates with internal and external networks of industry experts to build knowledge of the industry and competitive landscape. Drives and leverages leaders from the partner ecosystem to bridge process gaps. Shares knowledge with extended team and leverages advanced knowledge of competitors to promote customer business perspectives. Partners with others to provide sponsorship and increase impact. Provides Account thought leadership and coaching to subsidiary resources, positions Microsoft offerings, and creates connections with Product and Engineering teams for feedback loops. Acts as the voice of the customer, industry, and internal advocate by providing insights and challenges from the customer to internal teams, and articulates the business opportunity for Microsoft based on product gaps. Creates security thought leadership with executives using Microsoft Security and Zero Trust narratives and engages stakeholders to position security as a business enabler. Qualifications Required/minimum qualifications – Bachelor’s Degree in Computer Science, Information Technology, Engineering, Business or related field AND 6+ years technical consulting, technical consultative selling, business consulting, practice building, or related technical/sales experience OR equivalent experience. Additional Or Preferred Qualifications – Bachelor’s Degree in Computer Science, Information Technology, Engineering, Business or related field AND 12+ years technical consulting, technical consultative selling, business consulting, practice building, or related technical/sales experience OR equivalent experience. 6+ years experience in relevant customer industry. 6+ years experience in digital transformation, or using technology to drive customer business outcomes. Note: Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations. #J-18808-Ljbffr