About the role
Contributes to the creation of trusted, long-term technical and business roadmaps for a strategic account. Contributes to global resource requirement availability, and understands how to allocate and create the appropriate resources for the project. Customer and Industry Insights Synthesizes and combines various business and Hitech/Manufacturing industry insights from their team, global best practices, proof points from experience/case studies with countries and/or regions, and deep industry expertise 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 provide alternate perspectives to enable 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 Hitech/Manufacturing industry insights to address the broader business challenges for the customer and deliver solutions. technology platforms, and maturity to build digital technology strategy with the customer that is aligned to business outcomes. Challenges customers' assumptions with constructive dialogue about their business and technology. Differentiated Value Proposition 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. Supports development of relationships beyond core customers and advises on solutions and their alignment with customer needs. Leads new opportunities and orchestrates internal teams to accelerate the customer business transformations through digital technologies by understanding the customer industry and position, engaging with customers to lead strategic technology direction/transformation within assigned accounts, and ensuring line-of-business wins are captured (e.g., testimonials) for referencing. Uses existing and new readiness resources to support enablement plans for customer technology adoption at the national and regional level. Supports customer skilling initiatives and execution along with the account executive (AE) and enterprise skilling initiative (ESI) teams. Contributes to the delivery of regular e.g., quarterly, monthly) industry/technology engagements and/or briefings to customer Chief X Officers (CXOs) and their technical team to drive execution and focus on competitive advantage. ? Mapping and Account Planning Contributes to the creation of stakeholder maps for accounts, and determines and orchestrates a coverage plan. 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. Drives account planning and review for aligning with the quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Coordinates 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. Captures all Account Planning input in MSX D365 Account Plan. Technology Sales: Demand Generation and Orchestration Identifies customer issues, creates demand, and creates opportunities to uncover new solutions. Creates and qualifies a set number of opportunities for product sales, solution sales, or consumption. Contributes to efforts with technical teams for driving opportunities including Specialist Team Unit (STU), Customer Success Unit (CSU), and others, as necessary. Contributes to efforts to reach out to key stakeholders to give customer-driven pitches and drives the appropriate customer reach together with the account executive to generate new demands. Creates follow-up opportunities and orchestrates appropriate technical teams from the Specialist Team Unit (STU) to pursue and close. 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), Customer Success Unit (CSU). Technology Strategy Formulation Contributes to the creation of trusted, long-term multi-horizon technological and business roadmaps for a strategic account. Validates the strategy and plan with customer stakeholders. Contributes to the delivery of regular (e.g., quarterly, monthly) industry/technology briefings to customer Chief X Officers (CXOs) and their technical team to drive execution and focus on competitive advantage. ? Trusted Advisor Creates follow-up opportunities and orchestrates appropriate technical teams from the Specialist Team Unit (STU) to pursue and close. Acts as the voice of the customer and internal advocate by providing insights, feedback, and challenges from the customer to internal teams (e.g., product groups, engineers). Provides technical guidance to internal teams to position technology while using customer landscape knowledge. Coordinates with internal industry experts (e.g., Regional Experts) to gather industry data of assigned accounts and improves planning. Demonstrates a strong understanding of the customers' business strategy and the direction of the industry. Communicating with ImpactThe ability to effectively articulate solutions' value with internal and external business stakeholders in a clear and concise manner, ensuring mutual objectives and priorities are presented and understood to drive successful outcomes in sales engagements. Customer Strategic PartnershipsThe ability to build and maintain strong business relationships and partnerships, nurture executive relationships, and establish credibility as a trusted advisor. It involves effective relationship management, stakeholder engagement, and the ability to present to executives. This capability empowers professionals to cultivate collaborative partnerships, drive business growth, and establish themselves as valued advisors in their field. The ability to guide customers' thinking through active listening, questioning, and reflecting; provides vital insight and seamless service to help define needs and then provide advice. Maximizing Business OpportunitiesThe ability to apply business acumen and an understanding of businesses needs and opportunities across market, industry, and competition to effectively manage and prioritize business development opportunities. SalesThe ability to apply business acumen and an understanding of businesses needs and opportunities across market, industry, and competition to effectively manage and prioritize business development opportunities. Skills Not Mapped to CapabilitySkills Not Mapped to Capability Technical ExpertiseDeep understanding of the company's products and services, as well as the ability to effectively communicate their technical aspects to both technical and non-technical decision-makers. 7+ years technical pre-sales or technical consulting experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 6+ years technical pre-sales or technical consulting experience OR Master's Degree in Computer Science, Information Technology, or related field AND 4+ year(s) technical pre-sales or technical consulting experience OR equivalent experience Expert on full stack App architecture design / modernization and cloud native dev (e.g., APIs, containerization, microservices, event-driven, Python, Java, .NET) Proven ability to lead technical engagements (e.g., hackathons, PoCs, MVPs) that drive production-scale outcomes.
