Account Technology Strategist at Microsoft Nigeria
The Account Technology Strategist (ATS) is part of the Microsoft Technical Sales Profession, aimed to:
‘Enable
the Business & IT goals of our Customers, by delivering Business
value with
the Microsoft Platform, thus securing long-term Sustainable
Growth for Microsoft!’
Job Category: Sales
Location: Abuja, NG
Job ID: 770431-64411
Division: Sales
How does the ATS role add value?
The ATS is an Customer aligned Relationship Resource with the following Core Responsibilities:
1. Gather a 360° Customer Insight profile, incl. IO, IT and Application Platform, and the Partner and Competitive landscape.
2. Build Trusted Technology Relationships with the TDM, in particular with the CIO, CSO, CTO and their direct reports.
3.
Drive Realized Platform Value, by driving a Deployment and Adoption
Strategy, and orchestrating Resources from the STU (SSP/TSP), Microsoft
Services and Partners for Execution.
4. Initiate Growth by
Competitive Displacement, by building a qualified competitive pipeline,
initiating Capability Led (IO) Conversations, supporting Application
Platform (BGA/AGA) Engagements, and leveraging the Microsoft Account
Planning process.
The ATS has 3 distinct sales motions:
1.
Deployment: The ATS owns the Deployment Strategy, and drives a customer
validated Deployment Plan, supported by STU, Microsoft Services and
Partners.
2. Capability Led Selling (IO): The ATS initiates the IO
Conversation (leveraging IO Discovery) as a Trusted Technology Relation
to the TDM (in particular the CIO, CSO and CTO), and supports STU
resources (SSP/TSP) in driving competitive opportunities.
3.
Application Platform Selling (APO): The ATS supports Application
Platform BGA and AGA engagements, owned and orchestrated by AM and SSP
Platform.
How is the ATS role unique from other roles?
The ATS role is unique in:
a. Its focus on Long-term Sustainable Growth.
b. Its in-depth knowledge of Customers’ IT environments.
c.
Its ability to build long-term Trusted Technology Relationships, and
have solid and meaningful strategic Technology conversations.
d. Its
broad knowledge of the entire Microsoft Enterprise Platform, and the
ability to map IT to the Customer Business needs and priorities.
e.
Its ability to qualify and initiate competitive opportunities and work
with Microsoft and/or Partner resources to grow the Microsoft
Infrastructure and Application Platform.
The ATS is responsible to
build a trusted relationship with customers, realize Platform Value
resulting in long-term sustainable growth. Key driver is to make sure
customers deploy and adopt the Microsoft Platform and get true Business
Value.
The ATS is a relationship resource aligned with local and/or global customers.
The
impact an individual ATS has is limited to the customers that the ATS
is assigned to and as the ATS is a long-term resource, tenure in role
and assigned customers is advised.
On a WW scale the WW ATS
community is a key resource (like no other role within Microsoft) to
secure a long-term sustainable business for Microsoft!
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
Requirements:
- 3-5 years of related experience
- Bachelor’s Degree
- Sales and Partner management, complex sales training (i.e. Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSSP),
- Broad evangelism through events (presentation skills),
- Effective marketing tactics, CRM (Siebel or other).
- Technical sales or consulting position within an IT consulting or Services company such as Cisco, Accenture, IBM Global Services, HP, Cap Gemini or equivalent.
- Technical sales or consulting position in a competing Software Company, particularly IBM or Oracle.
- CIO or IT Ops position in a medium to large Company.
Method of Application
Interested Candidates should click here to apply online
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