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Oil & Gas Strategic Account Technologist
2 weeks ago
Provides technology guidance to clients and orchestrates the interaction between clients and Microsoft resources to drive new opportunities, demand generation, market share, digital transformation, and the mapping of industry/business scenarios to Microsoft solutions. Acts as the "Virtual CTO/Chief Digital Officer" or "go-to" person in established, long-term relationships with technical and/or business decision-makers at the Chief X Officer (CXO) level. Drives conversations with clients to present the strategic value of Microsoft solutions and acts as a trusted technology advisor both internally and externally. Gathers insights about client business and leverages existing architecture approaches to achieve Microsoft’s agreed commitments to clients.
**Responsibilities**:
**Responsibilities**
Customer and Industry Insights
- 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 related to customers and their competitors to conduct forecasting and develop recommendations for managing accounts and subsidiary planning. 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 expertise in customer businesses. technology platforms, and maturity to build digital transformation (DT) strategy with the customer that is aligned to business outcomes. Challenges customers’ assumptions with constructive dialogue about their business and technology. Partners with customer and/or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business.
Trusted Advisor
- Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of business priorities and potential threats the customers face. Coordinates with internal industry experts (e.g., industry solutions executives) 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.
- 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). Escalates pressing issues for customers to Microsoft internal stakeholders (e.g., Headquarters) to provide the appropriate solutions for the customer.
Technology Strategy Formulation
- Provides analysis of overall customer needs and advises internal teams on gaps that would benefit from Microsoft solutions, using an understanding of the business strategies and outcomes that technology can support. Gains expertise as a strategic link between Microsoft and the customer for identifying a pathway in strategic efforts and identifying resources necessary for building a strategy.
- Contributes to the creation of trusted, long-term (multi-horizon) technical and business roadmaps for a strategic account. Translates an understanding of the customer's business objectives in conjunction with iIndustry priority scenarios (ISPs), sales plays, and solution areas (including heavy workloads and cloud services) to contribute to the development of industry technology architecture to plan for and drive consumption and adoption of Microsoft cloud and a higher share of customer potential and propensity (CPP). Leads customer technology engagement by motivating and inspiring technical resources of customer, partner, and Microsoft towards customer’s digital transformation (DT). 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.
Technology Sales: Demand Generation and Orchestrtion
- Identifies customer issues, creates demand, and identifies opportunities to uncover new solutions. Identifies and qualifies a set number of opportunities for product sales, solution sales, or consumption. Contributes to efforts with technical teams for driving opportunities including solution technology units (STUs), customer success units (CSUs), 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.
- Lead industry and digital transformation acceleration (IDTA) with the account team, customer, and partner to deliver the outcomes for the customer through joint envisioning, as a vehicle for industry priority scenarios (ISPs), sales plays and solution areas. Increases the number of successful engagements over time, managing engagement p
