The posting
Overview
In this role, you will serve as a trusted technical advisor, partnering with customers to drive business outcomes through Microsoft technologies. You will lead strategic technical engagements, build strong customer relationships, and secure technical wins across core and adjacent solution areas. Working closely with partners and internal teams, you will facilitate successful project delivery, identify capability gaps, and contribute to the development of technical strategies. You will also gather competitive insights, provide feedback to product and engineering teams, and help shape go-to-market approaches that strengthen customer success and Microsoft’s market position.
Responsibilities
Build Strategy
- Provides strategic, technical, and partner input based on Microsoft capability at the account level to contribute to strategy development, leveraging partner, competitor, or open-source knowledge.
- Works with account and marketing teams to shape strategic win and customer success plans and tailor Microsoft messaging to audience using knowledge of customer feedback, specific Microsoft solutions, and their context in a competitive landscape. Where applicable, builds consumption plans with Partner and Industry Solutions Delivery teams after customer sign-off.
- Captures core competitive knowledge and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies for assigned customers.
Education
- Monitors and responds to internal tech community posts, attends community calls, sessions, hackathons, etc., and acts as a mentor for their technology area.
- Demonstrates new and updated products to increase internal virtual teams' understanding of solutions and new opportunities, emphasizing continuous security enhancement and regulatory compliance.
- Builds their own readiness plan and proactively identifies learning gaps. Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture.
Leverage Partner Ecosystem
- Supports partner technical capacity by identifying skill and resource gaps and providing feedback to internal teams (e.g., Global Partner Solutions).
- Engages in partner sell-with scenarios by acting as liaison between the partner and team and facilitating partner resources and processes throughout the course of the project.
Scale Customer Engagements
- Leverages foundational knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU]) and proactively engages product teams (e.g., engineering) to remediate blockers by conveying impact.
- Uses knowledge of customer context, solution or portfolio expertise, and technical and industry knowledge to build credibility with customers and act as a trusted advisor to assess and consult on their security needs. Engages with and reaches out to customers proactively and independently.
- Leads and ensures technical wins for core and adjacent technologies by leading technical discussions with customers and establishing rules of engagement (e.g., role boundaries, handoff strategies) for extended teams, leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Searches for customer references to use in engagements.
Solution Design and Proof
- Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions) of products, services, and integration through initial engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment.
- Presents and applies architecture patterns to partners or customers and drives cross-workload support for Microsoft Solutions.
- Applies sales methodologies (e.g., challenger sales) and coaches team in addressing customer digital transformation, underscoring security improvements and leveraging insights to align new or changing technology to customer business needs.
Qualifications
Qualifications: Required/minimum qualifications
- Master's Degree in Computer Science, Information Technology, or related field AND 3+ years technical pre-sales or technical consulting experience OR
- Bachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years technical pre-sales or technical consulting experience OR
- 5+ years technical pre-sales or technical consulting experience OR equivalent experience.
Additional or preferred qualifications
- 6+ years technical pre-sales, technical consulting, or technology delivery, or related experience OR equivalent experience.
- 4+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
- Certification in relevant technologies or disciplines (e.g., Office 365, Power BI, Azure Architect and Development exams, Cloud Platform Technologies, Information Security, Architecture).
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
