Microsoft Account Technology 

Taiwan, Taoyuan City 

377781

• needs, andadapts plans to insights. Orchestrates teams to gather information, collaborate on performance markers, andidentifypotential risks in customeraccounts

• expertise(deepexpertiseacross few accounts or broadexpertiseacross many accounts) in customer businesses. 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.Leveragesindustry trends to gather insights and develop an informed perspective on similar issues that may occur within their industry/industries.

Trusted Advisor

• Provides

• appropriate technical

• Proactively builds andmaintainsa broad knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face.Leveragesleaders from the partner ecosystem to bridge process gaps. Coordinates with internal industry experts (e.g., Regional Experts) to gather industry dataofassigned accounts and leverages knowledge of competitors to improve planning. Demonstrates a strong understanding of the customer's business strategy and the direction of the industry.

• Acts as the voice of the customer, industry, and internal advocate by providing insights, feedback, and challenges from the customer to internal teams (e.g., product groups, engineers).

Technology Strategy Formulation

• benefitfrom Microsoftsolutions, andguides internal teams in overall strategy development (e.g., block identification, partner strategy) toidentifyand address gaps and drive end solutions.

• Ensures execution of technology strategy and/or digital transformation byidentifyingand resolving technical blockers that arise during strategy planning and implementation and driving technology

• objectivesand scenarios in conjunction with Industry Sales Kits and Solution Plays to develop technology

Technology Sales: Demand Generation and Orchestration

• customer issues, creates demand, and creates opportunities to uncovernew solutions. Creates andqualifiesa set number of opportunities for product sales, solution sales, or consumption.Leveragespartners to drive demand generation and capitalize on opportunities. Orchestrates efforts to drive MCEM lifecycle and stage progression. Works within a broader strategy to lead efforts with technical teams for driving opportunities including Specialist Team Unit (STU), Customer Success Unit (CSU), and others, as necessary.Contributes toefforts to reach out to key stakeholders to give customer-driven pitches and drives theappropriate customerreach together with the account executive to generate new demand. Uses technical knowledge of products todeterminefeasibility of technical customer requirements requests and works with core engineering teams to prepare solutions.

• maintainvelocity, and unblocking issues.

• appropriate technical

Differentiated Value Proposition

• identifyingand contacting TDMs/BDMs, and beginning to advise on solutions

• objectives. Provides an outside-in perspective aroundcompeteor other solutions that are also a requirement for the customer.

Mapping and Account Planning

• accounts, anddetermines, and orchestrates a coverage plan.

• appropriate

• objectives. Coordinates extended account teams and drives forecasting and tracking of the business. Owns the technicalportionof the account plan and leads the customer plan delivery. Captures all Account Planning input in MSX D365 Account

Education and Thought Leadership

• customer’s

• Contributes toinnovations to accelerate meeting goals for customercapacity, maximize reachandimpact, and drive long-term engagement and thought leadership on the Microsoft platform. Supports customerskillinginitiatives and execution.