People Management 

• Managers deliver success through empowerment and accountability by modeling, coaching, and caring. 
• Model - Live our culture. Embody our values. Practice our leadership principles. 
• Coach - Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. 
• Care - Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others. 

Customer and Industry Insights 

•  Acts as a thought leader for synthesizing and combining various and often conflicting business insights across all teams and business units, global best practices, proof points from experience across multiple countries and regions, and broad and deep industry expertise (e.g., level 300) related to customers and their competitors to conduct forecasting and develop recommendations for managing the most prominent, high-impact, and/or challenging customer accounts. Ensures that all levels of the organization challenge customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights. 
• Applies deep expertise and thought leadership to identify the right industry partners, and leverages broad networks to drive the customer digital transformation journey. Coaches team members to articulate and understand specific industry-related market trends, as well as customer threats, opportunities, and barriers to growth as they relate to the customer's broader industry. Receives internal and external credibility as a thought leader within their specialized industry. 

Digital Transformation 

• Leads team members to define new business models for the customer transformation to reshape the customer business. Works to understand customer challenges, defines the problem statement, then envisions the digital transformation journey (e.g., through storyboards, roadmaps) to drive change that impacts large, complex, and/or high-stakes customers. 

• Drives the transformational program of change for the customer and leads specific initiatives or projects within the program of change. Drives changes into the all-up business and worldwide approach for Digital Advisory. Uses an understanding of the customer business and cultural requirements to drive digital transformation in the customer and deliver to production. 
• Identifies current and future state changes required to successfully implement and adopt digital transformation for the customer. Conducts workplace analyses, identifies the user/agent of the future, and uses insights to understand how to evolve that role over time. Recognizes patterns, gaps, and trends across practices and uses insights to establish best practices and processes for persona analysis. 
• Drives consumption pipeline through creation of business and industry innovations for the customer, for example by identifying market trends, innovative solutions for the customer, and new markets for the customer, and driving long-range opportunities or programs of change that can lead to consumption pipeline. 

Trusted Advisor 

• 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) across all levels of the organization. Drives action to ensure that internal teams understand and respond to insights. 

• Expands Microsoft relationships with large, complex, and/or global customers into strategic partnerships, and leads the adoption of technologies by plotting the strategic, long-term vision of the customer's/partner's business strategy and driving action to bring it to fruition. May lead others to provide analyses and architect solutions for a sector or industry. 
• Ensures execution of technology strategy and digital transformation by anticipating and/or leading the resolution of technical blockers that arise during strategy planning and implementation and driving technology adoption. 
• Guides the creation of trusted, long-term (e.g., multi-year) technical and business roadmaps for highly prominent, challenging, and/or strategic accounts with global and high-stakes impact for the business based on a deep understanding of business and technology priorities and industry landscape. Ensures that teams drive envisioning and articulate business and program changes in the roadmaps around new and groundbreaking capabilities for highly complex technologies. 

Demands Generation and Orchestration 

• Develops and drives opportunities based on industry best practices, presents opportunities to the customer and creates demand to solve highly strategic, complex business and IT scenarios. Develops a broad strategy to identify and qualify a set number of opportunities for product sales, solutions sales, or deployments. Leverages multiple channels (e.g., social media) to create demand. 

• Defines the solution pipeline strategy for a subsidiary in partnership with Sales team, and works with subsidiary leadership to close any gaps. Defines the blueprint for opportunity initiation and sets and shares standards and best practices for others to follow. 

Differentiated Value Proposition 

• Establishes clarity and builds differentiated value proposition through the team and motivates team to anticipate competitive technologies and industry trends to drive success. Guides team to drive conversations with large-scale or high-impact customers that present the strategic relationship between Microsoft technologies, products, and services compared with the competitor's solution and the customer's overall business goals and objectives. 
• Creates and maintains a vision with business and technology solution scenarios and services that helps large-scale, high-stakes customers meet their business goals, achieve their long-term corporate vision, and maximize commercial success. 

Architecture 

• Holds teams accountable for leveraging existing architecture approaches (e.g., Dream-Design-Deliver framework) to achieve Microsoft's agreed commitments to the customer and developing new solutions to scale across multiple customers and markets. 
• Provides end-to-end governance, oversight, and thought leadership for architecture projects, including pilots and proof of concept, across multiple accounts. 

Program Scoping and Orchestration 

• Guides teams in the identification of cost drivers and top-line revenue opportunities across multiple business and solution areas to shape business case and calculate high- level cost estimates and return on investment for large-scale program activities. 
• Provides thought leadership around industry and customer insights to inform digital transformation account planning. Participates in small-scale iterative planning discussion rhythms with account technology strategists to discuss transactional elements of account planning. 

• Sets the standards and strategy involved in managing technical and business components of projects for large, high-stakes, global accounts to develop solution offerings and value realization across a variety of highly complex solution areas. Sets timelines and milestones, and tracks progress toward objectives. Leverages industry expertise and establishes technical credibility with customers to drive the project agenda. 

Qualifications

Required/Minimum Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, or related field AND experience in technology solutions, practice development, architecture, consulting, and/or technology domain (e.g., Security)
  • OR Master's Degree in Computer Science, Information Technology, Engineering, or related field AND experience in technology solutions, practice development, architecture, consulting, and/or technology domain (e.g., Security)
  • OR equivalent experience.

 Additional or Preferred Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, or related field AND experience in technology solutions, practice development, architecture, consulting, and/or technology domain (e.g., Security)
  • OR Master's Degree in Computer Science, Information Technology, Engineering, or related field AND 8+ years experience in technology solutions, practice development, architecture, consulting, and/or technology domain (e.g., Security)
  • OR equivalent experience.
• Technical sales experience.
• Project management experience.
• People management experience, including managing consultant practice managers, technical sales managers, and/or technical architect managers.
• Technical or Professional Certification in Domain (e.g., Security).