Account Technology Strategist, Energy/Utilities Job

Job Category: SalesLocation: Moscow, RUJob ID: 749942-37488Division: SalesAccount Technology Strategist - Energy/Utilities, Enterprisener Group Purpose: The Account Technology Strategist (ATS) is part of the Microsoft Technical Sales Profession, aimed to: Enable Business Growth for our Customers, by delivering Business Value with the Microsoft Platform, thus securing long-term Sustainable Growth. The ATS is an Customer aligned Relationship Resource with the following Core Responsibilities: Gather a 360 Customer (Energy/Utilities sector) Insight profile, incl. IO, IT and Application Platform, and the Partner and Competitive landscape. Build Trusted Technical Relationships with the TDM, in particular with the CIO, CSO, CTO and their direct reports. Drive Realized Platform Value, by driving a Deployment and Adoption Strategy, and orchestrating Technical Resources from the STU (SSP/TSP), Microsoft Services, and Partners for Execution. Initiate Growth by Competitive Displacement, by building a qualified competitive pipeline, initiating Capability Led (IO) Conversations, supporting APO (BGA/AGA) Engagements, and leveraging the Microsoft Account Planning process. The ATS has 3 distinct sales motions: Deployment: The ATS owns the Deployment Strategy, and drives a customer validated Deployment Plan, supported by Sales Technology Unit (STU), Microsoft Services and Partners. Capability Led Selling (IO): The ATS initiates the IO Conversation (incl. IO Discovery) as a Trusted Technical Relation to the TDM (in particular the CIO, CSO and CTO), and supports STU resources (Solution Sales Professional, Technology Solution Professional) in driving competitive opportunities. Application Platform Selling (APO): The ATS supports APO BGA and AGA engagements, owned and orchestrated by Account Manager and Solution Sales Professional Platform. How is the ATS role unique from other roles? The ATS role is unique in: Its focus on long-term sustainable growth. Its in-depth knowledge of Customers IT environments. Its ability to build long-term Trusted Technical Relationships, and have solid and meaningful Technical conversations. Its broad knowledge of the entire Microsoft Enterprise Platform, and the ability to map it to the Customer Business needs and priorities. Its ability to qualify and initiate competitive opportunities and work with Microsoft and/or Partner resources to grow the Microsoft Infrastructure and Application Platform. Qualifications: University degree in Economics or Computer Science. MBA considered as an advantage; 5 years of experience in IT industry as an advantage; Good knowledge of Energy/Utilities sector framework; Good understanding of business models, key business drivers in Energy/Utilities sector; Deep knowledge of IT infrastructure of Energy/Utilities companies; People management skills would be considered as an advantage; Strong sales experience is considered as an advantage; Combination of business acumen and IT Infrastructure expertise to understand how customer business issues impact their IT environments; Experience in an environment where customer contacts and knowledge are leveraged to prospect opportunities within assigned accounts; Project and/or opportunity management expertise; Ability to solve complex problems and present the problems and their resolution in a clear and concise fashion; Working effectively within a virtual team, taking strategic direction from opportunity owners and considering inputs from team members; Good understanding of enterprise computing environments, major vendors and products/positioning as well as associated issues; Good knowledge of Microsoft product line, technologies and business solutions as an advantage; Excellent verbal and written communications skills as well as strong interpersonal skills to professionally represent Microsoft in front of the customer; Excellent negotiation and presentation skills, experience in communications / negotiations with decision makers & executives in large enterprise accounts; Experience in making presentations to IT executives; Dynamic driver, team player, consensus builder; English (not lower then intermediate); Russian to be native language. EUR:MSRU:SMSG:EN EUR:MSRU:SMSG:RU

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