Account Technology Strategist(职位编号：798892)
微软销售市场和服务集团 （SMSG）
- 公司规模：1000-5000人
- 公司性质：外资(欧美)
- 公司行业：计算机软件
职位信息
- 发布日期：2012-08-02
- 工作地点：南京
- 招聘人数：1
- 工作经验：三年以上
- 学历要求：本科
- 职位类别：客户经理/主管
职位描述
Job Category: Sales
Location: China, Nanjing
Job ID: 798892
Product: (Not Product Specific)
Division: Sales
Why does the ATS role exist?
The Account Technology Strategist (ATS) adds value to Microsoft by providing technical guidance to customers, resulting in expanded deployments of Microsoft technology, including Windows Vista adoptions, in targeted accounts.
How does the ATS role add value?
The ATS role adds value by:
1. Developing a healthy IT Infrastructure and Client pipeline of qualified opportunities.
2. Creating and maintaining IT Profiles on customers, including IO Discovery data for all 3 IO Models and IT level business drivers.
3. Identifying the gaps in IO, Deployment and Security within customer accounts and contributing to opportunity generation plans to address the gaps.
4. Defining IT Infrastructure and Client solutions that address customer pains and/or opportunities.
5. Ensuring handoffs to, and engagements with, the appropriate resources (within the ATU or STU, to Partners and/or Services) at the appropriate phase of the MSSP.
6. Delivering presentations, briefings or technology reviews that reinforce the IT Infrastructure for a People-Ready Business value propositions.
7. Ensuring that customers are aware of the Microsoft Enterprise Product Roadmap and the Security benefits of a Microsoft-centric technology stack.
8. Contributing to the recruitment, engagement and readiness of Partners who can help the ATS role scale capacity.
How is the ATS role unique from other roles?
The ATS role is unique in:
a. Its in-depth knowledge of customers’ IT environments.
b. Its focus on optimizing Microsoft Core Infrastructure technologies and articulating the Security value of a Microsoft stack.
c. Its ability to successfully articulate and communicate the IT Infrastructure for a People-Ready Business value proposition.
d. Its insights into customers’ IT strategies, IT level business drivers and IO maturity stages.
Responsibility/Activity
- Technical Guidance to Customers Resulting in Expanded Deployments of Microsoft Technology in Accounts
- Complete IT Profiles that Contribute to IO Discovery, Account Planning and Account Growth Strategies
- Valid, Healthy IT Infrastructure and Client Pipeline
- Effective Prospecting and Qualifying within Top IO Opportunities
- Agreed-Upon Solution through Proof of its Value to Customers
- Trusted Technical Advisor Relationship with Customers Resulting in Continuity throughout the Sales Cycle Stages
- Engaged and Ready Infrastructure Partners
- Informed Customers on Security Risks and the Value of a Microsoft-Centric Platform
- Results: The ATS role is responsible for delivering new and expanded deployments of Microsoft Core Infrastructure technologies in customer accounts. The ATS role develops and maintains a healthy and valid IT Infrastructure and Client pipeline that includes initiatives and workloads/solution areas related to IO, Deployment and Security. The challenges facing the ATS role over the next 6 months to 3 years are the need to convince customers to optimize their Core Infrastructures by deploying Microsoft technologies currently in place, and the strategic initiative in obtaining customer commitment to migrate to Windows Vista.
- Position Scope: The ATS role affects Microsoft at the customer account level within a specified geography or territory. The ATS role also contributes to worldwide knowledge sharing and best practices within the ATS community.
- Decision-Making: The key decisions made by the ATS are centered on the best ways for customers to expand their deployments, the IO maturity stages of customers, the solutions proposed to address customer pains and/or opportunities, and the best ways to allocate resources within and across opportunities. These decisions impact the probability of an opportunity moving to close and rely heavily on customer interactions and input, and manager support.
- Strategy and Development: The ATS role is responsible for developing IT Profiles, demand generation, IO stage progression plans and Security plans for assigned accounts. These plans contribute to the overall Account Planning process.
Communication/ Business Relationships:
1. The ATS role is dependent on strong and established relationships with ATU team members (AM, IAM, SSP IW, SSP App Platform & Dev). The ATS role is also brought to communicate effectively and efficiently with Licensing Specialists, IT Infrastructure and Client resources (SSP and TSP roles) and other STU resources as needed. The ATS role also interfaces with BG Leads and PSMs (Product Solutions Managers). The primary purpose of communication is to relay information and insights into customer accounts through the ATS’ knowledge and understanding of customers’ IT environments.
2. The external communication and business relationships center primarily around partners and the development of their expertise on Microsoft Core Infrastructure solutions and value propositions and their effective delivery to customers.
3. The ATS role relies on and impacts ATU team members (AM, IAM, SSP IW, SSP App Platform & Dev) as well as the IT Infrastructure and Client resources (SSP and TSP) within the STU. The role also interfaces with Services resources as the ATS stays current on and monitors customer deployments.
Qualifications
- 3-5 years of related experience
- No supervisory or management experience is required. Extensive experience in working within teams is required.
- Professional training/certification in: sales and Partner management, complex sales training (i.e. Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSSP), broad evangelism through events (presentation skills), effective marketing tactics, CRM (Siebel or other)
- Bachelor’s Degree (B.S./B.A.) required, advanced degree preferred
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Nanjing
Job ID: 798892
Product: (Not Product Specific)
Division: Sales
Why does the ATS role exist?
The Account Technology Strategist (ATS) adds value to Microsoft by providing technical guidance to customers, resulting in expanded deployments of Microsoft technology, including Windows Vista adoptions, in targeted accounts.
How does the ATS role add value?
The ATS role adds value by:
1. Developing a healthy IT Infrastructure and Client pipeline of qualified opportunities.
2. Creating and maintaining IT Profiles on customers, including IO Discovery data for all 3 IO Models and IT level business drivers.
3. Identifying the gaps in IO, Deployment and Security within customer accounts and contributing to opportunity generation plans to address the gaps.
4. Defining IT Infrastructure and Client solutions that address customer pains and/or opportunities.
5. Ensuring handoffs to, and engagements with, the appropriate resources (within the ATU or STU, to Partners and/or Services) at the appropriate phase of the MSSP.
6. Delivering presentations, briefings or technology reviews that reinforce the IT Infrastructure for a People-Ready Business value propositions.
7. Ensuring that customers are aware of the Microsoft Enterprise Product Roadmap and the Security benefits of a Microsoft-centric technology stack.
8. Contributing to the recruitment, engagement and readiness of Partners who can help the ATS role scale capacity.
How is the ATS role unique from other roles?
The ATS role is unique in:
a. Its in-depth knowledge of customers’ IT environments.
b. Its focus on optimizing Microsoft Core Infrastructure technologies and articulating the Security value of a Microsoft stack.
c. Its ability to successfully articulate and communicate the IT Infrastructure for a People-Ready Business value proposition.
d. Its insights into customers’ IT strategies, IT level business drivers and IO maturity stages.
Responsibility/Activity
- Technical Guidance to Customers Resulting in Expanded Deployments of Microsoft Technology in Accounts
- Complete IT Profiles that Contribute to IO Discovery, Account Planning and Account Growth Strategies
- Valid, Healthy IT Infrastructure and Client Pipeline
- Effective Prospecting and Qualifying within Top IO Opportunities
- Agreed-Upon Solution through Proof of its Value to Customers
- Trusted Technical Advisor Relationship with Customers Resulting in Continuity throughout the Sales Cycle Stages
- Engaged and Ready Infrastructure Partners
- Informed Customers on Security Risks and the Value of a Microsoft-Centric Platform
- Results: The ATS role is responsible for delivering new and expanded deployments of Microsoft Core Infrastructure technologies in customer accounts. The ATS role develops and maintains a healthy and valid IT Infrastructure and Client pipeline that includes initiatives and workloads/solution areas related to IO, Deployment and Security. The challenges facing the ATS role over the next 6 months to 3 years are the need to convince customers to optimize their Core Infrastructures by deploying Microsoft technologies currently in place, and the strategic initiative in obtaining customer commitment to migrate to Windows Vista.
- Position Scope: The ATS role affects Microsoft at the customer account level within a specified geography or territory. The ATS role also contributes to worldwide knowledge sharing and best practices within the ATS community.
- Decision-Making: The key decisions made by the ATS are centered on the best ways for customers to expand their deployments, the IO maturity stages of customers, the solutions proposed to address customer pains and/or opportunities, and the best ways to allocate resources within and across opportunities. These decisions impact the probability of an opportunity moving to close and rely heavily on customer interactions and input, and manager support.
- Strategy and Development: The ATS role is responsible for developing IT Profiles, demand generation, IO stage progression plans and Security plans for assigned accounts. These plans contribute to the overall Account Planning process.
Communication/ Business Relationships:
1. The ATS role is dependent on strong and established relationships with ATU team members (AM, IAM, SSP IW, SSP App Platform & Dev). The ATS role is also brought to communicate effectively and efficiently with Licensing Specialists, IT Infrastructure and Client resources (SSP and TSP roles) and other STU resources as needed. The ATS role also interfaces with BG Leads and PSMs (Product Solutions Managers). The primary purpose of communication is to relay information and insights into customer accounts through the ATS’ knowledge and understanding of customers’ IT environments.
2. The external communication and business relationships center primarily around partners and the development of their expertise on Microsoft Core Infrastructure solutions and value propositions and their effective delivery to customers.
3. The ATS role relies on and impacts ATU team members (AM, IAM, SSP IW, SSP App Platform & Dev) as well as the IT Infrastructure and Client resources (SSP and TSP) within the STU. The role also interfaces with Services resources as the ATS stays current on and monitors customer deployments.
Qualifications
- 3-5 years of related experience
- No supervisory or management experience is required. Extensive experience in working within teams is required.
- Professional training/certification in: sales and Partner management, complex sales training (i.e. Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSSP), broad evangelism through events (presentation skills), effective marketing tactics, CRM (Siebel or other)
- Bachelor’s Degree (B.S./B.A.) required, advanced degree preferred
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
公司介绍
微软本着与合作伙伴共同成长、共同发展的宗旨深入开拓中国本地市场。作为一家软件平台厂商，微软通过合作伙伴业务模式，努力促进信息技术产业生态系统的建设。我们通过合作伙伴把微软的产品和服务送到用户手中，通过合作伙伴基于微软的平台开发丰富的、最适合中国市场的应用产品和解决方案来满足用户的需求。
微软与政府有关部门及其他机构合作，积极推动缩小数字鸿沟，以帮助各层次、各地区的人们实现自己的最大潜能。多年来，无论是开展“携手助学”支持农村和边远地区教育、推进“农村信息化”建设让农民通过信息技术脱贫致富，还是实施“潜力无限”项目，合作成立社区学习中心，扶助弱势人群，都体现了我们致力于成为优秀企业公民的不懈努力。
微软通过开发众多的软件产品和服务并提供相应的生产、授权和支持，向用户传递商业价值。目前，微软在中国业务涉及Windows客户端、服务器平台和开发工具、信息工作者产品、微软商务管理解决方案、移动及嵌入式设备、MSN和家庭消费及娱乐产品等七个方面。
欢迎浏览公司网站：http://www.microsoft.com/china
微软与政府有关部门及其他机构合作，积极推动缩小数字鸿沟，以帮助各层次、各地区的人们实现自己的最大潜能。多年来，无论是开展“携手助学”支持农村和边远地区教育、推进“农村信息化”建设让农民通过信息技术脱贫致富，还是实施“潜力无限”项目，合作成立社区学习中心，扶助弱势人群，都体现了我们致力于成为优秀企业公民的不懈努力。
微软通过开发众多的软件产品和服务并提供相应的生产、授权和支持，向用户传递商业价值。目前，微软在中国业务涉及Windows客户端、服务器平台和开发工具、信息工作者产品、微软商务管理解决方案、移动及嵌入式设备、MSN和家庭消费及娱乐产品等七个方面。
欢迎浏览公司网站：http://www.microsoft.com/china