Job description
Job Category: Sales
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.
Job Requirements:
Experience in an environment where customer contacts and knowledge are leveraged to prospect opportunities within assigned accounts.
Combination of business acumen and IT Infrastructure expertise to understand how customer business issues impact their IT environments.
Project and/or opportunity management expertise.
Experience making presentations to IT executives.
Ability to solve complex problems and present the problems and their resolution in a clear and concise fashion.
Experience in Enterprise technology sales quota responsibility and account development, planning and profiling strategies.
Working effectively within a virtual team, taking strategic direction from opportunity owners and
considering inputs from team members.
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