Digital Cloud Solution Architecture
hace 2 semanas
Proactively owns winning the technical decision of the customer. Gathers insights about client business and learns technical requirements to propose viable solutions to clients and support their digital transformation based on Microsoft technologies. Architect solutions to meet client's business and IT needs, ensure technical viability and successful deployments, while orchestrating key resources, partners and Microsoft technologies as appropriate. Acts as a technical leader & consumption champion around rhythm of business and pursues opportunities for optimization, proactively proposes potential business opportunities with customer. Assesses, enables, and builds client’s technical capability, leads technical activities for building solutions, and supports pre-sales/implementation for client projects; scales effectively where appropriate via partners. Develop deep relationships with key customer & partner technical leads and act as the Voice of Customer at Microsoft.
**Responsibilities**:
Scale Customer Engagements
- Proactively engages with and reaches out to customer technical decision makers and influencers proactively and independently. Utilizes information on customer business, industry, needs, competitive landscape and key priorities to support customer's digital transformation, challenge them when necessary, and position the customer to deliver architectures. Keeps up to date with customer information, industry and market trends, and compliance regulations.
- Uses knowledge of customer context, cross-solution or portfolio expertise, and deep technical and market/industry knowledge to build credibility with customers individually or at scale.
- Leads and ensures technical wins for core and adjacent technologies by leading technical discussions with customers and establishing rules of engagement (e.g., role boundaries, handoff strategies) for extended teams, leveraging knowledge of processes (e.g., Managed Service Provider [MSP], co-sell Partners), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Searches for customer references to use in engagements.
- Leverages knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites) with limited managerial support and proactively engages product and support teams (e.g., engineering) to remediate blockers by conveying impact.
Scale Through Partners
- Engages in partner sell-with scenarios by acting as liaison between the partner and team and shares visibility on partner resources and processes.
- Captures core competitive knowledge across solution areas and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies.
- Applies and customizes existing demonstration assets. Demonstrates and oversees demonstrations (e.g., Architectural Design Sessions [ADSs], Proof of Concept [POC] sessions) of solutions based on multiple Microsoft products through initial engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment. Reviews partner demonstrations and provides feedback to ensure alignment with Microsoft standards.
- Monitors and analyzes action plans to promote customer usage of key/prioritized Microsoft solutions/products that support customer’s business outcomes. Identifies opportunities to promote usage.
Architecture Design and Deployment
- Receives and synthesizes data about customer/partner business and technical requirements, addresses them with technical architecture(s), and demonstrates and proves the capability and value of those solutions through design collaboration sessions with the customer/partner.
- Drives pilots, proof of concept (POC), and value (e.g., optimizing solutions and costs) for multiple technical solutions across technology areas to prove the proposed architecture design. Moves the customer forward from pilots to productive deployments by rooting pilots in business impact.
- Leads customer/partner projects that implement technical architecture(s). Provides thought leadership for technical architecture design, development, and deployment and supports the customer/partner throughout pre-sales and/or implementation.
- Identifies, escalates, and works to resolve technical blockers (e.g., changing configurations, sample coding) to accelerate architecture implementations, and routes non-technical issues for removal by appropriate party.
- Adapts methodology and applies governance to identify, communicate, and/or minimize business and/or technical risks, defines customer/partner conditions of success, adheres to quality assurance, and calculates risks whilst designing and/or delivering solutions.
Driving Customer Success
- Builds customer timelines to identify and gain buy in on metrics in conjunction with partners to align with customer's digital transformation initiative and expand customer success coverage as a discipline. Establishes cadence for checking in and rep
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