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Digital Transformation Strategist

2 months ago

Sydney, New South Wales, Australia Microsoft Full time

About the Role

The Digital Transformation Strategist will be a technical thought leader responsible for driving the digital and AI transformation of our customers through the adoption of Microsoft technologies. As a core part of the sales team, this role will facilitate interactions between clients and Microsoft, fostering new opportunities, inspiring customers, demand generation, market share growth, digital and AI transformation, and aligning industry/business scenarios with technological solutions.

Key Responsibilities

  • Synthesise and combine various business and industry insights from their team, global best practices, and proof points from experience/case studies, to identify new opportunities.
  • Oversee technical teams for driving opportunities with the extended team. Bring in business and industry insights to address the broader business challenges for the customer and deliver solutions.
  • 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 and which Microsoft solutions can play a key role.

Trusted Advisor

  • Provide technical thought leadership inclusive of information technology (IT), business strategy knowledge, and technology landscape, and share best practices internally. Leverage this thought leadership in partnership with account executives to set strategy, own accountability for outcomes, and lead extended teams. Provide technical guidance to internal teams to position technology while using customer landscape knowledge.
  • Create security thought leadership with the customer's executives (e.g., technical decision maker [TDM]/business decision maker [BDM]) using the Microsoft Security and Zero Trust narratives and engage TDM and BDM stakeholders to position security as a business enabler and instil a security mindset in all aspects of the customer's technology landscape.
  • Leverage a broad knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs. Drive and leverage leaders from the partner ecosystem to bridge process gaps. Leverage deep understanding of their customer to share knowledge with extended team and leverage advanced knowledge of competitors to promote customer business perspectives.
  • Act as the voice of the customer, industry, 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 organisation. Drive action to ensure that internal teams understand and respond to insights. Articulate the business opportunity for Microsoft based on product gaps.

Technology Strategy Formulation

  • Lead analysis of overall customer needs, current technology landscape, desired outcomes, and blockers. Determine key stakeholders for driving execution. Lead the adoption of technologies by plotting the long-term vision of the customer's business strategy and driving action to bring to fruition.
  • Lead and ensure 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.
  • Create mid- and long-term (e.g., 12 or more months) multi-horizon technology and business roadmaps for accounts based on a deep understanding of business and technology priorities and industry landscape. Challenge and validate the strategy and plan with customer stakeholders and drive envisioning and articulate business and program changes in the roadmaps around new and groundbreaking capabilities.

Technology Sales: Demand Generation and Orchestration

  • Create, develop, and drive opportunities by creating demand with our customers. Develop a plan, within a broader strategy, to create and qualify a set number of opportunities for product sales, solutions sales, or consumption.
  • Create new opportunities, with TDM customer stakeholders, managing consumption pipeline with extended team to maintain velocity, and unblocking issues. Define the blueprint for opportunity initiation, and set and share standards and best practices for others to follow.
  • Lead the customer journey into the era of AI and Security by creating a targeted approach tailored to their current business requirements and positions Microsoft as a leader for the future, both for accelerating productivity as well as helping the customer create new capabilities to support their business.

Differentiated Value Proposition

  • Act as the customer's technology advisor in established relationships with line-of-business leaders or senior executives within your accounts, including TDMs and/or Business Unit leaders at the C-level (e.g., HR, Risk, Finance leadership).
  • Partner with leaders and executives to articulate how Microsoft technology/services will meet future business needs better than the competition and will enable the achievement of long-term success. Provide an outside-in view around existing and emerging compete or other solutions that are also a requirement for the customer.

Mapping and Account Planning

  • Help customer technical specialists build the message to sell Microsoft offerings to other parts of their business or end users. Create stakeholder maps for accounts, determine, and orchestrate a coverage plan, and build out an execution framework across multiple Rooms of the House of the customer.
  • Orchestrate internal teams and local partners (inclusive of global systems integrators and consultancy partners) to ensure sufficient technical resources for demand generation, when appropriate.

Education and Thought Leadership

  • Lead customer technology strategy by engaging and influencing technical resources of customer, partner, and Microsoft team.
  • Use existing and new readiness resources and demonstrate expertise in creating enablement plans.
  • Drive innovations to help customers meet their business goals leveraging the Microsoft platform, and influence customers unlock the strategic value.