App Innovation Technology Presales Specialist

5 days ago

Sydney, Australia Microsoft Full time

Overview

The App Innovation Technology Presales Specialist is dedicated to helping customers envision and adopt AI as an integral part of their technology outcomes.

Leveraging their robust consulting background, they employ skills such as design thinking to identify customer needs, foster innovation, and create tailored AI solutions.

Their role involves collaborating with stakeholders to understand business challenges, conducting workshops to explore possibilities, and designing strategic roadmaps that integrate AI seamlessly into existing frameworks. By bridging the gap between technical potential and business value, they empower customers to harness AI's transformative power, driving efficiency, growth, and competitive advantage in the market.

Responsibilities

Scale Customer Engagements

  • Proactively identifies and engages with key customer decision makers and influencers while engaging sales team and helping lead sales strategy.
  • Uses knowledge of customer context, and industry knowledge to build credibility with customers.
  • Leads and ensures complex technical wins (e.g., cross-workload, cross-team, cross-geo, subsidiary-level impact) by establishing rules of engagement (e.g., role boundaries, handoff strategies), coaching others (e.g., technical sellers, account teams), leveraging knowledge of processes tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Ensures alignment of Microsoft technologies with future sector standards and requirements by working with industry boards and driving customer case studies and references.

Leverage Partner Ecosystem

  • Scales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem (e.g., account teams) and developing deep partner relationships.
  • Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build subsidiary strategy.

Build Strategy

  • Builds competitive knowledge, documents compete patterns, and shares within the community to drive change and escalations for competitive selling strategies. Acts as a subject matter expert on a particular competition. Delivers competitive knowledge back to product and engineering teams.
  • Proactively develops strategic cross-workload/subsidiary and account level responses to specific market threats by identifying market patterns and delivering feedback to business group on trends and needs.
  • Works with local account and marketing teams to shape strategic win and customer success plans and tailors to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends. Where applicable, builds consumption plans with moderately complex requirements in coordination with Partner and Industry Solutions Delivery teams after customer sign-off.

Solution Design and Proof

  • Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of solutions based on multiple products and position solutions against competitors. Leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business.
  • Adapts and extends architecture patterns to accommodate complex customer requirements and drive integration solutions for industry flavor. Delivers assets that can be leveraged by others in the business.
  • Applies advanced sales methodologies (e.g., challenger sales) to guide customers through digital transformation solutions and uses innovation to challenge solutions against changing technology.

Education & Enablement

  • Builds readiness plans for peers and proactively identifies gaps and new opportunities for learning. Provides insight onto Corporate, business and product groups, sales strategy, and business reviews for impact.
  • Acts as a thought leader by sharing best practices (e.g., user journeys, architectures, materials) and regularly delivering content at Microsoft events (e.g., TechReady). Provides insight into how to identify opportunities to increase solutions/portfolio understanding.
  • Monitors, responds to, and acts as a thought leader on internal community posts, establishes and leads vibrant tech communities including community calls, sessions, hackathons, etc., and acts as a mentor to the community.

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