Synthesizes business insights and orchestrates global teams across the organization to deliver alternative solutions while applying deep expertise and thought leadership. Acts as a "virtual Chief Technical Officer" to provide Account Thought leadership, leverage deep knowledge of Microsoft's solutions, industry, and customer needs, and acts as the voice of the customer, industry, and team. Leads technology strategy formulation by leading alignment of customer needs and technology solutions, execution of technology strategy/digital transformation, creation of mid- to long-term technical roadmaps, and translation of customer business objectives. Develops and drives opportunities, presents opportunities to the customer, and creates demand. Coaches peers on how to create and maintain an opportunity initiation and how to map Microsoft priorities to opportunities. Leads digital transformation using corporate and cross-industry resources, and partners with line-of-business leader or senior executive to articulate the benefits of Microsoft technology over competitor solutions. Helps customer technical specialists sell Microsoft offerings. Maps technical customer requirements and business scenarios to Microsoft technology platforms. Orchestrates necessary teams and partners to ensure demand generation and establishes best practices for account planning. Delivers regular industry/technology briefings to customer technology senior decision-makers technical teams. Uses readiness resources and demonstrates expertise in creating enablement plans. **Responsibilities** + Customer AI and Security Strategy Leadership + Document and articulate the customer’s business objectives, technology landscape and AI and Security strategy + Researching and understanding the customer and their industry through multiple channels, including, but not limited to, digital sales resources, internal experts, executive sponsors, direct customer engagements, leading Account Strategy Envisioning workshopsOperate as ONE Microsoft to drive customer centricity and build trust by delivering a differentiated customer experience + Owning the AI Plan and attaching it to the account plan, keeping it refreshed regularly + Documenting, maintaining and communicating the customer’s technology landscape and roadmap + Building effective partnerships with Innovation/Transformation Leaders in businesses units and TDMs, connecting Industry/Business scenarios to cross solution areas and driving AI solutions, including partner solutions, to differentiate Microsoft from competitors + Using deep customer understanding to develop an AI and Security strategy that will both benefit the customer through innovation and create net new pipeline and secure the customer + Creating and qualifying new stage 1 opportunities for TDM-led engagements + Proactively working with the customer to ensure intent for usage and consumption, orchestrating the relevant opportunity owners for existing projects and/or creating new customer project pipeline through TDM engagements.Close collaboration with the Customer success team (CSA and SSSP) to sell the value of proactively incorporate Unified in AI Transformation opportunities **Qualifications** **Required/minimum qualifications** + Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field + 6+ years technical consulting, technical consultative selling, business consulting, practice building, or related technical/sales experience **Additional or preferred qualifications** + 6+ years experience in digital transformation, or using technology to drive customer business outcomes. + 6+ years experience in relevant customer industry. + Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 12+ years technical consulting, technical consultative selling, business consulting, practice building, or related technical/sales experience OR equivalent experience. Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) . Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .