Strategic Account Technology Strategist

Full Job Description

Contributes to the creation of stakeholder maps for accounts, determines and orchestrates a coverage plan, and builds out an execution framework. Establishes best practices and standards for aligning with quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Customer and Industry Insights Applies deep expertise and thought leadership to identify the right Industry Sales Kits and industry partners within the customer's vertical industry. Articulates and understands specific industry-related market trends, as well as customer threats, opportunities, and barriers to growth as they relate to the customer's broader industry. Applies industry knowledge to support customers in solving issues. Synthesizes and combines various business and industry insights from their team, global best practices, proof points from experience/case studies with countries and/or regions, and deep industry expertise related to customers and their competitors to conduct forecasting and develop recommendations for managing accounts and subsidiary planning. Ensures that all levels of the organization provide alternate perspectives to enable customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights. Orchestrates global teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Brings in business and industry insights to address the broader business challenges for the customer and deliver solutions. Ensures line-of-business wins are captured (e.g., customer write-ups) as reference for scale. Contributes to global resource requirement availability, and understands how to allocate and create the appropriate resources for the project. Establishes best practices and standards around account planning and review for aligning with quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Coordinates highly complex extended account teams (e.g., spanning complex technologies, geographies, functions) and drives forecasting and tracking of the business. Provides Account thought leadership inclusive of information technology (IT), industry, and business strategy knowledge, and shares best practices internally while providing coaching to subsidiary resources. Contributes to the creation of stakeholder maps for accounts, determines and orchestrates a coverage plan, and builds out an execution framework across multiple Rooms of the House of the customer. Develops a plan, within a broader strategy, to create and qualify a set number of opportunities for product sales, solutions sales, or consumption. Builds a mid-term strategy for AI and metaverse projects as well as an immediate opportunity pipeline and orchestrates execution through the appropriate technical teams from the Specialist Team Unit (STU) and with appropriate Partners Contributes to the creation of trusted, long-term (e.g., three years plus) multi-horizon technological and business roadmaps for highly prominent, challenging, and/or strategic accounts based on a deep understanding of business and technology priorities and the customer's industry landscape. Provides Account thought leadership inclusive of information technology (IT), business strategy knowledge, and technology landscape, and shares best practices internally while providing coaching to subsidiary resources. Provides technical guidance to internal teams to position technology while using customer landscape knowledge. Delivers regular (e.g., quarterly, monthly) industry/technology engagements and/or briefings to customer Chief X Officers (CXOs), their technical team, and business decision makers (BDMs) to drive execution and focus on competitive advantage Drives customer skilling initiatives and execution along with the account executive (AE) and enterprise skilling initiative (ESI) teams. Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 7+ years technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience OR equivalent experience. Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 14+ years technical consulting, technical consultative selling, practice building, or related technical/sales/industry experience OR equivalent experience. 5+ years experience in digital transformation or using technology to drive customer business outcomes. 4+ years experience in business consulting, consultative selling, or change management. 5+ years experience leading technical, support, and/or partner teams. Strategic Account Technology IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $165,600 - $272,300 per year. Certain roles may be eligible for benefits and other compensation.

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