Senior Technical Seller
An ATS is a senior technical seller. They require a strong technical foundation and can coach a customer through a technical envisioning conversation.
Business AND Technical
An ATS should be able to connect the technical capabilities necessary to achieve the customer business outcome.
Change Leadership Skills
Fully achieving the business impact customers demand requires the sustained usage of our solutions and cloud services. This can only be achieved by helping the customer fully integrate our cloud services into the work flows and processes of their business.
Born in the cloud
While it is certainly possible to learn how to effective position cloud services, when considering outside candidates be sure to look to “born in the cloud” providers.
1. Architecture Strategist
Trusted advisor to the customer – providing guidance on how best to leverage Cloud / Digital Transformation to maximize impact
Use Industry led Digital Transformation Architectures to help customers Envision “what’s possible”
Champion your customer across the Microsoft & Partner V-team
Ability to engage effectively and credibly at CxO BDM and TDM level across multiple functions
Ability to drive creation and execution of an action oriented adoption plan, built with BDM’s and TDM’s that aligns to business outcomes
Demonstrate impactful communications to bridge perspectives, synthesize opinions and credibly drive consensus for direction
2.Technology Thought Leader
Credible technical resource to articulate the value of Digital Transformation / Cloud Services
Anticipate market changes to apply new, relevant cloud services to customer business objectives / challenges
Show up as a technical advisor on Digital Transformation / Cloud Services
Proactive approach on behalf of the customer and determination in the face of significant obstacles
Leveraging and contributing to communities, building on the learnings from others and driving impact through others
3. Technical Seller
Align sales opportunities to customer business objectives
Anticipate and remediate technical / architectural blockers to Cloud Adoption
Orchestrate MS & Partner V-team to maximize business results and experience of customer
Provide solution oriented technical / architectural guidance and recommendations that assure customers
Translate complex technologies in customer business impact (such as ROI, TCO etc.)
4. Change Leader
Anticipate landing / adoption needs of the customer to achieve business goals / maximize results
Ensure all new sales opportunities or Customer Success Engagements are well scoped to achieve sustainable business results
Contribute to Trusted Advisor status by demonstrating customer centric change leadership skills
High focus on understanding customer scenarios and total focus on customer success – accountable for results
5. Driver of Business Value
Help customer achieve business results through Trusted Advisor status, leveraging Industry led, Digital Transformation / Cloud architectures
Sales and Consumption activities should be well aligned to customer objectives and business value
Assess and identify customer requirements and blockers, leveraging Partner V-team / Services where needed
Learn and express understanding of the industry and customer’s unique business needs and technical environment
Growth mindset – open to new ideas and ways of doing things – looks for ways others have achieved results – seeks/brings creativity
Learn and express understanding of the industry and customer’s unique business needs and technical environment
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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
