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Austin, Texas, United States

$38.89 per hour

Seeking Account Technology Strategists to support enterprise customers, mapping business scenarios to technical solutions and driving adoption of Microsoft technologies such as Azure Cloud and Dynamics 365, while owning the IT Decision Maker relationship

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We are currently looking for Account Technology Strategists to join our teams across various business groups, for varying customer sizes, in our enterprise, regulated, and partner services organizations.

Microsoft’s Enterprise Team focuses on empowering customers on their digital journey, from envisioning new possibilities to delivering solutions that result in targeted business outcomes and a great customer experience and revenue growth for Microsoft.

Account Technology Strategist (ATS)

The Account Technology Strategist  is at the forefront of our digital transformation efforts for our enterprise customers. The ATS works exclusively to support the business of customers, map business scenarios to the technical foundation, understand and translate the customer priorities and desired outcomes, and orchestrate resources in the customer’s digital journey. ATS' technical acumen enables customers to do business in new disruptive ways. The ATS drives the adoption of Microsoft Azure Cloud, Modern Workplace solutions, and Microsoft Dynamics 365 and is the owner of the IT Decision Maker (ITDM) relationship and acts as a virtual CTO.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

By applying to this role, you will be considered for multiple opportunities within Microsoft across the United States including locations beyond where the role is posted. This role is flexible in that you can work up to 50% from home. Travel percentages will very according to role.


Customer and Industry Insights

  • Generates business insights based on knowledge of the customer's technology landscape, engagement experience, and proactive collaboration with the customer, internal teams, and industry to conduct forecasting and develop recommendations for managing accounts. Challenges customers to consider alternative business models to meet business and market needs and adapts plans to insights.

  • Develops expertise in customer businesses. technology platforms, to support the digital technology strategy with the customer that is aligned to business outcomes. Challenges customers’ assumptions with constructive dialogue about their business and technology.

Trusted Advisor

  • Identifies the right technical decision maker (TDM) and business decision maker (BDM) stakeholders and uses the Microsoft Security Narrative to uncover opportunities through Microsoft Security Solution Plays. Creates relevant opportunities and introduces the appropriate technical teams from the Specialist Team Unit to pursue.

  • Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face. Leverages leaders from the partner ecosystem to bridge process gaps. Coordinates with internal industry experts to gather industry data of assigned accounts and improve planning. Demonstrates a strong understanding of the customers' business strategy and the direction of the industry.

  • Acts as the voice of the customer, industry, and internal advocate by providing insights, feedback, and challenges from the customer to internal teams.

Technology Strategy Formulation

  • Provides analysis of overall customer needs, outcomes, and potential blockers, and advises on gaps that would benefit from Microsoft solutions, validating with the broader team.

  • Ensures execution of technology strategy and/or digital transformation by identifying and resolving technical blockers that arise during strategy planning and implementation and driving technology adoption.

  • Supports the creation of fundamental, mid-term technology and business roadmaps (e.g., up to 12 months), outlining the customer's transformation journey and core wins. Presents the strategy and plan to customer stakeholders. Builds technical engagement or enablement plan, captures baseline, and drives envisioning to support mid-term business plans.

  • Translates an understanding of the customer's business objectives and scenarios in conjunction with industry priority scenarios (IPS), Microsoft sales plays, and solution areas to develop technology architecture. Ensures that developed architecture influences cloud journey to position all Microsoft clouds and drive consumption, usage, and a higher share of customer potential and propensity (CPP).

Technology Sales: Demand Generation and Orchestration

  • Identifies customer issues, creates demand, and identifies opportunities to uncover new solutions. Creates and qualifies a set number of opportunities for product sales, solution sales, or consumption. Collaborates with partners to drive demand generation and capitalize on opportunities.

  • Creates and maintains an opportunity initiation in partnership with Specialist and Partner team, and works with peers to map Microsoft priorities to opportunities.

  • Presents the AI and Industrial Metaverse themes to technical decision maker (TDM) stakeholders within the customer to create interest and excitement about Microsoft's capabilities in those areas. Creates the resulting opportunities and introduces the appropriate technical teams from the Specialist Team Unit to pursue.

Differentiated Value Proposition

  • Leads new opportunities and orchestrates internal teams to accelerate the customer's digital transformation by understanding customer drivers of digital transformation, engaging with customers to lead strategic technology direction/transformation within assigned accounts, and ensuring line-of-business wins are captured for referencing.

  • Drives conversations with enterprise customers that present the strategic relationship between Microsoft technologies, products, and services compared with the competitor's solution and the customer's overall business goals and objectives.

Mapping and Account Planning

  • Creates stakeholder maps for accounts, and determines, and orchestrates a coverage plan.

  • Orchestrates internal teams and local partners to ensure sufficient technical resources for demand generation, when appropriate.

  • Drives account planning for budgeting, quota attainment, consumption goals, and customer consumption gaps to inform quarterly and fiscal objectives. Coordinates extended account teams and drives forecasting and tracking of the business. Owns the technical portion of the account plans and leads the account plan delivery.

Education and Thought Leadership

  • Influences customer technology engagement by engaging technical resources of customer, partner and Microsoft towards customer’s digital transformation. Contributes to the delivery of regular (e.g., quarterly, monthly) industry/technology briefings to customer technology stakeholders.

  • Uses existing and new readiness resources to support enablement plans for customer technology adoption at the national and regional level. Contributes to innovations to accelerate meeting goals for customer capacity, maximize reach and impact.

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