亚马逊Senior Technical Account Manager - GPU (北上广深)

Customer Relationship ManagementBuilds and coaches others on customer, partner, and internal stakeholder engagement strategy and models. Develops, maintains, and builds upon foundational relationships with key customer stakeholders and technical professionals to enable quality solution delivery and health using partnerships with other account team leaders and leads orchestration across internal/external stakeholders. Expands customer and partner relationships beyond the current Unified Support contract consumers with a focus on leading the definition of business outcomes and how to align Microsoft strategy to customer business priorities.Identifies, navigates, communicates, and influences key customer technical, business, and executive-level stakeholders (including partners). Guides and leads conversations to facilitate the achievement of customer business objectives by leveraging their investment in Microsoft. Maps internal roles to customer priorities to action the needs of customers and provides input into customer priorities. Holds, maintains, and nurtures internal stakeholder relationships. Influences and challenges senior/executive internal stakeholders. Leads business value conversations at customer executive levels.Initiates the gathering of information on the business and Information Technology objectives for customer organizations using partnerships with other account team leaders to identify customer priorities. Partners with Account Team to create a customer success plan and contribute to the shared customer account plan in support of customer objectives specific to the customer's business transformation programs and common to their industry.Customer Success LeadershipLeads the strategic execution of program planning and customer-facing program reviews, prioritization of engagements, and management of key stakeholder and executive expectations to address agreed-upon customer outcomes and account priorities to deliver ongoing customer success. Leverages Microsoft delivery management methodologies, processes, and tools to manage and improve customer operational health. Proactively identifies and mitigates customer blockers by leveraging Microsoft solutions and services, and develops deliverable programs of work. Orchestrates delivery resources to facilitate value realization with a focus on driving operational health. Leads delivery program reviews with internal stakeholders to ensure alignment on customer outcomes and account priorities. Leads escalation management and communications for delivery programs in the customer account.Engages in conversations with customers and demonstrates alignment between customer objectives and the current Microsoft portfolio of work in the customer account. Promotes the organizational and customer success strategy with customers. Aligns Microsoft technology and services with the customer's goals and objectives to form a cooperative strategy. Engages in account team planning, promoting business and technical needs for change that challenge customer thinking. Aligns with the account team to link Customer Success Plans (CSPs) with account plan priorities and develop bookable programs of work. Challenges the customer and influences their strategic decision making, driving the case for change towards improved operational health.Proactively identifies, monitors, and mitigates actual and potential blockers to consumption through data analysis and customer feedback. Mobilizes resources to address actual and potential blockers to consumption, associated issues, and to ensure delivery on Customer Success Plans (CSPs). Holds accountability for identified consumption milestones and their completion. Partners with customers to proactively identify opportunities for growth, optimize usage, and drive adoption. Partners with customers to understand their business objectives, identify opportunities where Microsoft offerings can help achieve those objectives, and aligns Microsoft products and services to agreed-upon customer outcomes and account priorities. Leverages an understanding of the customer's needs and business objectives to identify opportunities where Microsoft can provide added value to maximize retention and minimize churn.Technical RelevanceUnderstands, identifies, and aligns Microsoft solutions, and technical capabilities (e.g., Azure, Modern Work, Dynamics) to customer needs and priorities. Leverages broad foundational industry and technical expertise to enable customer success. Identifies complex customer scenarios (e.g., Independent Software Vendors [ISV], cross-cloud, partner) and aligns with technical specialists to identify relevant cross-cloud technology solutions. Strengthens Microsoft's position in the customers' cloud technology marketplace against competitors. Leverages understanding of the customer's technology platform and Microsoft's technology roadmap to enable customer digital transformation.

Business Excellence• Holds team accountable for forecasting expected sales revenue within the portfolio/customer segment(s) within their markets. Examines revenue subtotals by solution area from a bottom-up view to determine progress against unofficial budgets. • Proactively expands strategic network of key internal and external partners and other business decision makers for their team and customers to ensure execution of core tasks, grow sales and partner impact, and to ensure seamless account management experiences within the portfolio; drives engagements with key internal partners, business, and technical decision makers to develop long-range, comprehensive, tailored business strategies that meet Microsoft's and customers' needs; directs team(s) on the development of marketing strategies based on partner and Microsoft needs, and scaling business across regions, segments, and/or globally; identifies where there is a need for a partner(s) to act in Microsoft's market to accelerate consumption and/or growth. • Oversees and directs actions across multiple complex accounts and business areas, and manages planning and prioritization efforts across accounts to ensure individuals and teams follow-through with appropriate responses to account needs; defines expectations and goals to guide the development strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities; shares best practices across teams for assessing and adjusting priorities, and reducing complexity for customers in concert with sales teams, all while maintaining a high level of commitment and accountability; defines priorities for projects across the line of business to drive business outcomes. • Directs and holds virtual teams accountable to lead execution and customer escalations at the portfolio level, providing guidance and sharing best practices for executing prompt and swift corrective actions, understanding trends, and working with partners to mitigate recurrences; ensures team(s) provide support for account management and internal partners to facilitate efforts to proactively address customer escalations and revenue, delivery and consumption blockers, and/or sellers blockers; holds customers/partners accountable as part of the escalation cycle. Understands and develops contract elements (e.g., terms and conditions), contract negotiation, and risk management strategies. Driving Business Growth by Customer and Partner Obsession• Empowers virtual teams to define strategies, objectives, and a rhythm of business (ROB) for account planning across the customer set, clearly articulating standards and priorities; directs and coaches team(s) or manager(s) where and how to invest account management resources and other stakeholders; oversees and directs maintenance of periodic coaching rhythm with sellers; coaches, inspires, and influences engagements between internal and external senior decision makers on long-term business planning, the development of scalable strategic plans, and anticipating customer trends and needs across aggregate accounts. • Actively maintains and leverages a comprehensive understanding of their customers' business needs, strategies, and priorities within the portfolio; coaches team(s) to anticipate their customers' needs and to educate customers on positioning Microsoft products and services to increase customer budget; directs team(s) to translate features into customer business impact and outcomes that accelerate the customer's digital presence; manages the development of plans to offer targeted solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solutions for customer and industry needs. • Directs long-term customer satisfaction growth and maintenance strategies; drives business portfolio management to contribute to overall business growth; manages relationships with customer stakeholders and the collection of feedback (both formal and informal) within the portfolio to identify and understand the drivers of satisfaction and/or dissatisfaction; holds team(s) accountable for customer (dis)satisfaction issues and coaches them to resolve those issues; ensures key stakeholders are aligned with success measures across teams and track progress against plans, orchestrates internal and external resources to anticipate customer satisfaction issues, determine the root cause of problems, remove blockers, and establish recovery action plans to improve customer's overall experience. • Directs the development and implementation of strategies for maximizing selling and customer add opportunities; ensures plans highlight solutions to solving additional business and technology issues; provides guidance on storytelling strategies to lead account conversations, evaluating account performance, developing short- and long-term strategies, and acting upon optimization opportunities; shares best practices and leverages expertise cross-functionally to identify and act on opportunities to drive growth, revenue, and adoption outside of the portfolio; encourages and coaches team on how to exhaust all opportunities to develop relationships with new and existing customers. • Ensures the development and execution of business planning by one or more sales teams, managing accounts within the portfolio, and holds their team(s) accountable for ensuring engagements yield high volume sales and consumption targets in alignment with plans, budgets, and forecasts; shares industry insights and best practices for leading diverse cross-functional teams and ensures their team(s) coordinate with internal industry experts on account planning and execution; directs team members to identify new business opportunities, drive account growth, and facilitate actions around to win big bets, while leveraging internal and/or external partners to scale business by emphasizing mutual business growth, and coaches team through reporting account details back to business stakeholders. • Leads digital transformation efforts across accounts to drive business outcomes and create business value for customers across the customer set; empowers their team(s) to field innovative ideas that showcase the value of digital transformation and provides guidance related to the execution of such transformation; enables team members to leverage corporate resources, engages cross-industry resources, and removes internal blockers to drive customer transformation; ensures line-of-business wins are captured (e.g., testimonials), referenced, and socialized across teams to identify best practices and align digital transformation strategies; facilitates full alignment between teams in order to execute effectively. People and Cultural Transformational Leader• Leverages a strong knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs; shares and discusses industry and competitive market knowledge internally to drive more competitive solutions, enhance growth of teams, and influence business capabilities; provides advice and industry expertise to help inform decisions on pursuit or withdrawal, close deals in competitive situations, and execute on sell opportunities; evaluates opportunities and positions Microsoft favorably against competitors. Acts as a brand ambassador for Microsoft to external stakeholders, leading customer roundtable discussions to improve understanding of the long-term impact of business decisions. Encourages development of connections between team and functional leaders to enhance understanding of the practitioner perspective; leverages the work of others (e.g., industry/sales executives) to enhance their own and their team's account planning. • Develops and holds team(s) accountable for developing a deep understanding of their clients and/or customers' business models and priorities; integrates and validates feedback from various sources to inform industry strategy; defines expectations and requirements for marketing and business strategies aimed at growing opportunities among current and new clients and/or customers; holds team(s) accountable for displaying customer and partner obsession by driving business value to customers and demonstrating that Microsoft is focused on their success; empowers their team(s) to achieve customer and partner goals; ensures team(s) gather and share feedback to enhance capabilities broadly across their organization, and consistently adapt Microsoft's messaging; guides team(s) and internal partners in contact with clients and/or customers on proper communication strategies that articulate Microsoft's offerings and value propositions. Develops new connections with teams locally and globally to enhance global market understanding. • Positions oneself as a thought leader and trusted advisor to executive-level business decision makers across their business areas; leverages and socializes best-in-class sales and communication techniques to direct efforts to lead teams and key internal and/or external stakeholders with deep industry expertise (e.g., industry solutions executives), and to enable their team(s) to build stronger relationships with decision makers across business areas. • Directs and facilitates the development and delivery of compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for clients that accelerate the closing of deals, facilitates connections between customers and broader Microsoft solutions, and consistently drives business outcomes; coaches others to tailor presentations for clients and/or specific industries, tracks outcomes from presentations, and shares best practices and overall plans with internal partners and peers; utilizes examples from other customers in the industry to demonstrate a mix of industry- and customer-focused needs being met when presenting business plans to clients; represents Microsoft as a thought leader by speaking at industry panels. • Proactively cultivates trusting and influential relationships with customers and directs one or more sales teams to use Microsoft sales strategies with business and technical decision makers at high levels of the customer's organization (e.g., individual contributors to Corporate Vice Presidents [CVPs]), and to align priorities, secure buy in, close sales, and drive ongoing business value; defines and socializes strong customer engagement strategies among internal partners to articulate Microsoft's point of view and create deep connections with clients that help drive purchase decisions and interaction, and increase participation; guides their team(s) to leverage their expertise and understanding of customers' needs to become trusted advisors who help drive customers to transform their business model; advocates internally on behalf of the customer (e.g., driving changes to roadmap, engaging with product groups) to influence decisions and priorities in alignment with customers' needs; coordinates with internal stakeholders to influence change and/or execution between teams. • Directs and executes talent acquisition, recruiting, succession planning, and change management; provides guidance to team on how to have hard conversations, navigate employment law, support diversity and inclusion initiatives, and how to motivate/coach someone's behavioral changes; acts on "talents of the future," what will be needed in the role as time goes on/as the role evolves and how to build their workforce around that; adapts their coaching techniques periodically to ensure that they are working with their team(s) toward the most up-to-date expectations; recruits individual contributors as well as leaders, understands the market and how to attract diverse talent over competitors, and oversees leader development; influences the market by having presence and visibility that facilitates recruitment of market talent; cultivates development plans across teams, not solely top talent.

  Account Management • Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts and works to ensure engagements yield high volume sales for both Microsoft and the customer that are on track with goals, outcomes, and forecasts. Leads multiple, diverse, and high-performing teams and coordinates with internal industry experts on account planning and execution for various accounts. Coordinates with industry experts to identify new business opportunities and drive account growth. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth, and deep understanding of plan to ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency to achieve customer outcomes. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays. Leverages strong sales acumen to set action items and approach to drive big bets and drive new business opportunities based on customer strategy and priorities. • Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Ensures teams are documenting in the Account Plan. • Expands network of key internal (e.g., Industry Solutions [IS]) and external partners and other business decision makers in customers' accounts to grow sales and partner impact and to provide a seamless account management experience to the customers, ensuring proper execution of core tasks and account transactions. Engages with key mainstream partners to promote long-term, mutually-beneficial business and technology transformation strategies. Expands network of influence on the board to expand reach and influence decision making. Drives joint solutions with partners. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners. • Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs. Develops strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities. Leads virtual teams to properly re-adjust priorities, all while maintaining a high level of commitment and accountability. Prioritizes line of business projects to achieve business outcomes. Reduces complexity for the customer and for internal teams by prioritizing the most strategic partners to deliver outcomes. Sales Excellence• Actively seeks customer feedback (both formal and informal) of assigned accounts regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction. Helps in the creation of long-term strategies aimed at maintaining levels of customer satisfaction. Orchestrates others (e.g., Customer Success Account Management [CSAM]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plan to improve customer's overall experience. Leverages key executive relationships to build trust with the customer organization. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans. • Develops compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes. Demonstrates thought leadership and presents business plans to customers to generate new non-qualified opportunities. Guides others on how to tailor industry-specific presentations. Presents outcome based cross solution strategies. • Develops and implements plans for maximizing upselling/cross-selling non-qualified opportunities in certain accounts. Drives plans to highlight Microsoft's and partners' solutions to solving additional business and technology issues and aims to expand budget allocated to Microsoft. Leverages virtual teams to identify and act on new non-qualified opportunities while utilizing common sales and delivery methodology for the Microsoft sales organization. • Engages decision makers of assigned accounts to clearly articulate Microsoft's value proposition aligned to customer's business objectives. Translates features into business impact and outcomes that accelerate the customer's digital presence. Develops plans to offer more targeted solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs. • Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple assigned accounts by leveraging best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to build stronger relationships with decision makers of assigned accounts. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc. Customer Engagement• Supports business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers. Leverages consultative and insightful listening skills that disrupts the mindset of customers by bringing innovative ideas that showcase the need for change and new strategic direction. Is sought out by the customer for guidance related to transformation. Proactively involves corporate resources and engages cross-industry resources to drive customer transformation. Ability to influence and mitigate proactively competitive risk. Ensures line-of-business wins are captured (e.g., customer write ups) as reference for scale through insightful listening. • Proactively cultivates relationships with customers and uses Microsoft sales strategies with executive, business, and technical decision makers at high levels of the customer's organization through consultative engagement to establish alignment and secure buy-in and execution. Connects the customer to Microsoft business and technical executives. Establishes Rhythm of Business (RoB) with top customer sponsors to regularly highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI). Works with the customer partners foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President). Leverages digital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing output, and reflect in the engagement strategy in our customer plan. • Proactively develops a comprehensive understanding of customer's business and technology needs and strategies for each assigned account, of their priorities, and of the industry direction. Anticipates customers' needs to deliver new insights on customers' business strategies and educate customers on ways to jointly address these needs. Identifies and pursues opportunities to offer business and technology solutions. Leverages internal influence to advocate on behalf of the customer internally (e.g., driving changes to roadmap, engaging with product groups), working to prioritize customers' requests and meeting their business needs. Creates trust to influence for impact and acts as a trusted advisor to help the customer transform its business model. Connect customers with other customers/partners on areas that may benefit them. If industry aligned, also develops a deep understanding of the customer's industry. Industry Knowledge• If aligned by industry, exhibits deep knowledge of the industry, current trends, and market dynamics, and the competitive landscape. Leverages their depth of industry knowledge to position Solution Area technology in industry context. Demonstrated ability to position how Microsoft products and solutions will help customers realize innovation through business transformation.

• Drive revenue and market share growth in a defined territory or industry vertical. • Identify and engage independent customers or any other customers assigned by the company. • Meet or exceed quarterly revenue targets. • Develop and execute a comprehensive account/territory plan. • Accelerate customer adoption. • Maintain a robust sales pipeline and reporting. • Work with partners to extend reach and drive adoption. • Possess the technical ability to explain (but not implement) cloud computing, infrastructure solutions (servers, storage, data center services), and internet architectures (firewalls, load balancers, etc.). • Develop case studies. • Manage contract negotiations. • Develop long-term strategic relationships with key accounts. • Develop account plans for key accounts and territories. • Ensure customer satisfaction (managing pre-sales and post-sales customer experience). A day in the life As you design and code solutions to help our team drive efficiencies in software architecture, you’ll create metrics, implement automation and other improvements, and resolve the root cause of software defects. You’ll also: • Build high-impact solutions to deliver to our large customer base. • Participate in design discussions, code review, and communicate with internal and external stakeholders. • Work cross-functionally to help drive business decisions with your technical input. • Work in a startup-like development environment, where you’re always working on the most important stuff.