英伟达Senior Mapping Pipeline Engineer

ResponsibilitiesPlanning and Engagement• Serves as the industry subject matter expert in digital transformation account planning. Engages with internal and external stakeholders on account planning and partner business planning (e.g., Key Business Leaders (KBLs), Global Systems Integrator [GSI], Independent Software Vendors [ISV]) and reviews industry plans, lending credibility from an industry perspective. Brings a multi-year strategic perspective to digital transformation account planning by identifying where the industry is, where the account is, and what Microsoft has to offer that is new. Provides thought leadership via focus on broad global industry trends (e.g., emerging customer needs and competition) to activate and evangelize worldwide industry strategies and/or large ecosystem plays into local market and/or must-win accounts. Drives stakeholder mapping to identify the most influential stakeholders and decision makers in the customer business. Partners locally with ISVs to inform industry knowledge. Participates in small-scale iterative planning rhythms with core account team and other team members to discuss operational elements (e.g., tactics, execution, roles, and orchestration) needed to deliver on the account plan. Ensures alignment with account roadmaps by determining how to drive growth/reduce cost and help direct the account team to what business decision makers (BDMs) pair. Increases the speed of adoption of Microsoft technologies by plotting the strategic, long-term vision of the customer's/partner's business strategy and driving appropriate actions to bring it to fruition. • Leads multi-horizon planning to outline an approach for industry-oriented solution selling with the customer. Creates segment-focused three-horizon roadmaps for impactful accounts based on business and technology priorities, as well as deep understanding of their industry. Identifies appropriate resources to execute on digital transformation plan to support mid- to long-term customer plans. Drives internal and customer envisioning and articulates business and program changes in the roadmaps around new and groundbreaking capabilities. • Proactively continues to build and maintain mutually influential relationships with external senior- and executive-level decision makers and partners, leveraging targeted stakeholders at assigned customer. Builds an understanding of who the most influential decision makers are in potential and existing customer accounts to engage with them and develop a relationship, understand their motivations, and open up new opportunities. Defines an engagement strategy for identifying customer stakeholders (e.g., executives) with the most influence. Ensures effective procurement relationship with stakeholders to understand buying habits of customer. Supports broad and specialist teams in determining who to contact and connect with (e.g., detailing that a logistics challenge in the retail space starts with merchandising). Supports definition of holistic strategy for account and individual stakeholder. Engages in regular and continuous communication to act as an industry advisor to the executive-level business decision makers at the customer's business by applying deep understanding of their business strategy, market dynamics, relevant technology trends and Microsoft’s Industry point of view (POV). Orchestrates V-team in executing plays that support relationship building. Navigates complex corporate and/or political environments specific to the customer's industry to drive business value-case creation.   Sales Execution• Identifies needs and industry readiness of customers and influences stakeholders. Leverages internal resources (e.g., account team unit [ATU], partners) to land value propositions for solutions with customers and solution plays in a repeatable manner. Leads work to open customer opportunities based on industry objectives, best practices, and new stakeholder relationships. Identifies and advances high-impact, high potential repeatable use cases and scenarios for reuse across customers. Envisions product scenarios that do not currently exist to identify and open white spaces. Leverages industry expertise to help craft and modify prioritized services and solutions that align with customers' needs and innovation-centered initiatives with an industry narrative. Makes and proposes solutions to customers and competitors in the industry. Identifies corporate priorities and map (in a chain) of enabling capabilities from KPIs to the lowest level. • Collaborates with the account team units (ATUs) and internal and external stakeholders/partners to build a pipeline within the industry and territory. Supports the orchestration of appropriate resources to converge, support, and convert industry-specific opportunities into deals. Conducts research with customer on their markets and opportunities for implementation of digital technologies. Represents industry perspective in and drives conversations and ideation with customers to create a shared vision and future direction for the integration of Microsoft technology in their business. Originates, develops, and drives opportunities based on industry best practices and own expertise, presents transformative opportunities to customer, and creates demand in highly strategic, complex business and IT scenarios. Influences execution of the worldwide play into the field to drive for scale and leverage customer pain points and industry depth to identify and open new business opportunities that meet customer business objectives and drive growth across customer's business. Contributes to market making business partnerships in their industry of expertise with multi-year potential, in collaboration with ATUs. Provides guidance to account teams to help ensure representation of industry to internal senior leadership. Advises account executives and technical leaders of accounts on how to best align sales opportunities to customer business objectives to help customers achieve business results. • Creates and maintains an industry-focused vision with business and technology solution scenarios and services that helps large-scale, high-stakes customers achieve industry-relevant business outcomes, achieve their long-term corporate vision, and maximize commercial success. From an industry perspective, leads and facilitates strategic discussions with board-level/senior executive stakeholders (e.g., CxO, senior Business Development Managers [BDMs]) both with the customer and internally to design the end state and show how it achieves and aligns to the goals of the customer's business, as well as how it compares with competitors' solutions. Identifies and connects with customer executives who own the area being influenced (e.g., business process) to align with the customer's business strategies and goals, and to design and model how the business will execute strategy with the integration of Microsoft technology. • Collaborates internally to articulate strategic business value from an industry perspective and long-term implications of using Microsoft's products, services, solutions, and existing features of customer's digital portfolio to create mutually beneficial business value propositions as they digitally transform their business (e.g., program or solution development). Engages senior decision makers within customers to identify, generate, and nurture new business opportunities through qualitative industry solutions. Provides the industry point of view to support the group assessing account maturation using innovative and creative insight. Executes on the proposal or development of solutions that align with customer and Microsoft industry-focused priorities and showcase clear benefits of choosing Microsoft over competitors. Creates value opportunities and value case by identifying value drivers, representing the industry cloud vision, top line revenue opportunities, and cost drivers. Leverages customer successes to demonstrate value and expand solutions throughout other areas of the customer's business. Applies knowledge of the current state, projected future state, and improved capabilities of the customer via Microsoft solutions to create a compelling business-value case with consideration of customer and business scenarios. Provides customer references as industry exemplars in specific, novel customer scenarios. Leads work to build proposals/develop potential industry-specific solutions that align with the customer's priorities. • Recognized as a trusted advisor by the customer to shape, lead, and challenge strategic decision makers to take action and implement the proposed solutions using a compelling storyline and a strong financial business case (e.g., return on investment [ROI], other applicable metrics) rooted in the customer's industry. Understands customer and industry challenges, helps define the problem statement, and envisions the digital transformation journey (e.g., through user research, storyboards, roadmaps) to drive change for large, complex, and/or strategic customers. Incubates and develops early stage pipeline for large scale digital transformation opportunities based on market research and customer-specific needs to drive strategic partnerships. Initiates conversations and networks with customer and internal teams (e.g., industry team, digital technology specialists, sales teams) to determine the right stakeholder mix for transforming the customer's business. Drives the acceleration of new, multi-horizon customer transformational business models that reshape the customer business and advance their cloud maturity. Leads complex transformational opportunities to turn them into commercial agreements that deliver on customer objectives. Ensures a strong connection into delivery and success, post-sales, to help customers realize desired business value. Organizes collaboration with the account team unit (ATU) to identify opportunities to drive growth with new and existing accounts. Identifies high-impact customer requirements for internal ideation with team. Drives the team to accelerate new customer transformational business models that reshape the customer business and advance their cloud maturity. Gathers competitive insight and proactively shares insight and impacts.   Collaboration and Partner Management• Leverages their understanding of and relationships with Business Strategy Leads (BSLs), Business Development Managers (BDMs) and Partner Development Managers (PDMs) to plan, orchestrate and execute customer opportunities, and inform house of industry. Drives engagements with Industry Solutions Delivery (ISD), partners (e.g., solution architect, solutions-sales professionals, cloud-solution architects) and external stakeholders to design and illustrate envisioned solutions (e.g., pilots, proof of concept, rapid prototyping, minimum viable product). Collaborates with the account team unit (ATU) and partners to drive GTM strategy and drive together customer opportunities. Collaborates with commercial and legal teams to establish formal partnership. Collaborates with partner teams (e.g., Global Partner Solutions [GPS]) to carry out competitive recruiting of new partners and helps current partners to understand the industry and develop/deliver truth for the solutions within that industry. Drives team efforts to identify and engage partners for targeted solutions and articulates the case for developing solutions on top of the Microsoft cloud.   Industry Expertise• Completes the required training and seeks additional learning opportunities to obtain relevant industry expertise and certifications pertinent to the role and the industry itself. Proactively builds and maintains knowledge of Microsoft's and other industry-relevant solutions and other capabilities. Proactively builds strong knowledge of the industry, including trends, policy implications (e.g., privacy), and competitors to act as a subject matter expert and inform decisions on pursuit or withdrawal. Leads communication to provide feedback across the ecosystem (i.e., cross-pollinating information across teams/industries) to other teams (e.g., sales, marketing, engineering) on future product trends or sales blockers and to guide industry solutions team members in a wide variety of specialties, leveraging deep industry knowledge to articulate nuances and anticipate gaps. Advises and presents at industry communities. Provides recommendations on accounts and establishes a learning baseline for less experienced colleagues. Proactively seeks out additional training to build on career competencies, including information that adds to the understanding of customers' businesses, and shares it with team members.  

Customer and Industry InsightsApplies expertise (deep expertise across few accounts or broad expertise across many accounts) and thought leadership to identify and inform the development of 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. Leverages industry trends from other industries to gather insights and develop an informed perspective on similar issues that may occur within their industry/industries. 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 (e.g., level 200) 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 challenge customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights. Orchestrates cross-regional teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Oversees technical teams for driving opportunities with others, as necessary. Brings in business and industry insights to address the broader business challenges for the customer and deliver solutions. Differentiated Value PropositionPartners with a line-of-business leader or senior executive within a large-scale or high-impact customer organization to articulate how complex Microsoft technology/services will meet future business needs better than the competition and will enable the achievement of long-term growth and success. Provides an outside-in view around existing and emerging compete or other solutions that are also a requirement for the customer.Acts as the customer's Technology Mentor in established relationships with a line-of-business leader or senior executive within a large-scale or high-impact customer organization senior leaders, including technical decision makers (TDMs) and/or Business Unit leaders at the C-level (e.g., HR, Risk, Finance leadership). Develops extended relationships beyond core customers, advises on solutions, and aligns Microsoft capabilities with customer needs. Drives market share (e.g., cloud, collaboration, AI). Leads customer business transformations through digital technologies for assigned accounts to drive business outcomes and create business value for customers by understanding customer industry and position to provide guidance and to challenge customer thinking with innovative ideas that showcase the need for change and new strategic direction, and proactively involves corporate and cross-industry resources to drive customer transformation. Ensures line-of-business wins are captured (e.g., customer write-ups) as reference for scale, and represents the face of the business during public relations events for significant business wins. Education and Thought LeadershipLeads customer technology engagement by engaging and influencing technical resources of customer, partner, and Microsoft towards customer’s business transformation. Delivers regular (e.g., quarterly, monthly) industry/technology briefings to customer technology senior decision-makers technical teams.Uses existing and new readiness resources and demonstrates expertise in creating enablement plans for large and high-stakes customers, and all-up Microsoft business. Drives innovations to help customers meet capacity and capability goals, maximize reach, and impact and drive long-term engagement and thought leadership on the Microsoft platform, and influences large customers to see and adopt the strategic value. Drives customer skilling initiatives and execution. Mapping and Account PlanningEstablishes best practices and standards around account planning for budgeting, 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. Owns the technical portion of the account plan and leads the customer plan delivery for large, critical, and/or strategic accounts. Captures all Account Planning input in MSX D365 Account Plan.Helps customer technical specialists build the message to sell Microsoft offerings to other parts of their business or end users. Creates 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.Orchestrates internal teams and local partners (inclusive of global systems integrators and consultancy partners) to ensure sufficient technical resources for demand generation, when appropriate. Technology Sales: Demand Generation and OrchestrationLeads Account Strategy Envisioning (ASE, formerly IDTA) with the extended account team, customer, and partner to deliver the outcomes for the customer through joint envisioning, as a vehicle for Industry Sales Kits and Solution Plays. Creates new Stage 1 opportunities, both billed and consumed, with technical decision maker (TDM) customer stakeholders, managing consumption pipeline with extended team to maintain velocity, and unblocking issues. Coaches peers (often as a mentor across a region or country) on how to create and maintain an opportunity initiation and how to map Microsoft priorities to opportunities. Defines the blueprint for opportunity initiation, and sets and shares standards and best practices for others to follow.Leads the customer journey into the era of AI and Industrial Metaverse by creating a targeted approach tailored to their current business requirements and positions Microsoft as a leader for the future, both for accelerating productivity as well as helping the customer create new capabilities to support their business. Leverages expertise of current technology landscape and understanding of AI and Industrial Metaverse capabilities to plot the foundational elements on the technology roadmap that need to be in place to realize value for the customer. 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 PartnersCreates, develops, and drives opportunities based on industry best practices, presents opportunities to the customer, and creates demand. Develops a plan, within a broader strategy, to create and qualify a set number of opportunities for product sales, solutions sales, or consumption. Leverages partners and multiple channels (e.g., social media) to create demand. Orchestrates efforts to drive MCEM lifecycle and stage progression. Leverages experience and strategic foresight to lead technical teams by driving opportunities with Specialist Team Unit (STU), Customer Success Unit (CSU), and others, as necessary. Leads efforts to reach out to key stakeholders to give customer-driven pitches and drives the appropriate customer reach together with the account executive to generate new demand. Uses advanced technical knowledge of products to determine feasibility of technical customer requirements requests and works with core engineering teams to prepare solutions. Technology Strategy FormulationCreates mid- and long-term (e.g., 12 or more months) multi-horizon technology and business roadmaps for highly prominent, challenging, and/or strategic accounts based on a deep understanding of business and technology priorities and industry landscape. Challenges and validates the strategy and plan with customer stakeholders and drives envisioning and articulates business and program changes in the roadmaps around new and groundbreaking capabilities. Leads the translation of the customer's business objectives in conjunction with Industry Sales Kits and Solution Plays (including consumption-heavy workloads and cloud services) to develop an effective Industry Technology Architecture to plans for and drives consumption and adoption of Microsoft cloud and a higher share of customer potential and propensity (CPP).Leads analysis of overall customer needs, outcomes, and blockers. Determines key stakeholders for driving execution on the largest and/or most complex accounts. Partners with global executives to lead overall strategy development (e.g., blocker identification, partner strategy) to identify and address gaps and drive end-to-end solutions. Leads the adoption of technologies by plotting the long-term vision of the customer's business strategy and driving action to bring to fruition.Leads and ensures execution of technology strategy and digital transformation by anticipating and/or leading the resolution of technical blockers that arise during strategy planning and implementation, and driving technology adoption. Trusted AdvisorLeverages a broad knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs. Proactively coordinates with internal and external network of industry experts (e.g., Regional Experts, industry-specific partners) to build strong knowledge of the industry and the competitive landscape. Drives and leverages leaders from the partner ecosystem to bridge process gaps. Leverages deep understanding of their customer to share knowledge with extended team and leverages advanced knowledge of competitors to promote customer business perspectives. Partners with others (e.g., enterprise-channel managers) to provide sponsorship and increase impact.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. Leverages account thought leadership in partnership with account executives to set strategy, own accountability for outcomes, and lead extended teams. Provides technical guidance to internal teams to position technology while using customer landscape knowledge. Creates connections and feedback loops with Product and Engineering teams.Acts as the voice of the customer, industry, and internal advocate by providing insights, feedback, and challenges from the customer to internal teams (e.g., product groups, engineers) across all levels of the organization. Drives action to ensure that internal teams understand and respond to insights. Articulates the business opportunity for Microsoft based on product gaps.Creates security thought leadership with the customer's executives (e.g., technical decision maker [TDM]/business decision maker [BDM]) using the Microsoft Security and Zero Trust narratives and engages TDM and BDM stakeholders to position security as a business enabler and instill a security mindset in all aspects of the customer's technology landscape. Uses their understanding of the customers' technology and security needs to establish Microsoft’s security credentials and to build opportunities to improve the customer's security posture and orchestrates execution through security specialists.  

Customer and Industry InsightsApplies expertise (deep expertise across few accounts or broad expertise across many accounts) and thought leadership to identify and inform the development of 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. Leverages industry trends from other industries to gather insights and develop an informed perspective on similar issues that may occur within their industry/industries. 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 (e.g., level 200) 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 challenge customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights. Orchestrates cross-regional teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Oversees technical teams for driving opportunities with others, as necessary. Brings in business and industry insights to address the broader business challenges for the customer and deliver solutions. Differentiated Value PropositionPartners with a line-of-business leader or senior executive within a large-scale or high-impact customer organization to articulate how complex Microsoft technology/services will meet future business needs better than the competition and will enable the achievement of long-term growth and success. Provides an outside-in view around existing and emerging compete or other solutions that are also a requirement for the customer.Acts as the customer's Technology Mentor in established relationships with a line-of-business leader or senior executive within a large-scale or high-impact customer organization senior leaders, including technical decision makers (TDMs) and/or Business Unit leaders at the C-level (e.g., HR, Risk, Finance leadership). Develops extended relationships beyond core customers, advises on solutions, and aligns Microsoft capabilities with customer needs. Drives market share (e.g., cloud, collaboration, AI). Leads customer business transformations through digital technologies for assigned accounts to drive business outcomes and create business value for customers by understanding customer industry and position to provide guidance and to challenge customer thinking with innovative ideas that showcase the need for change and new strategic direction, and proactively involves corporate and cross-industry resources to drive customer transformation. Ensures line-of-business wins are captured (e.g., customer write-ups) as reference for scale, and represents the face of the business during public relations events for significant business wins. Education and Thought LeadershipLeads customer technology engagement by engaging and influencing technical resources of customer, partner, and Microsoft towards customer’s business transformation. Delivers regular (e.g., quarterly, monthly) industry/technology briefings to customer technology senior decision-makers technical teams.Uses existing and new readiness resources and demonstrates expertise in creating enablement plans for large and high-stakes customers, and all-up Microsoft business. Drives innovations to help customers meet capacity and capability goals, maximize reach, and impact and drive long-term engagement and thought leadership on the Microsoft platform, and influences large customers to see and adopt the strategic value. Drives customer skilling initiatives and execution. Mapping and Account PlanningEstablishes best practices and standards around account planning for budgeting, 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. Owns the technical portion of the account plan and leads the customer plan delivery for large, critical, and/or strategic accounts. Captures all Account Planning input in MSX D365 Account Plan.Helps customer technical specialists build the message to sell Microsoft offerings to other parts of their business or end users. Creates 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.Orchestrates internal teams and local partners (inclusive of global systems integrators and consultancy partners) to ensure sufficient technical resources for demand generation, when appropriate. Technology Sales: Demand Generation and OrchestrationLeads Account Strategy Envisioning (ASE, formerly IDTA) with the extended account team, customer, and partner to deliver the outcomes for the customer through joint envisioning, as a vehicle for Industry Sales Kits and Solution Plays. Creates new Stage 1 opportunities, both billed and consumed, with technical decision maker (TDM) customer stakeholders, managing consumption pipeline with extended team to maintain velocity, and unblocking issues. Coaches peers (often as a mentor across a region or country) on how to create and maintain an opportunity initiation and how to map Microsoft priorities to opportunities. Defines the blueprint for opportunity initiation, and sets and shares standards and best practices for others to follow.Leads the customer journey into the era of AI and Industrial Metaverse by creating a targeted approach tailored to their current business requirements and positions Microsoft as a leader for the future, both for accelerating productivity as well as helping the customer create new capabilities to support their business. Leverages expertise of current technology landscape and understanding of AI and Industrial Metaverse capabilities to plot the foundational elements on the technology roadmap that need to be in place to realize value for the customer. 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 PartnersCreates, develops, and drives opportunities based on industry best practices, presents opportunities to the customer, and creates demand. Develops a plan, within a broader strategy, to create and qualify a set number of opportunities for product sales, solutions sales, or consumption. Leverages partners and multiple channels (e.g., social media) to create demand. Orchestrates efforts to drive MCEM lifecycle and stage progression. Leverages experience and strategic foresight to lead technical teams by driving opportunities with Specialist Team Unit (STU), Customer Success Unit (CSU), and others, as necessary. Leads efforts to reach out to key stakeholders to give customer-driven pitches and drives the appropriate customer reach together with the account executive to generate new demand. Uses advanced technical knowledge of products to determine feasibility of technical customer requirements requests and works with core engineering teams to prepare solutions. Technology Strategy FormulationCreates mid- and long-term (e.g., 12 or more months) multi-horizon technology and business roadmaps for highly prominent, challenging, and/or strategic accounts based on a deep understanding of business and technology priorities and industry landscape. Challenges and validates the strategy and plan with customer stakeholders and drives envisioning and articulates business and program changes in the roadmaps around new and groundbreaking capabilities. Leads the translation of the customer's business objectives in conjunction with Industry Sales Kits and Solution Plays (including consumption-heavy workloads and cloud services) to develop an effective Industry Technology Architecture to plans for and drives consumption and adoption of Microsoft cloud and a higher share of customer potential and propensity (CPP).Leads analysis of overall customer needs, outcomes, and blockers. Determines key stakeholders for driving execution on the largest and/or most complex accounts. Partners with global executives to lead overall strategy development (e.g., blocker identification, partner strategy) to identify and address gaps and drive end-to-end solutions. Leads the adoption of technologies by plotting the long-term vision of the customer's business strategy and driving action to bring to fruition.Leads and ensures execution of technology strategy and digital transformation by anticipating and/or leading the resolution of technical blockers that arise during strategy planning and implementation, and driving technology adoption. Trusted AdvisorLeverages a broad knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs. Proactively coordinates with internal and external network of industry experts (e.g., Regional Experts, industry-specific partners) to build strong knowledge of the industry and the competitive landscape. Drives and leverages leaders from the partner ecosystem to bridge process gaps. Leverages deep understanding of their customer to share knowledge with extended team and leverages advanced knowledge of competitors to promote customer business perspectives. Partners with others (e.g., enterprise-channel managers) to provide sponsorship and increase impact.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. Leverages account thought leadership in partnership with account executives to set strategy, own accountability for outcomes, and lead extended teams. Provides technical guidance to internal teams to position technology while using customer landscape knowledge. Creates connections and feedback loops with Product and Engineering teams.Acts as the voice of the customer, industry, and internal advocate by providing insights, feedback, and challenges from the customer to internal teams (e.g., product groups, engineers) across all levels of the organization. Drives action to ensure that internal teams understand and respond to insights. Articulates the business opportunity for Microsoft based on product gaps.Creates security thought leadership with the customer's executives (e.g., technical decision maker [TDM]/business decision maker [BDM]) using the Microsoft Security and Zero Trust narratives and engages TDM and BDM stakeholders to position security as a business enabler and instill a security mindset in all aspects of the customer's technology landscape. Uses their understanding of the customers' technology and security needs to establish Microsoft’s security credentials and to build opportunities to improve the customer's security posture and orchestrates execution through security specialists. 

Key Responsibilities (but not limited to): • Your main responsibility will be building long term strategic partnerships with international brands and sellers, and ensuring their success once onboarded. You will be expected to drive customer pitching; taking part in RFIs & RFQs, as well as developing tailored pricing for E2E supply chain solutions to drive successful sales conversions. • You will responsible for working with Lazada Regional platform team for joint BD and development commercial-logistics join programs to improve the competitiveness of Fulfilled-by-Lazada solution and increase overall stickiness of brands/sellers with Lazada • You will be responsible for closely monitoring the operational performance of our key strategic partners, conduct regular quarterly or monthly business reviews to optimise performance, and drive strategic road mapping as part of deepening the partnership. • You will be expected to contribute towards improving sales operations efficiencies by collaborating closely with local country teams to improve performance tracking and governance, sharing and implementation of best practices. Ultimately this should drive greater sales effectiveness and pipeline conversions regionally across our key markets in Southeast Asia.