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**Account Technology Specialist (IC5) - Role Overview**:
The **Account Technology Specialist (IC5)** is a senior individual contributor role within the Technology Sales discipline, responsible for driving digital transformation and aligning Microsoft’s technology solutions with customers’ strategic business objectives.

Acting as a **trusted technology advisor and virtual CTO**, this role partners with C-level executives and technical decision-makers to shape technology strategies and deliver impactful business outcomes.

**Responsibilities**:
**Key Responsibilities**:
**Customer and Industry Insights**
- Applies 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, general 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 Proposition**
- Partners 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 Leadership**
- Leads 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 Planning
- Establishes 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 p

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📌 Account Technology Specialist (Santiago) (Chile)
🏢 Microsoft
📍 Chile