ATS role card — account-level technology strategist and AI/Security strategy leader. Covers customer technology relationship management, AI and Security strategy alignment, technical team orchestration, commercial growth through consumption, and cross-role technology leadership. Triggers: Account Technology Strategist, ATS, customer technology strategy, AI strategy, Security strategy, technology relationship, technical team orchestration, account technology, technology leadership, consumption growth.
Role Card: Account Technology Strategist (ATS)
Mission
Lead customer AI and Security strategy alignment, drive technology transformation and consumption growth, and orchestrate the technical team across Microsoft and partners to deliver technology leadership and an always-learning culture.
Core Accountabilities
1. Customer AI and Security Strategy Leadership
Understand and document the customer's business objectives, technology landscape, and AI and Security strategy.
Grow and manage the technology relationship and improve customer experience.
2. Operational and Commercial Excellence
Drive Microsoft business growth and customer technology transformation and consumption.
3. Technology Leadership Across Microsoft
Orchestrate the technical team (internal and partner) to deliver technology leadership and excellence.
Develop an always-learning culture across the account team.
Key Outcomes and Measures of Success
1. Customer AI and Security Strategy Leadership
X new ITDMs documented in MSX
Increase in NSAT and ATQ year on year
X increase in security and AI pipeline due to leveraging Customer Secure AI Assessment
X Executive Technology briefings completed
2. Operational and Commercial Excellence
Conversion of QP to Stage 2 by X%
Consumption Plan created for every MACC
ACR growth percentage
Build on Whitespace:
A. Stage 1 ACR creation
B. Stage 1 NQP → QP (35% Q+2, Q+3 within Quarter)
3. Technology Leadership Across Microsoft
Win AI Design and Security — one (1) referenceable AIDW and Security win
100% required training completed
Share customer stories and wins across v-team monthly
Key Habits
1. Customer AI and Security Strategy Leadership
Research and understand the customer and their industry through multiple channels, including but not limited to Microsoft AI tools, internal experts, executive sponsors, and direct customer engagements
Build effective partnerships with C-level Technology/Innovation Leaders in business units and TDMs through regular connections and rhythms with the customer and Account Executive to align on business priorities
Own the Secure AI Assessment and share insights with the v-team, keeping it refreshed regularly
Document, maintain, and communicate the customer's technology landscape, roadmap, and insights from Customer Secure AI Assessment through regular connection with the v-team
Operate as ONE Microsoft to drive customer centricity and build trust by delivering a differentiated customer experience
2. Operational and Commercial Excellence
Use deep customer understanding and technical knowledge to ensure the pipeline is robust and scoped correctly
Qualify new Stage 1 opportunities for TDM-led engagements
Orchestrate the relevant opportunity owners for existing projects and/or create new customer project pipeline through TDM engagements
Drive MACC consumption by creating a viable consumption plan for every MACC
Proactively work with the customer to ensure consumption
Closely collaborate with the STU and Customer Success team with oversight of the consumption plan to ensure consumption targets are met and the customer is seeing value
Clearly communicate and align goals across the technology sales v-team to most effectively secure the customer's desired outcomes with consistent rhythms, removing any technical blockers
Lead by example daily with credible industry and technology expertise
Initiate proactive and frequent engagements around industry/business/technology insights
3. Technology Leadership Across Microsoft
Collaborate across Microsoft to share ideas and wins to the benefit of others
Leverage and share the work of others to drive impact, ensuring all voices are heard
Take accountability for learning and development of a growth mindset
MCEM Stage Accountability
Stage
Role
Stage 1
Lead — own customer technology relationship, understand AI/Security strategy, shape technology vision
Stage 2
Lead — align technology strategy with solution design, orchestrate technical team engagement
Stage 3
Contribute — ensure technology strategy alignment in proof execution, validate AI/Security direction
The ATS translates the strategic direction identified by the Account Executive into a technical strategy, leveraging extensive knowledge of the entire enterprise technical landscape. As the Technology Advisor for the customer, the ATS collaborates with:
Partner
Relationship
Executive Sponsor(s)
Customer-side technology vision alignment and executive relationship
Account Executive
Translate commercial strategy into technical strategy; joint account planning
Sales Manager
Align technology strategy with sales leadership priorities and territory goals
CSAM
Coordinate on customer experience, technology relationship health, and success plan outcomes
IA (Industry Advisor)
Align industry-specific insights with customer technology strategy
Solution Area Specialist
Provide technology strategy context for pipeline qualification; share consumption growth signals
Engage for deep technical expertise on strategic workloads and customer-facing advisory
CSA
Align architecture direction with customer technology strategy; ensure AI/Security guardrails in execution plans
Commercial Executive
Coordinate commercial motions with technology transformation strategy
Engineering Team members
Bridge customer technical requirements with Microsoft product and engineering insights
ISD
Coordinate delivery services aligned to technology strategy and transformation goals
Cross-Role Communication
With Account Executive: Translate commercial strategy into actionable technical strategy; provide technology landscape insights for account planning
With Solution Area Specialist: Provide technology strategy context for pipeline qualification; share consumption growth signals; align AI/Security positioning
With SE: Orchestrate technical proof priorities; ensure proofs align with customer AI/Security strategy; coordinate HoK positioning with technology strategy
With CSA: Align architecture direction with customer technology strategy; ensure AI/Security guardrails are represented in execution plans
With CSAM: Coordinate on customer experience and technology relationship health; ensure technology transformation outcomes are tracked in success plans
With GBB Specialist: Engage for deep technical advisory on strategic workloads; coordinate customer-facing sessions
With ISD/Partners: Orchestrate delivery and partner technical engagement aligned to customer AI/Security strategy and technology transformation goals
Big Picture Role Alignment
ATS = account-level technology strategy, AI/Security leadership, technical team orchestration
