Strategic Account Technology Strategist

Customer & industry insight Build deep fluency in the ISV's business model, product architecture, monetization motion and regulatory environment. Bring outside-in industry perspective - competitive, regulatory (e.g. sovereignty, EU Data Act), and technology trend that the customer cannot generate internally. Trusted technical advisor to the CTO/CPO Act as sparring partner to the customer's CTO, CPO and technical leadership. Seek out important customer stakeholders and actively challenge their perception of what is possible. Thought technology leadership and strategy formulation Own a multi-year technology strategy per account covering platform architecture, migration/modernization path, AI and data platform adoption, and ISV product-on-Azure economics. Make the strategy explicit, measurable and jointly signed off with the partner. Demand generation & v-team orchestration Generate and progress technical demand, and orchestrate specialists (STU, CSA, PTS, engineering, product groups) against it. Drive v-team meetings where you gather input, share your own, provide customer context, and ensure the team has a clear strategy that is progressing. Commercial contribution Create and progress opportunities - in real life and in CRM. Understand the customer's budget cycle and how and when decisions are made and give that clarity to the entire v-team. This role is accountable for commercial outcomes, not only architecture. Differentiated value proposition & account planning Co-own the account plan with the GCD/AE and CE. Quantify value through business cases, reference architectures, industry benchmarks, and proof points. Ensure the technical plan and the commercial plan are leading to the same customer outcome. Strategic programs & alliances Identify, position and lead strategic Frontier Transformation and alliance programs with executive customer stakeholders together with the v-team. Run architecture and innovation forums, create reference cases, and share expertise across account teams and the wider organization. Customer Obsession: Act as a customer advocate focused on helping drive co-innovation and joint go to market. Win strategic partnership, land AI Alliance, and unlock joint potential of two tech leaders. Proven years of experience in building strategic technology partnerships through selling or consulting with startups and unicorns, with a focus on digital transformation Proven ability to influence without authority and experience leading large, matrixed virtual teams without formal authority, across sales, engineering and partner organizations Strong understanding of ISV ecosystem Excellent communication and relationship-building skills, with the ability to engage with C-level executives and drive strategic initiatives Bachelor's degree or MBA preferred, or equivalent experience Tech intensity: We work with software development companies, so being curious and understanding their business model and how we can accelerate joint success is a must.