Field Roles Overview

The central figure in an account team is the account executive (AE), who builds replationships with the customer, maintains an account plan of sales opportunities with each customer, and closes opportunities. The account executive is often advised by an account technology strategist (ATS), who maintains a multiyear technology plan for each customer. An industry advisor, an expert on technology use in the customer’s industry, might also participate in technology planning or in sales of an industry-specific technology such as Microsoft’s “industry clouds.” (This role may also be played by the ATS.)

In pursuing a sale, the account executive may call on experts in particular product sets, such as Azure infrastructure or Defender security services. The roles include solution sales professionals (SSPs) for technical sales, and solution engineers (formerly Technical Specialist, abbreviated TS)  for pre-sales support.  (The actual job titles of SSPs and solution engineers vary, depending on the product set they sell or support.)