Industry Advisory Job at Microsoft Corporation (Multiple Locations)

Job Description

Serves as a thought leader on industry-focused sales within Microsoft and as the Industry subject matter expert in digital transformation account planning. Acts as an industry advisor to executive-level business decision makers. Identifies business needs and customer readiness to land value propositions. Provides guidance from an industry perspective during early stages of opportunity engagements. Engages with senior decision makers to nurture new business opportunities. Initiates conversations with strategic customers to bring innovative ideas that showcase the need for strategic change. Determines root cause of customer problems, removes blockers, and establishes recovery action plan. Generates demand through industry presentations and events. Proactively seeks additional training, including information that adds to the understanding of customers' businesses, and shares it with team members. Serves as industry communicator to translate industry knowledge for the account management team. Collaborates with partners to identify future requirements and connect the partner ecosystems in efforts to scale business results. Extends relationships with peers and senior team members across solution areas. Proactively builds knowledge of Microsoft and industry solutions and capabilities.

Job Responsibility

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.
Industry Expertise 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.
Planning and Engagement 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.
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.
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.
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.
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
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.
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.

Requirements

Master's Degree in Computer Science, Information Technology, Engineering, Business or related field AND customer-facing experience in operations, enterprise-level improvement program management, product management, transportation, hospitality, automotive, consumer goods, financial services, retail, management consulting, consultative selling, public sector, technology or industry-relevant equivalent management or technical work experience
OR Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND customer-facing experience in operations, enterprise-level improvement program management, product management, transportation, hospitality, automotive, consumer goods, financial services, retail, management consulting, consultative selling, public sector, technology or industry-relevant equivalent management OR equivalent experience.
Proven people management and/or leadership experience.

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