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Overview

Are you passionate about driving change in Governments? The World Wide Government team empowers people, societies, and public sector organizations around the world with cutting-edge technology and services for effective digital transformation.

As an Industry Advisor (IA), you will have the opportunity to drive industry-focused sales for Microsoft. This role is responsible for originating sales and driving industry-led conversations with customers. Accountabilities include developing and winning market-making opportunities that deliver customer value and enabling transformational customer outcomes. As an Industry Advisor you will be the Industry subject matter expert in digital business transformation, engaging with senior decision makers to identify, generate and nurture new business opportunities. You will articulate and position strategic business value and long-term positive results of using Microsoft's products, partners and solutions, collaborating with your peers to successfully closing deals.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

Planning and Engagement

• Serves as the Industry subject matter expert in digital transformation account planning. Drives engagement with internal and external stakeholders on account planning, partner business planning (e.g., Key Business Leaders (KBLs), Global Systems Integrator [GSI], Independent Software Vendors [ISV]) and review of industry plans, lending credibility from an industry perspective. Provides thought leadership via focus on broad global industry trends (e.g., emerging customer needs and competition) to activate and evangelize worldwide industry strategies and/or large ecosystem plays into local market and/or must-win accounts.

• Owns multi-horizon planning to outline an approach for industry-oriented solution selling with the customer.

• Proactively continues to build and maintain mutually influential relationships with strategic external executive-level business decision makers and partners, leveraging targeted stakeholders at assigned customer. Enables collaboration with internal and external resources using a deep understanding of Microsoft internal teams, functions, and stakeholders across multiple accounts and Microsoft leadership to drive multi-year strategic perspective for digital transformation account planning.

Sales Execution

• Identifies gaps and solution opportunities for customers based on their needs and priorities. Ensures identification and advancement of high-impact, high potential repeatable use cases and scenarios for reuse across customers.

• Owns work to open customer opportunities based on industry objectives, best practices, and new stakeholder relationships. Envisions product scenarios that do not currently exist to identify and open white spaces. Works with and influences product teams toward those solutions.

• Conducts research and co-envisioning with customer at different levels, on their markets and opportunities for implementation of digital technologies and solutions to problems that others are not thinking about.

• Drives internal collaboration to consistently demonstrate Microsoft's business value added from an industry perspective and positions industry solutions that solve the customers’ business challenges as they digitally transform their businesses.

• Recognized as a trusted advisor by the customer to shape, lead, and challenge senior strategic decision makers to take action and implement proposed solutions using a consultative selling approach, a compelling storyline and a strong financial business case (e.g., return on investment [ROI], other applicable metrics) rooted in the customer's industry.

Collaboration and Partner Management

• Leverages relationships with Business Strategy Leads (BSLs), Business Decision Makers (BDMs), and Partner Development Managers (PDMs) to plan, orchestrate, and execute on customer opportunities, identifying targeted partners (e.g., system integrators (SIs) and industry software vendors (ISVs)) to work directly with. Collaborates with the account team unit (ATU) and targeted partners to determine GTM strategy as well as identify and drive together targeted customer opportunities.

Industry Expertise

• Obtains relevant industry expertise and certifications pertinent to the role and the industry itself. Acts as a subject matter expert, proactively sharing industry depth, including trends, policy implications (e.g., privacy), and competitors, providing recommendations on customer's alignment with Microsoft's offerings, helping others to make decisions on pursuit or withdrawal, and establishing learning baseline for leaders.

• 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 variety of specialties. Serves as an industry thought leader in the field and provides depth and breadth of support across their respective sales organizations and teams.

Qualifications

Required/Minimum Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Supply Chain, Education, Business or related field AND Proven years of experience in a customer-facing role in the public sector

• OR Master's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Supply Chain, Education, Business or related field AND Proven years of customer-facing experience in the public sector

• OR equivalent experience.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .