Contributes to account planning and stakeholder management within an industry. Identifies customer business needs within industry and provides guidance and recommendations aligned with customer needs.
Collaborates with internal teams to identify, generate, and nurture new opportunities. Engages customer business decision makers and articulates Microsoft's business value as they increase digital presence, leveraging industry expertise, initiating conversations on digital transformation, providing demonstrations, and showing business cases.
Seeks and leverages feedback from customers and partners. Contributes to industry events, presentations, or engagements.
Builds industry expertise, contributes to training materials, and supports internal community sharing. Collaborates with partners to plan and execute on opportunities, scale business results, and generate industry solution opportunities.
Planning and Engagement
Engages with internal and external stakeholders on account planning and partner business planning Independent Service Provider ISP ), System Integrator) and reviews plans for targeted accounts and strategic accounts.
Shares best practices in stakeholder management across industries.
Helps craft prioritized services and solutions that align with customers' needs.
Orchestrates appropriate resources to converge, support, and convert opportunities into deals. Collaborates with the account management teams and internal and external stakeholders to build a pipeline within the industry and territory.
Aligns sales opportunities to customer business objectives to help customers achieve business results. Executes broad localization of worldwide play into the field to drive for scale.
Articulates strategic business value and long-term implications of using Microsoft's products, services, solutions, and existing features of their digital portfolio to create mutually-beneficial business value propositions as they digitally transform their business.
Collaborates with account management team to identify opportunities to drive growth with new and existing customers. Acts as an industry thought leader to advise customers on digital transformation.
Identifies common industry requirements with high business impact for ideation internally Digital Win Room DWR ).
Reviews feedback report, involves other internal teams, and guides team members on ensuring customer and partner satisfaction.
Determines the root cause of problems for customers and partners, removes blockers, and establishes recovery action plan to improve customers' overall experience.
Gathers competitive insight and proactively shares insight and impacts.
Leverages such engagements to craft tailored industry solution opportunities, working and selling closely with Microsoft’s partners.
Shares experiences to mentor junior colleagues.
Proactively seeks additional training, including information that adds to the understanding of customers' businesses, and shares it with team members.
Serves as industry communicators to translate industry knowledge for the account management team during interactions. Provides input into readiness of materials and guidance to junior colleagues in developing learning materials.
Partner Management and Collaboration
Collaborates with partners to generate industry solution opportunities. Collaborates with partner teams One Commercial Partner OCP ) to carry out competitive recruiting of new partners and helps current partners to understand the industry and develop solutions within that industry.
Selects top partners by subsidiary and relevance and identifies organizations as potential partners for Microsoft. Coaches junior colleagues in building partner network.
Extends relationships with peers and senior team members across solution areas. Creates connections at technical community events.
Mentors junior colleagues and develops strategies for best practices to share across areas and potentially across industries.
Leads the communication to provide feedback to other teams sales, marketing, engineering) on future product trends or sales blocker and to guide junior industry solutions team members, leveraging deep industry knowledge to articulate nuances and anticipate gaps.
Advises and presents at industry communities.
Required / Minimum Qualifications
Additional or Preferred Qualifications