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Industry Sales: Developing and maintaining strong business value selling skills and engaging directly with business decision makers to identify, generate and prioritize new opportunities, working closely with account teams.
Build Customer Relationships: Build relationships and win mindshare of business executives through industry thought leadership, networking and customer engagements like envisioning workshops, industry specific events, and executive briefings to become a trusted industry advisor.
Facilitate Envisioning Workshops: Lead with business value selling by facilitating Envisioning Workshops using design thinking techniques with line of business executives to define strategic industry transformation priorities for partnership based on customer outcomes.
Scale with Industry Leading Partners: Leverage the rich partner ecosystem by pipeline partner sharing with industry leading partners to grow our footprint rapidly.
Diversity and Inclusion: To realize our mission to empower every person and organization on the planet to achieve more, each and every one of us must help create a diverse and inclusive culture where everyone can bring their full and authentic self, where all voices are heard, and where we do our best work as a result. With this priority, personally commit to be an active and intentional participant in creating a diverse and inclusive Microsoft.
Industry Expertise: Deep industry knowledge and ability to speak to customers in their language. Understanding of industry specific customer outcomes, use cases, market trends, challenges and technology hot topics.
Facilitating Customer Workshops: Facilitate multi-hour customer Envisioning workshops, delivered virtually or in person. Leverage design thinking and facilitation skills to co-create with customers and strategically prioritize transformation initiatives.
Business Value Selling: Articulate industry expertise and differentiated value of Industry Clouds, Industry Priority Scenarios and relevant Sales Plays aligned to customer outcomes to generate pipeline and nurture opportunities. Ideate with customers through Envisioning, a critical step of business value selling.
Excellence in Communication: Communicate with executives confidently, in a clear and concise manner; listen to customers and demonstrate curiosity; deliver compelling pitches and presentations to persuade and influence decision makers.
BUSINESS ACUMEN
Public Sector Industry Advisor contributes to account planning and stakeholder management. The role 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. Particularly this role will require focus on Publi Safety and National Security.
Responsibilities
Industry Sales: Developing and maintaining strong business value selling skills and engaging directly with business decision makers to identify, generate and prioritize new opportunities, working closely with account teams.
Build Customer Relationships: Build relationships and win mindshare of business executives through industry thought leadership, networking and customer engagements like envisioning workshops, industry specific events, and executive briefings to become a trusted industry advisor.
Facilitate Envisioning Workshops: Lead with business value selling by facilitating Envisioning Workshops using design thinking techniques with line of business executives to define strategic industry transformation priorities for partnership based on customer outcomes.
Scale with Industry Leading Partners: Leverage the rich partner ecosystem by pipeline partner sharing with industry leading partners to grow our footprint rapidly.
Diversity and Inclusion: To realize our mission to empower every person and organization on the planet to achieve more, each and every one of us must help create a diverse and inclusive culture where everyone can bring their full and authentic self, where all voices are heard, and where we do our best work as a result. With this priority, personally commit to be an active and intentional participant in creating a diverse and inclusive Microsoft.
Qualifications
Industry Expertise: Deep industry knowledge and ability to speak to customers in their language. Understanding of industry specific customer outcomes, use cases, market trends, challenges and technology hot topics.
Facilitating Customer Workshops: Facilitate multi-hour customer Envisioning workshops, delivered virtually or in person. Leverage design thinking and facilitation skills to co-create with customers and strategically prioritize transformation initiatives.
Business Value Selling: Articulate industry expertise and differentiated value of Industry Clouds, Industry Priority Scenarios and relevant Sales Plays aligned to customer outcomes to generate pipeline and nurture opportunities. Ideate with customers through Envisioning, a critical step of business value selling.
Excellence in Communication: Communicate with executives confidently, in a clear and concise manner; listen to customers and demonstrate curiosity; deliver compelling pitches and presentations to persuade and influence decision makers.
Experiences Required: Education, Key Experiences, Skills and Knowledge:
INDUSTRY SPECIFIC KNOWLEDGE
- 15+ years Industry domain expertise in one (or more) of the priority industries, as relevant: Healthcare, Government, Defense & Intelligence.
- Expertise working in business roles at a company in the target industry.
- Significant (15+ years) solution selling experience preferably in the target industry.
- Industry specialized sales or consulting background within an IT Consulting or Services company.
BUSINESS ACUMEN
- Strong Business development, Market development and sales skills.
- Proven track record of solution sales or consulting in a competing or partner company.
- Solid background in Public Sector solutions, preffrebaly in Public Safety and National Defense
- Executive communications, engagement and influence.
- Strategic leadership with track record driving results faster than competition in new markets/solution areas (preferred: cloud services growth).
- Knowledge of and application (preferred) of design thinking techniques.
- Knowledgeable of the Microsoft Industry offerings and partner ecosystem.
- Meaningful non-Microsoft prior work experience at one of the following: driving digital transformation within Consulting or Services company such as McKinsey, Accenture, SAP, or the equivalent; competing cloud service providers and software companies, particularly Oracle, IBM, SalesForce.com, AWS.
- Broad evangelism through events (presentation skills).
- Bachelor’s degree or equivalent required, MBA desirable.
