Industry Advisor

Responsibilities

• Drives multi-horizon planning to outline an approach for industry-oriented solution selling with the customer. Contributes to three-horizon roadmaps for one or more accounts outlining the digital transformation journey and core wins; drives and articulates business changes in the roadmaps around foundational capabilities. Aligns appropriate resources to execute on digital transformation plan to support mid- to long-term customer plans.
• Engages with internal and external stakeholders on account planning and reviews plans for targeted accounts, lending credibility from an industry perspective. Partners with internal teams to inform industry knowledge. Conducts stakeholder mapping to identify the most influential stakeholders and decision makers in the customer business. Supports strategic perspectives in digital transformation account planning by identifying where the industry is, where the account is, and what Microsoft has to offer that is new. Participates in small-scale iterative planning rhythms with core account team and other team members to discuss operational elements (e.g., tactics, execution, roles, and orchestration) needed to deliver on the account plan. Supports appropriate actions to bring strategic vision to fruition. Identifies connections in their work across teams to ensure efficiency and alignment with commercial execution and budget.

• Independently identifies needs and industry readiness of customers and influences stakeholders. Provides guidance to stakeholders by recognizing business industry readiness and collaborating with senior industry experts to propose solutions, products, and/or services that align with customers' needs. Opens customer opportunities based on industry objectives, best practices, and new stakeholder relationships. Accelerates solution plays with an industry narrative by leveraging industry expertise and drives innovative, emerging net new opportunities based on industry trends.
• Collaborates with account teams and internal resources to identify, generate, and nurture new opportunities to meet industry needs that are reviewed and signed off on by senior colleagues. Engages senior business or technical decision makers at the customer's business to translate opportunities into sales. Contributes to and represents industry perspective in conversations and ideation with customers to create a shared vision and future direction for the integration of Microsoft technology in the client's business. Engages on customer opportunities to uncover new solutions. Aligns work with industry consultative selling approach, standards, and best practices and may guide others to do the same. Provides guidance to account teams to help ensure representation of industry to internal senior leadership.
• Establishes self as a trusted advisor with the customer to shape, lead, and challenge strategic decision makers to take action and implement proposed solutions using a compelling storyline and financial business case (e.g., return on investment [ROI], other applicable metrics) rooted in the customer's industry.
• Leverages knowledge of Microsoft's platform expertise and credentials and industry experience to engage customer business decision makers and articulate Microsoft's unique business value from an industry perspective as they increase their digital presence (e.g., program or solution development). Assesses long-term implications for customer business after partnering with Microsoft. Leverages industry knowledge/expertise to appropriately engage customers, represent the industry cloud vision, articulate the value of Microsoft, and position the Microsoft platform and partner solutions with customers. Provides the industry point of view to support the group assessing account maturation using innovative and creative insight. Provides customer references as industry exemplars in a specific, novel customer scenario. Contributes to the creation of value opportunities and value case by identifying value drivers, top line revenue opportunities, and cost drivers. Informs the proposal/development of potential industry-specific solutions that align with the customer's priorities.

• Leverages their understanding of the key partner ecosystems within their respective industries and works directly alongside targeted partners (e.g., system integrators (SIs) and industry software vendors (ISVs)) with internal resources to execute customer opportunities and inform house of industry. Supports efforts to engage 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 partners to jointly build out their industry solution portfolio/map and comprehensively solve customers' challenges attached to customer opportunities.

• Completes the required training and obtains relevant industry expertise and certifications pertinent to the role (e.g., Industry Advisors), and the industry itself. Continually builds and maintains knowledge of Microsoft's and industry-relevant solutions, services, and capabilities, as well as of the industry and competitors. Collaborates with senior industry experts to implement strategies that position Microsoft against competitors. Continuously nurtures and expands sales, industry, technology, and knowledge and capabilities in a wide variety of specialties. Participates in industry communities and proactively seeks out additional training to build on career competencies, including information that adds to the understanding of customers' businesses, and shares it with team members.

• Embody our culture and values

Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Supply Chain, Education, Business or related field AND 5+ years 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

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Supply Chain, Education, Business or related field AND 7+ years 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

• 5+ years of recent education industry experience at the educator or administrator level

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.