Industry Advisor

Industry Advisor On Americas Capital Markets Industry Sales Team

Are you passionate about playing a role in moving the capital markets industry forward by empowering clients on their digital transformation and data and AI journey? The Capital Markets Industry and partner sales team envisions new possibilities for our clients, positioning solutions that result in targeted business outcomes, driving revenue growth for Microsoft.

As an Industry Advisor on the Americas Capital Markets Industry Sales Team, you will have the opportunity to lead industry-focused sales for Microsoft with assigned accounts in Capital Markets Industry (sell-side, buy-side, markets infrastructures, data and analytics). This role is responsible for originating sales and driving industry-led conversations with clients. Accountabilities include developing and winning market-making opportunities that deliver customer value and enabling transformational customer outcomes. You will be the industry subject matter expert engaging with senior business decision makers to identify, generate and nurture new line of business opportunities. You will articulate and position strategic business value and long-term positive results of using Microsoft's cloud, data and AI platforms, solutions and partners, collaborating with your peers to successfully close deals as well as land market making, multi-horizon business partnerships.

Responsibilities

The Industry advisor 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. Brings a multi-year strategic Industry perspective to digital and AI transformation. Provides thought leadership via focus on broad global industry trends to evangelize worldwide industry strategies and / or large ecosystem plays into local market and / or must-win accounts. Drives stakeholder mapping to identify and influence key stakeholders and decision makers in the customer business. Partners locally with ISVs to inform industry knowledge. Participates in planning rhythms with core account team and other team members to discuss strategy needed to deliver on the account plan. Increases the speed of adoption of Microsoft technologies by plotting the strategic, long-term vision of the customer's / partner's business strategy and driving appropriate actions to bring it to fruition.

Sales Execution

Identifies needs and industry readiness of customers and influences stakeholders. Leverages "One Microsoft" approach to land value propositions for solutions and solution plays in a repeatable manner with customers.

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. Envisions product scenarios that do not currently exist to identify and open white spaces. Leverages industry expertise to help craft and modify prioritized services and solutions that align with customers' needs and innovation-centered initiatives with an industry narrative.

Makes and proposes solutions to customers and competitors in the industry. Identifies corporate priorities and map (in a chain) of enabling capabilities from KPIs to the lowest level.

Collaborates with the account team units (ATUs) and internal and external stakeholders / partners to build a pipeline within the industry and territory. Conducts research with customers on their markets and opportunities for implementation of digital technologies.

Represents industry perspective in and drives conversations and ideation with customers to create a shared vision and future direction for the integration of Microsoft technology in their business.

Originates, develops, and drives opportunities based on industry best practices and own expertise, presents transformative opportunities to customer, and creates demand in highly strategic, complex business and technology scenarios.

Influences execution of the worldwide play into the field to drive for scale and leverage customer pain points and industry depth to identify and open new business opportunities that meet customer business objectives and drive growth across customer's business.

Contributes to market making business partnerships in their industry of expertise with multi-year potential, in collaboration with ATUs. Provides guidance to account teams to help ensure representation of industry to internal senior leadership.

Advises account teams on how to best align sales opportunities to customer business objectives to help customers achieve business results.

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. From an industry perspective, leads and facilitates strategic discussions with board-level / senior executive stakeholders both with the customer and internally to design the end state and show how it achieves and aligns to the goals of the customer's business, as well as how it compares with competitors' solutions. Identifies and connects with customer executives to align with the customer's business strategies and goals, and to design and model how the business will execute strategy with the integration of Microsoft technology.

Collaborates internally to articulate strategic business value from an industry perspective and long-term implications of using Microsoft's products, services, solutions, and existing features of customer's digital portfolio to create mutually beneficial business value propositions as they digitally transform their business (e.g., program or solution development).

Engages senior decision makers within customers to identify, generate, and nurture new business opportunities through qualitative industry solutions. Provides the industry point of view to support the group assessing account maturation using innovative and creative insight. Executes on the proposal or development of solutions that align with customer and Microsoft industry-focused priorities and showcase clear benefits of choosing Microsoft over competitors.

Creates value opportunities and value cases by identifying value drivers, representing the industry cloud vision, top line revenue opportunities, and cost drivers.

Leverages customer successes to demonstrate value and expand solutions throughout other areas of the customer's business. Applies knowledge of the current state, projected future state, and improved capabilities of the customer via Microsoft solutions to create a compelling business-value case with consideration of customer and business scenarios.

Provides customer references as industry exemplars in specific, novel customer scenarios. Leads work to build proposals / develop potential industry-specific solutions that align with the customer's priorities.

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 (e.g., return on investment [ROI], other applicable metrics) rooted in the customer's industry and business.

Understands customer and industry challenges, helps define the problem statement, and envisions the digital transformation journey (e.g., through user research, storyboards, roadmaps) to drive change for large, complex, and / or strategic customers. Incubates and develops early stage pipeline for large scale digital transformation opportunities based on market research and customer-specific needs to drive strategic partnerships.

Initiates conversations and networks with customer and internal teams (e.g., industry team, digital technology specialists, sales teams) to determine the right stakeholder mix for transforming the customer's business.

Drives the acceleration of new, multi-horizon customer transformational business models that reshape the customer business and advance their cloud maturity.

Leads complex transformational opportunities to turn them into commercial agreements that deliver on customer objectives.

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. Collaborates with partner teams (e.g., Global Partner Solutions [GPS]) to carry out competitive recruiting of new partners and helps current partners to understand the industry and develop / deliver truth for the solutions within that industry.

Drives team efforts to identify and engage partners for targeted solutions and articulates the case for developing solutions on top of the Microsoft cloud.

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.

Advises and presents at industry and customer communities. Provides recommendations on accounts