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Industry Solution Executive

Reference  
AP 981384
Location  
Category  
Type  
Permanent
Salary  
£65000 - £85000
Salary Frequency  
Annum

Industry Solution Executive: The goal of the Industry Solution Executive (ISE) is to drive client Digital Transformations based on deep understanding of their industry and its drivers. The role of Industry Solution Executive is designed to align individuals who possess established industry experience, expertise and credentials with client business line needs in order to generate more ‘demand pull’ for Microsoft solutions. It is a client facing role that drives growth by positioning Microsoft capabilities, and those of our partners, as business solutions that directly resonate with client needs, in the language of customers. The seniority of the role evidences to clients Microsoft’s deep understanding of their issues, context, challenges and strategic direction (both client, and the industry in which they operate) and forms a key part of assisting the account teams penetrate client business decision-makers and the key organizational influences that impact their decisions. The role of the Industry Solution Executive enhances client awareness of Microsoft as a solution provider beyond traditional client-side IT Decision Makers, and repositions market perception of Microsoft as a trusted partner for industry solutions. You will be aligned based on your deep industry expertise in one of the following areas: • Discrete Manufacturing • Government • Retail and Consumer Goods The Impact You’ll Be Making… Lead Solution Sales Execution • Develop, maintain and leverage deep account knowledge and BDM relationships at assigned accounts. • Engage clients in discussion of their business issues to help identify transformative opportunities. • Develop and quality control the business priorities and industry solution/section in the account plan based on the solution sales plan and land Industry Solutions. • Identify, qualify and generate Industry Solution wins in top accounts positively changing market perception. • Have industry knowledge/expertise, locally recognized in high demand by the account team’s engagements. • Know and direct support the Developer Experience team and local partner team for development of the right industry partners in the eco-system with focus on the priority industry solutions. • Engage with the right industry partners from the overall eco-system and drive them into the right customer engagements to compete and win. Lead the Solution Business Planning and Development • Manage a credible territory wide Industry Solution Digital transformation business plan. • Engage in business discussions in order to better understand deeper client needs based on their underlying drivers. • Perform client need diagnostics in conjunction with account managers in order to drive solutions based on deep insights into industry drivers. • Interpret local industry trends based on deep experience in order to adopt/develop relevant solutions and value propositions for Microsoft finished solutions and products (CRMOL, Azure, O365, etc) and partner solutions. • Deliver an annual Industry Solution sales plan with key internal stakeholders. Drive the Solution Performance Management • Directly generates new Industry Solution opportunities. • Milestone-driven Rhythm of the Business (ROB) with aligned account teams and key partners • Drive Industry Solution pipeline management with strong coverage ratio and forecast accuracy. Lead People and Self Development • Continuously investment in self-learning and development based on development plan, REP and Career Coach support • Educate all aligned local sellers on industry topics and best practices, so they can deliver the industry PoV, and multiple solutions stories to increase credibility internal and external stakeholders. • Contribute best practices to worldwide industry communities. Who we’re looking for… Demonstrable Industry domain expertise, working in Business roles at a company in the target industry: Retail and Consumer. • Significant (Industry solution experience, i.e. as a Business Solution Consultant in delivery positions • Industry specialized sales or IT consulting position. • Solution sales or consulting position in a competing or partner company. • Business development skills. • Market development skills Microsoft has a flexible working culture and on an average week your time could be split between the offices, customer locations and your home. Microsoft is an equal opportunity employer and supports workforce diversity Microsoft’s privacy statement can be viewed on the following web page: https://www.microsoft.com/EN-US/privacystatement/GlobalCareers/Default.aspx