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Microsoft Corporation Industry Advisor- Large Deal Capture Lead in Boston, Massachusetts

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Responsibilities

This role can be filled anywhere in the Eastern region of the United States

Key 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.

Program Manager: Prioritize, across the west, the most strategic pursuits and guide the account teams on business development, capture, win theme creation, partner selection and orchestration.

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.

This role can also be titled as a Large Deal Capture Lead.

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

  • 8+ years Industry domain expertise in one (or more) of the priority industries, as relevant: Transportation, Government, Justice and Public Safety, Health & Human Services.

  • Expertise working in business roles at a company in the target industry practicing capture for large RFPs.

  • Industry specialized sales or consulting background within an IT Consulting or Services company.

BUSINESS ACUMEN

  • Strong Business development, Market development and sales skills.

  • Understand how Microsoft is differentiated and be fluent in the ‘why Microsoft’ story

  • Proven track record of solution sales or consulting in a competing or partner company.

  • 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.

  • 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).

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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