Microsoft Corporation Cross Industry Strategy Manager - SAP in Cambridge, Massachusetts
We are looking for a Cross Industry Strategy Manager as part of Microsoft’s Industry Solution (IS) to develop and manage SAP on Microsoft solutioning with customers across multiple industries, including but not limited to retail, healthcare/life sciences, and financial services.
About the Organization – Industry Solutions (IS)
Industry Solutions (IS) is a global organization of over 13,000 strategic sellers, industry experts, elite engineers, and world-class architects, consultants, and delivery experts who work together to bring Microsoft’s mission of empowerment – and cutting-edge technology - to life for the world’s most influential customers. We are on the front lines of innovation, working side-by-side with customers to drive value across the entirety of their digital transformation journey.
Our team prides itself on embracing a growth mindset, inspiring excellence, and encouraging everyone to share their unique viewpoints and be their authentic selves.
About the Role – Cross Industry Strategy Manager (SAP)
This role is responsible for managing SAP on Microsoft solution area success with customers and partners to land repeatable scalable services that drive the efficacy of Microsoft products within industry customers. To land our SKU/Offers, this role will create customer evidence assets and artifacts such as Win wires, Internal/External case studies, customer references, and share with WW team to support business win rate and drive competitive advantage including harvesting best delivery practices to harden solutions/offers/SKU for business outcomes related to SAP on Microsoft.
You will engage with a passionate set of stakeholders across the company, across different time zones, including but not limited to Industry teams, Sellers, Delivery teams, Solutions Management, Engineering, Product Marketing, and Enterprise Commercial, Customer Success Unit. You will ensure that the sales community has visibility of our offers/SKU, address any question & connect with the right team members to help them to close the deal, content is purpose-built for the customer journey, captures success customer stories, industry aligned and optimized for use across our business to support/drive business outcomes, support helping to win SAP on Microsoft deals, and accelerate Microsoft Azure consumption value and services revenue.
Understanding Customer/Partner Technical Environment
Gathers customer/partner insights from a broad range of stakeholders as well as the main business sponsor to shape and form both the definition and ongoing execution of projects as they relate to SAP on Microsoft solutions. Identifies and evaluates industry trends (customer industry verticals, information technology [IT] industry). Adapts business models, plans, and solutions to insights.
Works with customer/partner stakeholders and business sponsors to socialize both the business solution and the project approach to determine if changes are needed to the business solution. Where the cost of change is accepted by the customer, shares this feedback with the project team and the broader account team to make the necessary adjustments using mechanisms such as updating the solution approach and projected costs in presales and change requests in delivery. Contributes to Microsoft-centric operations and cadences to align with customer feedback.
Uses evidence-based approach to represent the customer/partner as a customer advocate and share insights with Product Engineering teams and the business with a view to improving Microsoft technologies, products, services and offerings such that they can better meet customer/partner needs across geographies.
Architecture Design and Deployment
Leverages a structured approach to Architecture Projects using existing methodologies (e.g., Waterfall, Agile, Iterative) that make use of existing reference architecture and established architectural styles and design patterns. Proposes and develops new solutions to scale across multiple customers/partners. Builds and maintains an architecture description document, an architecture decisions log, and a requirements/constraints traceability matrix to ensure the rationale for the business solution's Architecture is known and understood.
Defines and documents the architecture through an architecture description document, an architecture decisions log, and a requirements/constraints traceability matrix to communicate the value proposition of the business solution along with the project approach. Leads complex cost-based and technology-based discussions to explain the Architecture in terms of its build, deployment, and ongoing operational use to determine customer appetite for the business solution. Uses a business-value approach that values return on investment (ROI) and customer costs-savings over technical ease of execution.
Collaborates with the Project Manager to jointly drive project/technical governance of the design, build, and deployment into use of proof of concepts (POCs) and pilots, using enterprise architecture processes and ensuring quality control through peer review. Works with customers to understand and demonstrate business value (e.g., release of revenue, cost savings) that the business solution realizes.
Works with the business sponsor and customer/partner stakeholders (e.g., Business users, Enterprise Architects, Security Team, Operations Team) to gather and ratify requirements and constraints. Manages and resolves complex ambiguity in the requirements and constraints and documents assumptions and implications where it cannot be resolved. Maintains the requirements/constraints traceability matrix to prove that solution components have a rationale/justification for inclusion in the architecture of the business solution. Drives development and execution of test plans to prove that each requirement/constraint has been implemented as expected by the customer. Where there are defects, works in close collaboration with the Project Manager and Customer to redress or accept and document the status of the test results.
Collaborates with the Account Team and/or Bid Team to understand the business solution/problem. Drives agreement, based on the customer’s priorities, requirements/constraints, approach, principles, concepts, and expectations. Builds and documents a realistically costed, advanced/complex Solution Approach with traceability of requirements, constraints, decisions, and tradeoffs that balances risk, technical credibility, and technical innovation to meet customer need, predominantly based on existing solution offerings and/or reference architecture. Jointly leads the implementation in close partnership with the Project Manager. Leads oversight and governance and establishment of quality practices and standards to realize the business solution. Uses a cohesive build methodology with an agreed release schedule and timeline so the solution can be transitioned to live operations, leveraging solution expertise. Ensures communication of and adherence to the pre-sales value proposition. Works with the Project Manager to highlight where assumptions have proven false. Uses change requests to modify the Solution/project approach when needed. As needed, collaborates with subject matter experts to receive specialized advice that can help define the Solution and project approach and increase the time to value for the customer.
Anticipates and identifies scenarios that could slow or impede pre-sales/delivery. Orchestrates the broader Microsoft team to address technical blockers and works with account/project team to resolve non-technical issues. Reports significant problems to Microsoft management and resolves escalations when needed. Plans a way forward in complex and ambiguous situations with an innovative approach and durable design. Delegates and leverages specialist skills of others to drive technical alignment across internal/external teams. Coordinates disparate approaches into a single plan of action for complex scenarios.
Works in close collaboration with the Project Manager and Account Team to identify, categorize, and communicate business and technical risks. Defines risk mitigation activities that are foundational to the project plan. Defines risk contingency plans for invocation should the risk occur.
- Generates new and/or improvements to existing intellectual property. Connects gaps and patterns across business and technology areas to drive changes. Identifies which ideas should be culled, with consideration for scale across customers. Drives the re-use of intellectual property and recommends practices in both pre-sales and delivery. Participates and contributes to internal/external communities.
Develops a network of internal/external relationships with senior-level decision makers to build influence in addressing problems/blockers and facilitating additional views on the matter of interest. Acts as an advisor to external stakeholders. Provides direction to facilitate relationships between others. Stays up to date on Microsoft’s technologies, products, and services in order to communicate Microsoft's mission, strategy, and capabilities.
Uses evidence-based arguments that articulate complex concepts in a simple manner to respectfully challenge Microsoft and customers/partners when a decision or course of action will not produce optimal results. Leverages strategic expertise to encourage alternative approaches where applicable. Serves as the "technical conscience" to challenge the status quo and unrealistic expectations. Proactively resolves conflicts and seeks resolution to balance the overall outcome. Drives consensus where possible and leads decisions to resolve conflict when needed.
Leadsthe adoption of Microsoft solutions technologies based on understanding of competitor solutions and how customer business value can be driven through Microsoft's offerings. Differentiates Microsoft's solutions in customer/partner conversations to influence the industry-wide direction for specific architecture(s).
Leads virtual teams around technologies and customer/partner challenges by sharing ideas, insight, and strategic, technical input with technical teams, internal communities across the field, and the larger virtual team across Microsoft using knowledge of Microsoft architectures and their context in the competitive landscape.
Participates in external architect community events (e.g., conferences, seminars, technical meetups, Webcasts, blogs, hackathons) and shares learnings with internal team. Acts a mentor to junior colleagues by educating them on technical and non-technical concepts and sharing best practices. Demonstrates deep industry knowledge and drives recognition for Microsoft solutions through presentations and engagements with external audiences.
Bachelor's Degree in Business, Computer Science, Information Technology, Engineering, or related field AND 8+ years experiencein consulting leading business transformations for customersrelated to SAP cloud innovation for CFO/CPO/CHRO and supply chain
OR Master's Degree in Business, Computer Science, Information Technology, Engineering, or related field AND 6+ years experiencein consulting leading business transformations for customersrelated to SAP cloud innovation for CFO/CPO/CHRO and supply chain
OR relevant experience
8+ years of experience in managerial, director, or leadership roles on business strategy
8+ years’ experience in consulting leading business transformations for customersrelated to SAP cloud innovation for CFO/CPO/CHRO and supply chain
8+ years’ experience tracking and measuring progress through metric development and evaluation, customer feedback loops, product and technical control mechanisms
6+ years’ technical sales experiencerelated to SAP
6+ years’ project management experience
6+ years’ experience working with ISV and Systems Integrators to facilitate customer outcomes
Comprehensive understanding of the underlying technologies that support SAP workload solutions. Advancedknowledge of the IT industry, with the capacity to learn and retain knowledge about offers and business solutions quickly andaccurately.
Understanding of the Industry solutions business on how sales and delivery happen across product and services sales.
Experience partnering with Sellers and Technical Delivery teams to create win-win situation and help win the deal.
Experiences work with customers/field and partners to strategize, plan, manage and deliver compelling customer advocate programs in support of the sales of various industry solutions.
Ability to engage and present to C-Suite executives.
Strong interpersonal skills, excellent oral, written and verbal communications skills.
Solid time management skills and ability to work independently or under supervision with a high level ofintegrity.
Passion for cloud technologies and the potential of cloud solutions to drive business transformation for customers,
Knowledge of Microsoft technologies (Microsoft Azure, Synapse, Power Automate, Power Platform, Dynamics 365, Power BI), SAP related analytics systems and architecture.
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 reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
The salary for this role in the state of Colorado is between $131,900 and $226,000.
At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.
Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work.US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.
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