דרושים Industry Advisor - Automotive ב-Microsoft ב-Taiwan, Taoyuan City

Required

• Working knowledge of Microsoft’s cloud offerings or Competitors’ related ecosystem
• Demonstrable experience selling complex cloud based solutions with particular focus on Data and AI services
• Possess both business acumen expertise and technology knowledge to connect how cloud computing can help an organisation achieve its business objectives

Additional or Preferred Qualifications (PQs)

• Sales Account Planning and Management: Understanding of opportunity pipeline management. Orchestrate and influence virtual sales/technical/support/partner teams to pursue sales opportunities
• Understanding of key infra-to-the-cloud workloads such as; Windows Server, SQL, SAP, HPC, Business Continuity Disaster Recovery (BCDR) data, App Modernisation, Security & hybrid cloud.
• Consumption Business Strategy / Project Management. Experience leveraging cloud adoption methodologies and frameworks to structure Datacentre and application migration projects.
• Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
• Demonstrated passion and commitment for customer success
• Experience in Financial Services Industry

• Lead Strategic Customer Conversations: Engage executives, business leaders, and technical teams to understand their priorities and challenges, mapping them to Microsoft’s Cloud & AI solutions to deliver differentiated value
• Own and Convert Pipeline: Manage forecast and pipeline from early-stage to close. Use tools like Industry Account Plans (IAP), Landing Experience Plans (LXP), and checklists to execute territory planning and strategies and drive revenue.
• Orchestrate Across Teams: Partner with Account Executives, Solution Engineers, Cloud Solution Architects, and partners to co-sell, validate solutions, and ensure successful deployment through the Cloud & AI Marketplace.
• Accelerate Decisions: Engage decision-makers with clear business cases using Cloud & AI Pricing Calculator, ROI, and TCO tools. Scope proofs of concept and lead customers from commitment to consumption.
• Inspire and Influence: Bring technical fluency and inclusive leadership to virtual teams. Solve challenges with expertise in virtualization, cloud-native tech, data modernization, and AI
• Scaling and Collaboration:Collaborates with our Partner Solutions teams,identifies

As an
Industry Advisor for Defence and Intelligence, you will play a pivotal role in driving digital transformation and innovation across the Defense and Intelligence industry. Your mission is to engage with executive-level stakeholders to co-create strategies that unlock new revenue streams, optimise operations, and deliver hyper-personalised experiences through cutting-edge technologies.

You will bring deep domain expertise in the Japanese Defence Industry , with a strong understanding of industry-specific applications for AI and digital in the Defence ecosystem. Your insights will help shape transformation strategies that align with broader business goals and industry trends.

Qualifications

Required/Minimum Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 10+ years customer-facing experience in the Defence Industry

• OR Master's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 8+ years customer-facing experience in the Defence Industry

• OR equivalent experience.

Key Responsibilities

• Strategic Engagement : Act as a trusted advisor to C-level decision-makers, identifying innovation opportunities and aligning technology capabilities to industry-specific challenges.
• Digital Transformation Leadership : Guide customers through the adoption of AI, cloud, and data-driven solutions to modernise legacy systems, enable predictive operations, and accelerate time-to-market for new services.
• Sales Enablement : Lead industry-focused sales motions, support account planning, and contribute to pipeline growth through thought leadership and customer co-innovation.
• Ecosystem Collaboration : Partner with ISVs, SIs, and infrastructure providers to scale industry solutions across the WWPS landscape.
• Knowledge Sharing : Translate complex industry trends into actionable insights for internal teams, helping shape go-to-market strategies and solution development.

Planning & Engagement

• Acts as the industry expert in digital transformation account planning, driving engagement with internal/external stakeholders (e.g., Key Business Leaders, GSIs, ISVs).
• Provides thought leadership on global industry trends to activate and evangelize Microsoft strategies in local markets and key accounts.
• Leads relationship and stakeholder mapping to identify influential decision makers, accelerating account maturation and strategic alignment.
• Owns multi-horizon planning, creating segment-focused roadmaps based on business and technology priorities.
• Builds influential relationships with executive-level decision makers, positioning Microsoft as a strategic partner.
• Navigates complex environments to ensure alignment and execution of account roadmaps, regularly communicating as a thought leader.

Sales Execution

• Identifies solution opportunities and gaps based on customer needs and priorities.
• Advances high-impact, repeatable use cases and scenarios for reuse across customers and solution plays.
• Envisions new product scenarios and works with product teams to address white spaces.
• Accelerates solution plays with an industry narrative, leveraging expertise to drive innovative opportunities.
• Leads strategic discussions with board-level and senior executive stakeholders to design end states aligned with customer goals.
• Shapes strategy by providing long-term recommendations and building compelling business-value cases for Microsoft solutions.
• Recognized as a trusted advisor, guiding senior decision makers through consultative selling and strong financial business cases.

Collaboration & Partner Management

• Engages with Business Strategy Leads, Business Decision Makers, and Partner Development Managers to orchestrate customer opportunities.
• Collaborates with Industry Solutions Delivery, solution architects, and external stakeholders to design envisioned solutions.
• Drives go-to-market strategy and formal partnerships, articulating the case for developing solutions on Microsoft cloud.
• Shares consultative selling approaches and best practices, guiding account teams and prioritizing scalable opportunities.

Industry Expertise

• Completes required training and certifications, acting as a subject matter expert and thought leader.
• Shares industry depth, trends, and policy implications, providing recommendations and feedback across teams.
• Proactively seeks additional training to build career competencies and industry-specific expertise.

Required

• Working knowledge of Microsoft’s cloud offerings or Competitors’ related ecosystem
• Demonstrable experience selling complex cloud based solutions with particular focus on Data and AI services
• Possess both business acumen expertise and technology knowledge to connect how cloud computing can help an organisation achieve its business objectives

Additional or Preferred Qualifications (PQs)

• Sales Account Planning and Management: Understanding of opportunity pipeline management. Orchestrate and influence virtual sales/technical/support/partner teams to pursue sales opportunities
• Understanding of key infra-to-the-cloud workloads such as; Windows Server, SQL, SAP, HPC, Business Continuity Disaster Recovery (BCDR) data, App Modernisation, Security & hybrid cloud.
• Consumption Business Strategy / Project Management. Experience leveraging cloud adoption methodologies and frameworks to structure Datacentre and application migration projects.
• Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
• Demonstrated passion and commitment for customer success
• Experience in Professional Services Industry

• Lead Strategic Customer Conversations: Engage executives, business leaders, and technical teams to understand their priorities and challenges, mapping them to Microsoft’s Cloud & AI solutions to deliver differentiated value
• Own and Convert Pipeline: Manage forecast and pipeline from early-stage to close. Use tools like Industry Account Plans (IAP), Landing Experience Plans (LXP), and checklists to execute territory planning and strategies and drive revenue.
• Orchestrate Across Teams: Partner with Account Executives, Solution Engineers, Cloud Solution Architects, and partners to co-sell, validate solutions, and ensure successful deployment through the Cloud & AI Marketplace.
• Accelerate Decisions: Engage decision-makers with clear business cases using Cloud & AI Pricing Calculator, ROI, and TCO tools. Scope proofs of concept and lead customers from commitment to consumption.
• Inspire and Influence: Bring technical fluency and inclusive leadership to virtual teams. Solve challenges with expertise in virtualization, cloud-native tech, data modernization, and AI
• Scaling and Collaboration:Collaborates with our Partner Solutions teams,identifies

Required/minimum qualifications

• Master's Degree in in Marketing, Computer Science, Business or related field AND 3+ years experience in business OR Bachelor's Degree in Marketing, Computer Science, Business or related field AND 5+ years experience in business OR equivalent experience.
• 2+ years of experience working in the media and entertainment industry or equivalent experience in adjacent industries such as retail & eCommerce, advertising & adTech, and social media & creative content production and distribution technology platforms.
• Expertise in cloud and AI technologies expertise to drive business outcomes across industries
• Proven track record for growing new businesses and building strong cross-company relationships with multi-disciplined stakeholders and senior executives.
• Exceptional leadership skills and community building must thrive working across highly matrixed organizational boundaries with strong ability to influence senior decision makers.
• Highly skilled in presenting insights in a concise, effective and influential manner to a variety of audiences, including senior executives, customers, media and industry analysts on a regular basis.
• Track record for building and landing audience-minded content that drives desired outcomes via modern channels.
• Ability to deeply assess the competition and drive perception-shifting efforts that differentiate Microsoft in credible, compelling ways.
• Results-driven self-starter who can prioritize and manage multiple projects, effectively driving to measurable results. The ability to work independently in ambiguous and changing environments, along with great listening and partnering skills.

• Market Strategy and Execution: Develop and execute comprehensive marketing plans that align with the strategic priorities of the M&E industry. Conduct in-depth market analysis and research to establish audience insights and identify opportunities for growth and innovation. Influence vision and strategy for solutions that meet the evolving needs of M&E worldwide. Define go-to-market strategies for customer acquisition, adoption, customer advocacy and retention. Track and analyze the performance of marketing initiatives using data-driven insights to optimize marketing strategies and drive continuous improvement.

• Messaging and Positioning: Create compelling messaging and positioning that differentiates Microsoft and resonates with M&E customers. Create and land Messaging and Positioning Frameworks (MPFs), sales and marketing enablement tactics (decks, videos, playbooks, etc) and other materials to help scale our efforts across marketing and channels (digital, events, via sales teams and partners, etc) aligned to our industry strategy.

• Cross-functional Orchestration: Serve as the marketing subject matter expert for the industry representing and advocating for the needs of the business. Lead and support cross-functional teams across Marketing, Engineering and Sales to ensure a cohesive approach to product messaging, positioning, and go-to-market strategies. Share demonstrated best practices with internal global stakeholders to improve marketing and business performance.

• Stakeholder Collaboration: Engage with M&E industry leaders to understand their challenges and advocate for solutions that support the needs of priority audiences in the industry. Build relationships with key industry partners to drive impactful marketing programs.

• Thought Leadership: Establish Microsoft as a thought leader in the industry by creating and promoting content that highlights our expertise and solutions. Develop and lead marketing strategies that position our products and solutions focused on durable differentiation. Deliver our story directly, and via senior spokespeople, to engage customers and influentials.

Other Responsibilities:
• Embody our culture and values

Required Qualifications:

• Bachelor's Degree in Computer Science, Information Technology, Engineering, or related field AND 4+ years experience in technical architect, technical consulting, design and implementation, and/or technical sales with at least 2 years focused on AI/ML solutions.
• 1+ year(s) deep expertise in Azure AI services and familiarity with open-source AI/ML frameworks.
• 1+ year(s) strong programming skills in Python and/or JavaScript, with experience building and deploying AI models.
• 1+ years(s) proven track record of working with startups or fast-paced product teams.

Other Requirements:

• to meet Microsoft, customer and/or government security screening requirementsarerequired for this role. These requirements include, but are not limited to the following specialized security screenings:
  • Microsoft Cloud Background Check: This position willbe requiredto pass the Microsoft Cloud Background Check upon hire/transfer and every two years thereafter.

Preferred Qualifications:

• Bachelor’s degree in Computer Science, Information Technology, Engineering, or related field AND 8+ years experience in a technical architect, consulting, design and implementation, and/or sales with at least 4+ years focused on AI/ML solutions.
• 2+ years experience working in a customer-facing role (e.g., internal and/or external).
• 1+ year(s) experience mentoring or advising startup teams on technical strategy.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

Microsoft will accept applications for the role until October 16, 2025.

• Design and deliver AI-powered solutions using Azure AI services (e.g., AI Foundry, Azure OpenAI, Speech, Cognitive Services and Responsible AI).
• Collaborate with startup founders and engineering teams to understand their product vision and translate it into scalable cloud-native AI architectures.
• Lead workshops, design sessions, and build proofs-of-concept (PoC) to demonstrate the value of AI and cloud services in startup scenarios.
• Work closely with Microsoft for Startups technical enablement and go-to-market teams and Microsoft product and engineering to align startup needs with Microsoft’s AI and cloud strategy.
• Represent Microsoft for Startups at regional startup events. Develop and present relevant technical and industry related content and present to large and small audiences.
• Leverages development opportunities (e.g., mentorships, role-based resources, trainings, internal events such as Build) to learn new technologies and startup ecosystem trends and share learnings internally and externally.
• Shares ideas, insights, and technical input with team members using a working knowledge of specific Microsoft products and programs.

As an

Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 10+ years customer-facing experiencebusiness roles, ideally at a large bank, Market Infrastructure or within a solutions vendor serving the banking industryin operations, enterprise-level improvement program management, product management, automotive, mobility, transportation, process manufacturing, discrete manufacturing, management consulting, consultative selling, technology or industry-relevant equivalent management or technical work experience
• OR Master's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 8+ years customer-facing experience in operations, enterprise-level improvement program management, product management, automotive, mobility, transportation, process manufacturing, discrete manufacturing, management consulting, consultative selling, technology or industry-relevant equivalent management or technical work experience
• OR equivalent experience
• Proven track record of successful stakeholder management and team leadership.
• Strong understanding of the financial services industry's regulatory and compliance environment.
• Excellent communication, negotiation, strong collaboration and interpersonal skills.
• Ability to embrace ambiguity, have entrepreneurial drive to leverage teams whether local, regional or global across the organization to drive solutions needed for clients
• Has a can do mind set and while has a good understanding of issues is always looking to find solutions towards delivering the required outcom

Additional or Preferred Qualifications

• Bachelor's Degree in Finance, Computer Science, Information Technology, Business or related field AND 15+ years customer-facing experience in banking operations, enterprise-level improvement product management, management consulting, consultative selling, technology or industry-relevant equivalent management or technical work experience

• OR 7 years experience, in Banking and Consulting Information Technology, Engineering, Business or related field AND 10+ customer-facing experience in operations, enterprise-level improvement program management, product management, management consulting, consultative selling, technology or industry-relevant equivalent management or technical work experience
  • OR equivalent experience.

• 7+ years proven people management and/or leadership experience.
• MBA (Master of Business Administration)
• Mobility and/or Banking Community Engagement/Contribution
• Deeper Knowledge/Experience of Banking Industry business/technology (Design Innovation, Intelligent Customer Experience)
• Strategic thinker with a strong ability to solve complex problems and drive innovation.
• Experience in integrating open-source technologies with enterprise solutions.
• Ability to work effectively across diverse cultures and business environments

Planning and Engagement

• Serves as the Industry subject matter expert in digital transformation account planning.
• Drives engagement with internal and external stakeholders on account planning, partner business planning (e.g., Key Business Leaders (KBLs), Global Systems Integrator [GSI], Independent Software Vendors [ISV]) and review of industry plans, lending credibility from an industry perspective.
• Owns multi-horizon planning to outline an approach for industry-oriented solution selling with the customer.
• Proactively continues to build and maintain mutually influential relationships with strategic external executive-level business decision makers and partners, leveraging targeted stakeholders at assigned customer.

Sales Execution

• Identifies gaps and solution opportunities for customers based on their needs and priorities.
• Is accountable to open customer opportunities and drive them to qualified pipeline & beyond, based on industry objectives, best practices, and new stakeholder relationships.
• Envisions product scenarios that do not currently exist to identify and open white spaces.
• Accelerates solution plays with an industry narrative by leveraging industry expertise and drives innovative, emerging net new opportunities based on industry trends.
• 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.
• Recognized as a trusted advisor by the customer to shape, lead, and challenge senior strategic decision makers to take action and implement proposed solutions using a consultative selling approach, a compelling storyline and a strong financial business case (e.g., return on investment [ROI], other applicable metrics) rooted in the customer's industry.

Collaboration and Partner Management

• Leverages relationships with Business Strategy Leads (BSLs), Business Decision Makers (BDMs), and Partner Development Managers (PDMs) to plan, orchestrate, and execute on customer opportunities, identifying targeted partners (e.g., system integrators (SIs) and industry software vendors (ISVs)) to work directly with.
• Collaborates with internal teams at Microsoft including country sales, product groups and go-to-market teams, Regional, Global and in-country to leverage expertise and insights that drive innovation and solution development

Industry Expertise

• Completes the required training and obtains relevant industry expertise and certifications pertinent to the role and the industry itself.
• Acts as a subject matter expert, proactively sharing industry depth, including trends, policy implications (e.g., privacy), and competitors, providing recommendations on customer's alignment with Microsoft's offerings, helping others to make decisions on pursuit or withdrawal, and establishing learning baseline for leaders.
• 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 variety of specialties.
• Serves as an industry thought leader in the field and provides depth and breadth of support across their respective sales organizations and teams.
• Advise key clients on constructing cutting-edge solutions in areas such as digital transformation, data platforms and Generative AI.
• Engaging externally with clients on value adding capabilities that bring value to different functions across banks, insurers etc while then engaging internally with different Microsoft teams and functions to orchestrate the business outcome needed for client
• Partner with client account units and specialist units to ensure seamless execution and delivery of technology solutions, enhancing customer satisfaction and business impact.
• Drive thought leadership in the financial services technology space through speaking engagements, and participation in industry forums.
• Mentor and influence teams, encouraging continuous learning and development in line with Microsoft’s core values and technological ambitions.
• Guide the design of Industry AI accelerators to help clients and partners rapidly build and scale industry Copilots

As an
Industry Advisor for Telco, Media, and Gaming, you will play a pivotal role in driving digital transformation and innovation across these dynamic sectors. Your mission is to engage with executive-level stakeholders to co-create strategies that unlock new revenue streams, optimise operations, and deliver hyper-personalised experiences through cutting-edge technologies.

You will bring deep domain expertise in Telco, Media, or Gaming, with a strong understanding of industry-specific workflows such as network optimisation, content production, audience analytics, and real-time engagement. Your insights will help shape transformation strategies that align with broader business goals and industry trends.

• Strategic Engagement : Act as a trusted advisor to C-level decision-makers, identifying innovation opportunities and aligning technology capabilities to industry-specific challenges.
• Digital Transformation Leadership : Guide customers through the adoption of AI, cloud, and data-driven solutions to modernise legacy systems, enable predictive operations, and accelerate time-to-market for new services.
• Sales Enablement : Lead industry-focused sales motions, support account planning, and contribute to pipeline growth through thought leadership and customer co-innovation.
• Ecosystem Collaboration : Partner with ISVs, SIs, and infrastructure providers to scale industry solutions across the TMG landscape.
• Knowledge Sharing : Translate complex industry trends into actionable insights for internal teams, helping shape go-to-market strategies and solution development.

• Telco : Facing pressure to monetise 5G, telcos are leveraging AI and automation to optimise network performance, enable hyper-targeted marketing, and co-create B2B + B2B2X applications.
• Media : The media landscape is being reshaped by AI-driven content creation, real-time translation, and audience engagement analytics.
• Gaming : Studios are exploring AI for procedural content generation, player behaviour modelling, and immersive storytelling, enabling rapid prototyping and testing of new game mechanics.

Required/Minimum Qualifications

• 10+ yearscustomer-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

• Master's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Supply Chain, Education, Business or related field AND8+ yearscustomer-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

• OR equivalent experience.

Additional or Preferred Qualifications

• 15+ yearscustomer-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

• Master's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Supply Chain, Education, Business or relatedfield AND10+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

• OR equivalent experience.

• + years proven people management and/or leadership experience.

• Serves as the Industry subject matter expert in digital transformation account planning. Drives engagement with internal and external stakeholders on account planning, partner business planning (e.g., Key Business Leaders (KBLs), Global Systems Integrator [GSI], Independent Software Vendors [ISV]) and review of industry plans, lending credibility from an industry perspective. Influences and elevates/accelerates a multi-year strategic perspective for digital transformation account planning by identifying where the industry is, where the account is, and what Microsoft has to offer that is new. Conducts relationship mapping for assigned accounts. Provides thought leadership via focus on broad global industry trends (e.g., emerging customer needs and competition) to activate and evangelize worldwide industry strategies and/or large ecosystem plays into local market and/or must-win accounts. Leads stakeholder mapping to identify the most influential stakeholders and decision makers in the customer business. Provides the industry point of view to accelerate the assessment of account maturation using innovative and creative insight. Co-leads 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. Ensures alignment with account roadmaps by determining how to drive growth/reduce cost for new and existing accounts and help direct the account team to what business decision makers (BDMs) pair. Increases the speed of adoption of Microsoft technologies by plotting the strategic, long-term vision of the customer's and/or partner's business strategy and driving appropriate actions to bring it to fruition.
• Owns multi-horizon planning to outline an approach for industry-oriented solution selling with the customer. Creates segment-focused three-horizon roadmaps for impactful accounts based on business and technology priorities, as well as deep understanding of their industry, strategy, and trends. Ensures engagement and positioning of appropriate resources to execute on digital transformation plan to support mid- to long-term customer plans. Drives internal and customer envisioning and articulates business and program changes in the roadmaps around new and groundbreaking capabilities for highly complex business models and solutions.
• Proactively continues to build and maintain mutually influential relationships with strategic external executive-level business decision makers and partners, leveraging targeted stakeholders at assigned customer. Enables collaboration with internal and external resources using a deep understanding of Microsoft internal teams, functions, and stakeholders across multiple accounts and Microsoft leadership to drive multi-year strategic perspective for digital transformation account planning. Builds an understanding of who the most influential decision makers are in potential and existing customer accounts to engage with them and develop a relationship, understand their motivations, and open up new opportunities. Defines an engagement strategy for identifying customer stakeholders (e.g., executives) with the most influence. Ensures effective procurement relationship with stakeholders to understand buying habits of customer. Leads deliberate engagement efforts with internal and external senior and executive stakeholders to expand Microsoft's relationship with large, complex customers, elevating Microsoft relationships into strategic partnerships. Influences holistic strategy for the account and individual stakeholder. Reviews feedback report, involves other internal teams, and guides customer success unit (CSU) on ensuring customer and partner satisfaction. Navigates complex corporate and/or political environments specific to the customer's industry to ensure strategic alignment and roadmap execution. Educates and influences senior decision makers during interactions on Microsoft's qualitative strategy, products, services, and existing features of the digital portfolio. Through regular and continuous communication, establishes status as a thought leader and council/strategic partner to the executive-level business decision-makers at the customer's business by applying deep understanding of their business strategy, market dynamics, relevant technology trends and Microsoft’s Industry point of view (POV).

Sales Execution

• Identifies gaps and solution opportunities for customers based on their needs and priorities. Ensures identification and advancement of high-impact, high potential repeatable use cases and scenarios for reuse across customers and Solution plays. Owns work to open customer opportunities based on industry objectives, best practices, and new stakeholder relationships. Envisions product scenarios that do not currently exist to identify and open white spaces. Works with and influences product teams toward those solutions. Contributes to the evolution and adaptation of Solution plays for local market. Leads the identification of corporate priorities and map (in a chain) of enabling capabilities from KPIs to the lowest level. Accelerates solution plays with an industry narrative by leveraging industry expertise and drives innovative, emerging net new opportunities based on industry trends. Leverages internal resources (e.g., account team unit [ATU], partners) to define customer business value, land value proposition, modify services and solutions, and promote a vision that aligns with customers' needs and objectives, innovation-centered initiatives, and Microsoft's cloud and solution area priorities.
• Conducts research and co-envisioning with customer at different levels, on their markets and opportunities for implementation of digital technologies and solutions to problems that others are not thinking about. 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. Identifies and communicates new industry best practices to drive opportunity execution, presents transformative opportunities to customers, and creates demand to solve highly strategic, complex business and IT scenarios. Supports the execution of worldwide play into the field to drive for scale and provides guidance to others on how to 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. Shares industry consultative selling approach, standards, and best practices for others to follow. Advises account teams to help ensure representation of industry to internal senior leadership. Guides the prioritization of opportunities and engagements based on scalable and repeatable outcomes across industry segments and beyond a specific account.
• 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, enables and leads strategic discussions with board-level/senior executive stakeholders (e.g., CxO, senior Business Development Managers [BDMs]) 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 strategies to connect with customer executives who own the area being influenced (e.g., business process) 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.
• Drives internal collaboration to consistently demonstrate Microsoft's business value added from an industry perspective and positions industry solutions that solve the customers’ business challenges as they digitally transform their businesses. Shapes strategy by providing long-term strategic recommendations (e.g., program or solution development). Drives the proposal or development of solutions that align with customer and Microsoft industry-focused priorities and showcase clear benefits of choosing Microsoft over competitors, generating demand in the customer for Microsoft's solutions and attaining customer validation of proposed solutions. 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 a specific, novel customer scenario. Creates value opportunities and value case by identifying value drivers, representing the industry cloud vision, top line revenue opportunities, and cost drivers. Owns 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 senior strategic decision makers to take action and implement proposed solutions using a consultative selling approach, a compelling storyline and a strong financial business case (e.g., return on investment [ROI], other applicable metrics) rooted in the customer's industry. 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, engineers, product teams) to determine the right stakeholder mix for transforming the customer's business and integrating digital technology into all areas of their business. Accelerates industry-wide multi-horizon transformational business models that scale to the industry and advance their cloud maturity. Leads complex transformational opportunities to turn them into commercial agreements that deliver on customer objectives. Ensures a strong connection into delivery and success, post-sales, to help customers realize desired business value. Understands and remains up to date on current industry trends, new innovation and ecosystem/industry disruption to adapt to continual shifts in market dynamics and adapt those changes into new customer innovation based offerings. Identifies high-impact customer requirements for internal ideation with team.

Collaboration and Partner Management

• Leverages relationships with Business Strategy Leads (BSLs), Business Decision Makers (BDMs), and Partner Development Managers (PDMs) to plan, orchestrate, and execute on customer opportunities, identifying targeted partners (e.g., system integrators (SIs) and industry software vendors (ISVs)) to work directly with. Responsible for engaging 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, and minimum viable product). Collaborates with the account team unit (ATU) and targeted partners to determine GTM strategy as well as identify and drive together targeted customer opportunities. Collaborates with commercial and legal product teams to establish formal partnership. Identifies and engages partners for targeted solutions and articulates the case for developing solutions on top of the Microsoft cloud.

Industry Expertise

• Completes the required training and obtains relevant industry expertise and certifications pertinent to the role and the industry itself. Acts as a subject matter expert, proactively sharing industry depth, including trends, policy implications (e.g., privacy), and competitors, providing recommendations on customer's alignment with Microsoft's offerings, helping others to make decisions on pursuit or withdrawal, and establishing learning baseline for leaders. 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 variety of specialties. Serves as an industry thought leader in the field and provides depth and breadth of support across their respective sales organizations and teams. Proactively seeks out additional training to build on career competencies and industry specific expertise, including information that adds to the understanding of customers' businesses and strategies, and shares it with team members.

• Embody our