Microsoft Government Industry Advisor Americas 

Canada, Alberta, Calgary 

714764825

Government Industry Advisor, Americas (Canada)

’

Required/Minimum Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Education, Business or related field AND 7+ years customer-facing experience in operations, enterprise-level improvement program management, consultative selling, public sector, technology or industry-relevant equivalent management or technical work experience

  • OR Master's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Education, Business or related field AND 5+ years customer-facing experience in operations, enterprise-level improvement program management, management consulting, consultative selling, public sector, technology or industry-relevant equivalent management or technical work experience

  • OR equivalent experience.

Additional or Preferred Qualifications

• 6+ years proven management consulting, technology solution or services sales experience in a relevant industry domain (e.g. Government, other Regulated Industry)
  • OR6+ years proven experience in deep Government industry role

Industry Advisory IC5 - The typical base pay range for this role across Canada is CAD $141,000 - CAD $212,000 per year.

Find additional pay information here:

Planning and Engagement

• Serves as the public sector industry subject matter expert (SME) in account planning and partner business planning, working with internal and external business stakeholders including Systems Integrators (SI) and Independent Software Vendors (ISV) to drive multi-horizon growth strategy.
• Provides thought leadership, sharing global industry trends to activate worldwide government industry strategies and large ecosystem plays into local markets and must-win accounts.
• Contributes to stakeholder mapping and builds engagement strategy to identify and reach the most influential customer stakeholders and decision makers aligned to government business outcomes.
• Participates in planning rhythms with core account team and other team members to discuss operational elements of the account strategy (e.g. tactics, execution, roles and orchestration) needed to deliver on the account plan goals.
• Increases the speed of adoption of Microsoft technologies by aligning to the strategic, long-term vision of the customer's/partner's business strategy and motivating appropriate next steps to bring it to fruition.
• Drives internal and customer envisioning by applying deep understanding of the customer’s strategy, relevant technology trends and Microsoft’s Government Industry point of view (POV) to open new opportunities and build the business case for transformation across the organization.

Sales Execution

• Originates, develops, and drives the acceleration of new, multi-horizon customer transformation opportunities that reshape the customer business and advance their cloud maturity.
• Identifies and advances high-impact, repeatable use cases and scenarios to scale digital adoption benefits across government customers.
• Collaborates with the account team units (ATUs) and internal and external stakeholders/partners to build a pipeline within the industry and territory.
• Supports the orchestration of appropriate resources to converge and convert industry-specific opportunities into deals.
• Influences execution of the worldwide government strategy into the field to scale market adoption and inform strategy with direct customer feedback, ensuring greatest impact for government customers and for Microsoft.

Collaboration and Partner Management

• Builds and leverages relationships with Government Industry Solution Managers and Partner Development Managers (PDMs) to plan, orchestrate and execute customer opportunities resulting in government industry business growth.
• Drives engagements with Industry Solutions Delivery (ISD), internal 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 execute go-to-market (GTM) strategy and progress customer opportunities.
• Collaborates with commercial and legal teams to establish formal partnerships.
• Identifies market-informed opportunities for competitive recruiting of new government industry partners (together with Partner Development Managers) and works with current partners to showcase/develop/deliver “better together” for government industry targeted solutions.

Industry Expertise

• Completes the required training and seeks additional learning opportunities to obtain relevant industry expertise and certifications pertinent to the role and the industry itself.
• Proactively maintains knowledge of Microsoft's and other government industry-relevant solutions and capabilities.
• Consistently builds new government industry depth, identifying global trends, policy implications (e.g. privacy, AI), and transformational opportunities to act as a subject matter expert and inform internal decisions.
• Provides feedback and shares experience across Microsoft (other geographies, other industries, sales, marketing, engineering) to identify future needs or sales blockers and to guide industry solutions team members in a wide variety of specialties, articulating local nuances and anticipating gaps.
• Advises and provides government industry thought leadership in relevant industry communities to build network and mindshare.
• Leverages additional training to build on career competencies, including government industry sources that add to the understanding of customers' priorities, and scales learning opportunities to extended team members.

• Embodies our