Microsoft is looking for a CEE Industry Lead (Government).
The role will be leading our government industry engagements across Central and East Europe. The succesful candidate wil serve as a thought leader and as the Industry subject matter expert in digital transformation for core government ministries, agencies & state owned enterprises. Additionally, will lead a team of government industry subject matter experts to enable our customers transformation using strong business scenarios connected to best of breed Microsoft technologies & Services. Last but not least role will act as an agent of knowledge transfer and orchestration across all our sales & services teams connected to government industry & relevant sales engagements.
Responsibilities
People Management
Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
Model - Live our culture; Embody our values; Practice our leadership principles.
Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.
Planning and Engagement
Serves as a thought leader and as the Industry subject matter expert in digital transformation account planning. Engages with internal and external stakeholders on account planning and partner business planning (e.g., Independent Service Provider [ISP], Support Services, System Integrator) and reviews industry plans. Guides their team to align their approach with sales excellence team and bring a more strategic perspective to digital transformation account planning. Defines account roadmaps by creating vision, and managing stakeholders.
Proactively continues to build strategic external executive-level business decision makers. Acts as a thought leader and industry advisor to executive-level business decision makers at the customer's business.
Defines and owns holistic strategy for industry. Promotes interaction and engagement efforts with internal and external stakeholders to expand Microsoft's relationship with customers. Leads their team on identifying and engaging senior- and executive-level decision makers and stakeholders and supports teams on opportunity discovery and acceleration. Participates in policy decisions and industry forums, contributing to policy discussions in local markets, in partnership with legal teams (e.g., Corporate, External, and Legal Affairs [CELA], National Technology Officer [NTO]).
Sales Execution
Coaches the team on ways to identify gaps in high-potential customers' portfolio and guides them on how to understand their overall business needs. Leads the account management team and partners to provide vision for industry solutions (e.g., revolving cloud services) that are beneficial to Microsoft and its partners as well as to the customer and coaches them on developing and scaling long-term engagements with customers. Creates differentiated value proposition for customers and partners.
Provides support and guidance to their team and coaches them on how to engage and educate customers on how Microsoft's offerings can address their needs. Facilitates stakeholders to build a pipeline across the industry and territory. Coaches their team and other stakeholders to determine the quality of opportunities and whether to proceed. Ensures representation of industry to internal senior leadership.
Leads their team in the proposal or development of solutions that align with customer and Microsoft priorities by leveraging internal teams and partners while considering regulatory requirements of the industry and business context. Consistently demonstrates Microsoft's business value added and positions industry solutions that solve the customers’ business challenges as they digitally transform their businesses. Articulates the vision and long-term implications for customer business. Leads the proposal or development of solutions that align with customer and Microsoft priorities and showcase clear benefits of choosing Microsoft over competitors.
Drives change to digital transformation by leveraging deep understanding of the industry, its drivers, ecosystem, and critical solutions needed to drive growth with new and existing customers. Develops plans for business cases and demonstrations and coaches others on how to leverage them to bring innovative ideas that showcase the need for strategic change. Collaborates internally to fully integrate digital technology into all areas of the customer's business, fundamentally changing how they operate. Acts as an industry thought leader to advise customers on digital transformation. Acts as a spokesperson to external audiences. Leads cross-segment team and initiatives to represent Microsoft in the industry ecosystem.
Guides their team on ensuring customer and partner satisfaction and facilitates the resolution of sales and delivery issues for strategic accounts. Proactively scans the industry for changes to identify new challenges and opportunities and establishes standards for customer and partner experiences and leads their team.
Generates demand through industry events and other activities/presentation/customer events and internal teams (e.g., industry teams). Develops compelling, value-proposition content that showcase Microsoft's and partners' products, services, and solutions to generate business and upsells. Guides their team and junior industry solutions team members to present in such events. Ensures alignment with internal teams (e.g., Marketing, Public Relations) and translates Microsoft language into customer language as it relates to the industry.
Completes the required training and obtains relevant industry and role certifications aligned to the industry solutions discipline, the respective role (e.g., industry advocates), and to the industry itself. Mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required.
Leads efforts to educate the account management team on the necessary industry, competitor, and partner content. Develops educational training activities to translate complex knowledge into information that the account management team can leverage during engagements with customers and partners. Provides active feedback to others in creating learning materials. Provides input to customers and partners on relevant training needs (e.g., digital skills) and anticipates future needs. Drives program creation and industry-led skilling sessions through leadership and relationships.
Partner Management and Collaboration
Guides their team to build a network of partners across the industry. Leads the planning and execution on opportunities with internal resources and partners across the industry, in collaboration with One Commercial Partner (OCP) functions and Partner Management Managers (PMM).
Guides the account management team and partner to develop partner strategies. Guides the team to generate industry solution opportunities with partners and to identify new partners and evaluate partner capabilities. Identifies trends and ensures partners meet requirement, in collaboration with Corporate, External, and Legal Affairs (CELA)/National Technology Officer (NTO).
Technical Expertise
Leads their team on business and market knowledge. Develops strategies to position Microsoft's solutions, services, and capabilities. Fosters discussions to share industry expertise across the account management team and the organization to help connect Microsoft solutions to customer business impact.
Cultivates a deep culture of learning, leads strategies to help others expand their sales, industry, technology, and competitive knowledge and capabilities, and establishes learning baseline for colleagues and leaders. Serves as an industry expert in the field and provides support across multiple accounts or to a more strategic account.
Other
Embody our culture and values
Minimum qualifications
Several years proven experience working in a relevant industry domain
OR Bachelor's Degree in a relevant industry domain (e.g., Government, Education) or related field (e.g., Computer Science, Business Administration) AND 6+ years experience working in an industry domain.
Some years proven people management experience.
Additional or preferred qualifications
Proven years proven experience working in a relevant industry domain
OR Bachelor's Degree in a relevant industry domain (e.g., Government, Education) or related field (e.g., Computer Science, Business Administration) AND 10+ years proven experience working in a relevant industry domain
OR Master's Degree in a relevant industry domain (e.g., Government, Education) or related field (e.g., Computer Science, etc.)
Several years proven solution or services sales experience in a relevant industry domain (e.g., Government, Education)
OR proven years proven experience in deep industry role
Several years proven people management experience.
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