In this position, you will lead, develop and manage WW Banking & Capital Markets by setting the industry strategy, developing solution offering with the Business Groups (BG)/Engineering Groups (EG), partners and Microsoft Consulting Services (MCS), landing the solutions sales motions in the field and through partners, and generate flag ship solution wins and superior sustainable long term revenue growth and market impact. To achieve this the Industry Managing Director (IMD) is managing a team of Industry Solutions Manager (ISM), Industry Technology Strategist (ITS) directly and an industry community in the field indirectly to develop and execute a strong joint business plan.
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• Develop a credible long term WW industry strategy, prioritizing solutions, markets, partners based on the BG/EG product strategy, while considering compete and our current positioning.
• Create and execute a 3-year rolling business plan, to prioritize solution selection and development, with innovation, incubation solution development, light house wins, and a credible scale sales model to ensure solution sales and overall industry revenue and usage/ consumption goals are achieved year by year.
• Identify and contribute to the recruitment of the strategic Industry Partners, working with the WW and local Developer Experience (DX) and Enterprise Partner groups to recruit, build and manage (sell with/through) the Partner.
• Collaborate with BG/EG and MCS to prioritize, build the right 1st and 3rd party industry solutions and offerings (considering partners’ roles) with funded go-to market plans that meet the solutions’ business case and model (consumption/revenue).
• Identify accounts and opportunities that have high potential for flagship innovation and incubation solution wins that can generate significant long term cloud consumption in the market.
• Create annual WW solution opportunity plans with the field and partners to drive, meet or exceed solution metric, revenue and consumption quotas and win rates.
• Partner with local Sales and Marketing leadership teams to land the WW scale plan by coaching the field to build and execute localized scale solution sales plan.
• Work across the prioritized teams to deliver references and satisfied customers that can be leveraged in future sales engagements and proves the solutions scale model.
• Hire, motivate, coach and manage high-performing ISMs, ITSs and industry aligned field sellers, e.g. Industry Black Belts (IBB), Industry Market Development Managers (IMDM) (aa), to help them meet or exceed solution metric, revenue and consumption quotas and win rates.
• Provide Specialized industry readiness for the field (ATU and STU), leveraging vehicles like the ISU, S4, community meetings, Yammer sessions, etc.
• Plan and conduct industry demand generation events 1:1 and 1:many to improve market perception, generate strong demand and pipeline for our Industry Solutions.
• Operationalize a structured Rhythm of the Business (ROB) to ensure a sustainable and predictable industry solution business, in terms of sales and consumption.
• Improve Workgroup Health Index (WHI) scores year over year.
• Create team readiness plans that focus on Industry solution development and selling, knowledge and execution.
Experiences Required: Key Experiences, Skills and Knowledge
• Industry Leadership: 10+ years of strong, proven track record of leading and driving industry business discussion with the C-level Business Decision Makers leading to large engagements.
• Industry knowledge: 10+ years Industry domain expertise and expertise, i.e. working at our industry customers or directly for our industry customers as a consultant etc.
• Sales Leadership: 10+ years of strong, proven track record of leading and driving industry solution selling across multinational sales teams, focused on business value to solve complex customer problems. Track record of success through desired results at Microsoft or competitors (Oracle, IBM, Accenture, Amazon, Salesforce etc.). Successful management of large-scale, complex deal cycles at Fortune 500 accounts.
• Consultative Solution Selling Experience: 10+ years of experience with selling solutions to senior business and IT decision makers through linking the solutions to economic outcomes and the customer’s overall business plans. Possess both business acumen expertise and industry knowledge.
• Sales Teamwork Experience: High degree of collaboration with multiple Microsoft sales leadership and personnel, MCS, EG/BG groups and Microsoft Partners will be required for success. The ideal candidate will have demonstrated he/she has worked in a matrixed sales, services and product group organization and delivered great results.
• Sales Excellence: Demonstrated strategic business management. Coaching direct reports in solution planning, development, pipeline management, account planning coaching etc.
• People management: Proven track record of building and coaching high performing diverse teams with great team satisfaction.
Education
• Bachelor Degree or equivalent experience; Master Degree preferred, ideally MBA.
• Formal Industry Training/ certification alternatively long on the job industry training (working at/for customers).
• Complex and Relationship sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.).
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