Director (ISD) is to drive digital transformation initiatives for our customers based on a deep understanding of the industry, its drivers and the critical solutions that address its needs. The ISD will be responsible for developing Microsoft’s industry solutions for Collaborative Product Innovation. The ISD will also be responsible for driving our go-to-market efforts and drive sales of the industry solutions at scale.
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In this leadership position, the Industry Solutions Director will demonstrate Microsoft’s deep understanding of customer and industry business issues, context, challenges and strategic direction, as well as the partner ecosystem for specific industry solutions and local markets. The ISD will drive awareness for Microsoft as a solution provider beyond traditional client-side IT decision makers and establish Microsoft as a trusted partner for industry solutions. The ISD will support the development of new strategic engagements with line-of-business decision makers, and accelerate digital transformation partnerships in the manufacturing industry, enabled by emerging technologies like the Industrial Internet of Things (IIoT) and advanced analytics. The ISD will also have deep knowledge in Product Lifecycle Management (PLM), Computer Aided Engineering (CAE) solutions, and will work closely with the field industry and sales teams to launch, drive and sell these solutions in their local markets.
The impact you’ll be making…
Responsibilities include:
• Work closely with engineering, services and selected partners to develop a Discrete Manufacturing go-to-market solution package that will scale through the industry.
• Work closely with the field teams to land industry solution Light House deals and develop the solution content, as well as services and partner engagement models.
• Iterate and learn from initial Light House wins to improve the solution package to the point where solution content and engagement models are stable, well understood, and can be executed at scale by the field resources.
• Demonstrate deep knowledge of competitive differentiation and ability to handle certification and compliance requirements specific to the industry.
• Represent the field and customer voice and effectively liaison with engineering and other central corporate functions.
• Support the recruiting of field resources to secure a high-quality team of industry experts.
• Conduct industry solution and field onboarding and readiness, including community leadership with various specialist sales roles.
Who we’re looking for…
Required experience, skills and knowledge:
• 10+ years of industry domain expertise and experience working in business roles at a company in the manufacturing industry.
• Significant (10+ years) industry solution experience (i.e. as a business solution consultant in delivery and sales roles in areas like PLM, CAE, Simulation).
• Good understanding of enterprise IT systems including ERP, SCM, PLM, and MES systems.
• Industry specialized sales or consulting position within an IT consulting or services company.
• Solution sales or consulting position in a competing or partner company.
• Business and market development skills.
• Education: MS degree in Manufacturing, Mechanical Engineering, Industrial Engineering or Computer Science. MBA is a plus.
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