The goal of the Automotive Industry Business Development Director (IBDD) 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 IBDD will be responsible for developing Microsoft’s industry solutions for autonomous and connected vehicle, smart mobility, automotive customer experience, smart factory and automotive supply chain. The IBDD will also be responsible for driving our go-to-market efforts and driving key light house wins.
In this leadership position, the IBDD will demonstrate Microsoft’s deep understanding of customer and industry business issues, context, challenges, strategic direction, and the partner ecosystem for specific industry solutions and local markets. They will drive awareness for Microsoft as a solution provider and as a trusted partner for industry solutions. The IBDD will support in 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), AI and Advanced Analytics. The IBDD will also have deep knowledge in autonomous and connected vehicle, smart mobility, automotive customer experience, smart factory and automotive supply chain.
The IBDD will work closely with engineering, marketing, field industry and sales teams to launch, drive and sell these solutions globally.
Responsibilities
The role of the IBDD will be to identify and develop partner ecosystems, help drive adoption of Microsoft technologies and products within the partner ecosystems, enhance client awareness of Microsoft-based industry solutions beyond traditional IT decision makers, support solutions sales to the manufacturing customers, and help position Microsoft as a trusted partner for industry solutions.
The IBDD will work closely with other industry sales team members within local markets to help those local teams more effectively generate demand, qualify leads, support customer engagements, and increase wins with these industry solutions.
Primary responsibilities:
Work closely with engineering, Services, and selected partners to develop the automotive industry go-to-market solutions in such a way that it eventually will scale through the industry.
Work closely with the field teams to land industry solution “lighthouse” deals and develop the solution content, Services and partner engagement models.
Iterate and learn from these initial lighthouse wins to improve the solution package to the point where the solution (solution content and engagement models) is stable, well understood, and can be executed at scale by the field resources.
Deep knowledge of competitive differentiation and ability to handle certification & compliance requirements specific to the industry.
Represent the field and customer voice and effectively liaison with engineering and other central corporate functions.
Support recruiting of field resources to secure a high-quality team of industry experts.
Conduct Industry Solution and field onboarding & readiness, including community leadership with various specialist sales roles.
Qualifications
· The IBDD needs to have established automotive industry experience, expertise and credentials with customer line-of-business needs and deep industry solution technical expertise to be able to develop and support these solutions.
· Significant (7+ years) industry solution experience in areas like autonomous and connected vehicle, smart mobility, automotive customer experience, smart factory and automotive supply chain.
· 7+ years industry domain expertise and experience working in business roles at a company in the manufacturing industry.
· Strong understanding of the partner ecosystems (ISVs and SIs) related to automotive solutions and be able to identify leading solution vendors or systems integrators with relevant repeatable solutions or domain practices
· Good understanding of enterprise IT systems including ERP, SCM, PLM, CAE and MES systems and emerging capabilities including cloud and edge intelligence, IoT, AI and advanced analytics.
· Industry specialized sales or consulting position within an IT Consulting or Services company +
· Understand, and have experience with, the application of cloud-based technologies in a manufacturing environment.
· Solution sales or consulting position in a competing or partner company
· Business development skills
· Market development skills
Education:
· MS degree in Manufacturing, Mechanical Engineering, Industrial Engineering or Computer Science
· MBA +
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