Industry Solution Manager
is responsible for the revenue growth of a set of solutions aligned to customer needs, partner and Microsoft
capabilities, and the company strategy to deliver solutions that transform Microsoft
to a device and cloud services company. The ISM
is responsible for the market analysis, definition, strategy, vision, partners, and revenue growth for a set of solutions. They manage a portfolio of solution areas to drive premium revenue, Azure
and devices. They own the execution of the solution areas worldwide, including targeting, pipeline management, direct selling, customer sponsorship, deal sponsorship, and the landing/adoption at the customer to drive revenue and deployment. Their objective is to achieve revenue and share growth by winning deals, securing references, and creating a repeatable and scalable means to accelerate pipeline from opportunity/demand creation through deployment. To accomplish this, they work directly with customers & partners, lead a virtual team of field sellers, deliver executive briefings, engage an ecosystem of partners, analysts, and marketers to scale, and are acknowledged as the subject matter expert for these solutions by the customer, field, partners, and press.
The successful candidate in this role will be excited about leading a business plan that enables these outcomes. They will believe in solution selling. They will have passion about harnessing their subject matter expertise to grow a business. They will be a salesperson who is capable of being "the closer" for the most challenging opportunities and the executive sales person on the most important deals. They will be a sales leader, capable of scaling their impact through others, with the ability to manage a pipeline and ROB
that ensures the right actions are taken to accelerate revenue and growth through the pipeline. They will enjoy helping the partners & field land deals and win on our platform. And
they will be able to demonstrate expertise in sales, sales leadership, pipeline management, field landing/adoption, leadership via influence, cross team collaboration, development of business & execution against an ROB
, sales and marketing, and delighting customers and/or partners.
revenue and share in via a set of prioritized solutions
a market for Microsoft
for these solution areas through value proposition creation, engagement with press/analysts/customers, and through the creation of a long-term vision with near term execution that drives results in share and revenue growth.
as an industry subject matter expert on behalf of Microsoft
- internally and externally.
high quality Executive Briefings
sponsor deals to secure lighthouse wins and references
directly with customers, in partnership with their account/field teams, to win and accelerate deals.
and own the pipeline for the solution areas. Monitor
and manage velocity. Remove
obstacles/improve assets as needed to achieve quota. Identify
trends and issues. Ensure
ability to take action as needed to address issues. Always
know top ten deals by revenue and stage in sales process.
as industry sponsor for at least 6 focus customers. Industry
sponsor responsibilities include acting as the industry leader during account planning, at least quarterly engagement with the customer directly, helping the teams identify and execute against a relationship map that grows the relationship with Line
and Business Decision Makers
in the customer, aiding teams in removing obstacles to business, coaching the account manager on how best to orchestrate resources, and helping teams learn/know the customers' business and industry.
Be viewed by field leaders, account teams, partners and BGs
as the subject matter expert for the solution areas.
"compete" for the relevant solution areas
execution against a strategy in order to increase the revenue and share from solution area wins
premium revenue and strategic imperatives (Azure
, devices) into the solution areas
assets for use by the field and partners
If you are interested in a career step that empowers you to build a business, engage globally, and lead people, and you have the following qualifications, this may be the role for you.
10+ years in sales with consistent quota attainment/over-achievement
10+ years in specific industry
5+ years in sales leadership
5+ years product management/solution development experience
success in sales leadership roles with an emphasis on growing share and leading teams to revenue growth faster than market
of competitive products offerings and positioning
pipeline management, ability to execute an ROB
, coaching of a sales team
presentation, written, and oral communication skills
experience in managing and leading across boundaries and without positional authority
capability to scale through others, accomplish knowledge transfer, teach others to "fish"
to balance strategy and execution - with a drive for results and a bias toward action
and desire to work in a complex, challenging environment
to work independently, assertively, and navigate ambiguous situations
A love of teamwork
Up to 50% travel requirement, including international travel
is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
Apply for this job at Microsoft