Microsoft Corporation Enterprise Commercial Industry Solution Executive in Beijing, China

  1. Joining The Microsoft Team Means…

Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn’t anywhere else. This is a world of more possibility, more innovation, more openness, and sky’s-the-limit thinking – a cloud-enabled world.

Our mission is to empower every person and every organization on the planet to achieve more. This mission is ambitious and at the core of what our customers and employees care deeply about. We have unique capability in harmonizing the needs of both individuals and organizations. We deeply care about taking our ideals and vision global and making a difference in lives and organizations in all corners of the planet.

We are always learning. Insatiably curious. We lean into uncertainty, take risks, and learn quickly from our mistakes. We build on each other’s ideas, because we are better together. We stand in awe of what humans dare to achieve and are motivated every day to empower others to do more and achieve more through our technology and innovation. Together we make a difference.

The goal of the Industry Solution Executive (ISE) is to drive client Digital Transformations based on deep understanding of their industry and its drivers. The role of Industry Solution Executive is designed to align individuals who possess established industry experience, expertise and credentials with client business line needs in order to generate more ‘demand pull’ for Microsoft solutions. It is a client facing role that drives growth by positioning Microsoft capabilities, and those of our partners, as business solutions that directly resonate with client needs, in the language of customers. The seniority of the role evidences to clients Microsoft’s deep understanding of their issues, context, challenges and strategic direction (both client, and the industry in which they operate) and forms a key part of assisting the ATU account teams penetrate client business decision-makers and the key organizational influences that impact their decisions. The role of the Industry Solution Executive enhances client awareness of Microsoft as a solution provider beyond traditional client-side IT Decision Makers, and repositions market perception of Microsoft as a trusted partner for industry solutions.

  1. The Impact You’ll Be Making…

A. Lead the Solution Business Planning and Development – 10% time spent:

• Engage in business discussions in order to better understand deeper client needs based on their underlying drivers

• Perform client need diagnostics in conjunction with ATU account managers in order to drive solutions based on deep insights into industry drivers

A. Lead the Solution Business Planning and Development – 10% time spent:

• Engage in business discussions in order to better understand deeper client needs based on their underlying drivers

• Perform client need diagnostics in conjunction with ATU account managers in order to drive solutions based on deep insights into industry drivers

• Interpret local industry trends based on deep experience in order to adopt/develop relevant solutions and value propositions for Microsoft finished solutions and products (CRMOL, Azure, O365, etc) and partner solutions

• Deliver an annual Industry Solution sales plan with the local DX, local partner team and sector aligned ATU(s) that lands in account plans, leveraging partner and Microsoft product/solution planning

B. Lead Solution Sales Execution – 70% time spent:

• Develop, maintain and leverage deep account knowledge and BDM relationships at assigned accounts accounts

• Engage clients in discussion of their business issues to help identify transformative opportunities by

• Develop and quality control the business priorities and industry solution/section in the account plan based on the solution sales plan (with AM) and land Industry Solutions

• Identify, qualify and generate Industry Solution wins in top accounts positively changing market perception

• Have industry knowledge/expertise, locally recognized in high demand by the ATU’s engagements

• Know and direct support DX and local partner team for development of the right industry partners in the eco-system with focus on the priority industry solutions

• Engage with the right industry partners from the overall eco-system and drive them into the right customer engagements to compete and win

C. Drive the Solution Performance Management – 10% time spent:

• Directly generates new Industry Solution opportunities in MSX

• Milestone-driven Rhythm of the Business (ROB) with aligned account teams and key partners

• Drive Industry Solution pipeline management with strong coverage ratio and f/c accuracy to 100% win

D. Lead People and Self Development – 10% time spent:

• Continuously investment in self-learning and development based on development plan, REP and Career Coach support

• Educate all aligned local sellers (ATU and STU) on industry topics and best practices, so they can deliver the industry PoV, and multiple solutions stories to increase credibility with BDMs/ITDMs and sales

• Contribute best practices to WW industry communities

3.Who we’re looking for…

Experiences Required: key experiences, skills and knowledge:

• 10+ years Industry domain expertise and expertise working in Business roles at a company in the target industry (i.e. a Bank, a Retailer etc)

• Significant (10+ years) Industry solution experience (i.e. as a Business Solution Consultant in delivery positions

• Solution sales or consulting position in a competing or partner company

• Business development skills

• Market development skills

Education:

• MS degree

• MBA +

• MS degree in target industry +

• Industry specialized sales or IT consulting position within a Business Consulting +

Sales