Energy and Manufacturing Industry Lead
Microsoft
Dubai (MEA-HQ), Dubai, United Arab Emirates
منذ 5 يوم

Are you a Leader within the Energy and Manufacturing industry? Are you able to drive for results? If yes then we are Microsoft MEA HQ are looking for you to drive our Energy and Manufacturing Industry in Middle East and Africa.

Responsibilities

Planning and Engagement

  • Serves as a thought leader on industry-focused sales within Microsoft and as the Industry subject matter expert in digital transformation account planning.
  • Engages with internal and external stakeholders on account planning and partner business planning Independent Service Provider ISP ), System Integrator) and reviews plans for targeted accounts and strategic accounts.

  • Proactively continues to build external network of stakeholders and leverages internal stakeholders to engage them. Acts as a thought leader and industry advisor to executive-level business decision makers at the customer's business.
  • Promotes interaction and engagement efforts with internal and external stakeholders to expand Microsoft's relationship with customers.

    Shares best practices in stakeholder management across industries and proactively engages across industry activities.

    Sales Execution

  • Generates and owns solution opportunities for customers based on their needs. Focuses on high-potential customers with accounts that could lead to long-term engagements.
  • Leverages the internal resources account management team, partners) to land value proposition and provide vision that aligns with customers' needs and Microsoft's cloud and solution area priorities.

    Scales by identifying and driving broader challenges and defining sales plays to scale.

  • Orchestrates early stages of engagement opportunities with customers of strategic accounts. Guides others on conducting personal campaigns of discovery opportunities.
  • Collaborates with the account management teams and internal and external stakeholders to build a pipeline within the industry and territory, leveraging their established network and representing Microsoft at external events.

    Sets long-term strategies for identifying, generating, and nurturing new business opportunities through industry solutions and for turning these opportunities into deals.

    Leverages industry solutions to meet customer business objectives. Drives execution of worldwide play into the field to drive for scale.

  • Engages senior decision makers in the industry and educates and influences them during interactions on Microsoft's strategy, products, services, and existing features of the digital portfolio.
  • Shapes strategy by providing long-term strategic recommendations. Consistently demonstrates Microsoft's business value added and positions industry solutions that solve the customers’ business challenges as they digitally transform their businesses.

  • Drives change to digital transformation by leveraging deep understanding of the industry, its drivers, and critical solutions needed to drive growth with new and existing customers.
  • Leads conversations with account decision makers using demonstrations and business cases to bring innovative ideas that showcase the need for strategic change.

    Collaborates internally to fully integrate digital technology into all areas of the customer's business, fundamentally changing how they operate.

    Acts as an industry thought leader to advise customers on digital transformation and articulate its value. Identifies common industry requirements with high business impact for ideation internally Digital Win Room DWR ).

    Guides others in account management team to identify opportunities to drive growth with new and existing accounts.

  • Seeks feedback from customers (both formally and informally) to leverage drivers of satisfaction and dissatisfaction to drive business impact.
  • Reviews feedback report, involves other internal teams, and guides team members on ensuring customer and partner satisfaction.

    Proactively scans the industry for changes to identify new challenges and opportunities and adapt those opportunities into offerings to avoid dissatisfaction and keep on the front end of innovation.

    Establishes standards for customer and partner experiences and leads their team. Anticipates issues / risks on customer and partner satisfaction, determines the root cause of problems, removes blockers, and oversees recovery action plan to improve customers' overall experience.

  • Generates demand through industry events and other activities / presentation / customer events very large scale, global, high impact, extremely high profile).
  • Develops compelling, value-proposition content that showcase Microsoft's and partners' products, services, and solutions to generate business and upsells.

    Shares experiences to mentor junior colleagues.

  • Completes the required training and obtains relevant industry and role certifications aligned to the industry solutions discipline, the respective role industry advocates), and to the industry itself.
  • Proactively seeks additional training, including information that adds to the understanding of customers' businesses, and shares it with team members.

  • Leads efforts to educate the account management team on the necessary industry, competitor, and partner content. Develops educational training activities to translate complex knowledge into information that the account management team can leverage during engagements with customers and partners.
  • Provides active feedback to others in creating learning materials.

    Partner Management and Collaboration

  • Collaborates with partners to plan and execute on opportunities with internal resources and partners across the industry by recognizing incumbent industry partners and working jointly with them.
  • Collaborates with the account management team and partners to develop partner strategies. Generates and owns industry solution opportunities with partners.
  • Collaborates with partner teams to carry out competitive recruiting of new partners and helps current partners to understand the industry and develop solutions within that industry.

    Selects top partners by subsidiary and relevance and identifies organizations as potential partners for Microsoft. Coaches junior colleagues in building partner network.

    Technical Expertise

  • Provides insight and feedback from customers and partners to worldwide counterparts and industry teams to help with best practices and with learning and improvement in industry solutions and digital transformation.
  • Develops community around industry newsletters, solution calls, partner showcases).

  • Acts as a subject matter expert, proactively sharing strong knowledge of the industry, including trends, policy implications privacy) and competitors, providing recommendations on customer's alignment with Microsoft's offerings, helping others to make decisions on pursuit or withdrawal, and establishing learning baseline for leaders.
  • Leads the communication to provide feedback to other teams sales, marketing, engineering) on future product trends or sales blocker and to guide junior industry solutions team members.

    Serves as an industry thought leader in the field and provides support across multiple accounts or to a more strategic account.

    Advises and presents at industry communities.

    Other

  • Embody our and values
  • Qualifications

    Required / Minimum Qualifications

  • 10+ years proven business development sales experience working in a relevant industry domainOR Bachelor's Degree in a relevant industry domain Energy & Manufacturing) or related field Computer Science, Business Administration) AND 6+ year(s) experience working in an industry domain.
  • Additional or Preferred Qualifications

  • 12+ years proven experience working in a relevant industry domainOR Bachelor's Degree in a relevant industry domain Energy & Manufacturing) or related field Computer Science, Business Administration) AND 10+ years proven experience working in a relevant industry domainOR Master's Degree in a relevant industry domain Energy & Manufacturing) or related field Computer Science, Business Administration) AND 8+ years of proven experience working in a relevant industry domain.
  • 8+ years proven solution or services sales experience in a relevant industry domain Energy & Manufacturing)OR 8+ years proven people management experience.
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