Microsoft Corporation Senior Industry Market Development Manager in Tokyo, Japan
Purpose: 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 ISE 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 C+E industry solutions. It is a client facing role that drives growth by developing and locally activating the C+E partner ecosystem, positioning Microsoft and our partners’ C+E industry solutions, 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)
The role of the ISE 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.
Lead the Solution Business Planning and Development – 10% time spent
Manage a credible territory wide Industry Solution 3-year Digital transformation business plan, based on C+E Industry Solutions, addressing win/compete, top account and total revenue growth, strategic product share growth (Cloud, productivity, mobility etc.), and market perception
Deliver an annual territory C+E Industry Solution sales plan that lands in partner plans and account plans cross the industry - Deliver and maintain agreed 3-year local C+E industry partner map/plan Lead Solution Sales Execution – 70% time spent
Develop, maintain and leverage deep account knowledge and BDM relationships in assigned industry in close cooperation with ATU members
Develop and quality control the business priorities and industry solution/section in the territory plans based on the solution sales plan (with AE) - Identify, qualify priority Industry Solution opportunities and land these with the priority Industry partners in the account/territory plans (COTAP) throughout the industry
Identify, qualify and generate Industry Solution “Light house” wins in in territories, positively changing market perception in close collaboration with v-team
Work with C+E, DX and MS corporate colleagues to develop and Execute the C+E industry solution partner plans for the target partners through the “Recruit, Enable and Activate” concept
Drive C+E Industry Solution sale scale out across the industry, leveraging scale solutions and partners to achieve overall revenue quota - Have industry knowledge/expertise, locally recognized in high demand by the ATU’s engagements
Know and support development of the right industry partners in the eco-system with focus on the priority C+E industry solutions
Engage with the right partners from the overall eco-system and drive them into the right customer engagements to compete and win Drive the Solution Performance Management – 10% time spent
Directly generates new Industry Solution opportunities in MSX
Milestone-driven Rhythm of the Business (ROB) with V-TEAM and aligned account teams and key partners
Drive Industry Solution pipeline management with strong coverage ratio and f/c accuracy to 100% win 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 ATU colleagues and aligned sellers 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+ years Industry domain expertise and expertise working in Business roles at a company in the target industry, 1st priority is gaming industry, 2nd priority is broadcasting industry and 3rd priority is communication industry.
Have deep relationship with those kinds of BDM in C&M industry
Business development skills
Market development skills
Experience of the BtC business operation and creating new BtC business
Industry specialized sales or consulting position within an IT Consulting or Services company
Solution sales or consulting position in a competing or partner company
No specific training or certification is required
Co-working with global industry team closely.
Work location - Tokyo, Shinagawa
Microsoft 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.