Industry Advisor
3 weeks ago
At Microsoft, our mission is to empower every person and every organization on the planet to achieve more. In the Energy & Resources industry, that means empowering energy operators to generate energy with less carbon. Modern life runs on energy and that means all people and organizations rely on the energy industry to provide safe and reliable sources of electricity, heat, transportation fuel, and chemical feedstock. Driven by population and economic growth, global energy demand is expected to increase nearly 50% in the next 30 years. This growth will need to be balanced with building a global net zero carbon economy while providing safe, reliable, sustainable energy to organizations and individuals. Microsoft works with energy companies to help meet these demands and solve their most complex problems with technology at scale to enable innovation, accelerate decarbonization, drive new growth, and improve the efficiency and productivity in their core business.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
**Responsibilities**:
The **Industry Advisor - **Energy & Resources Industry **will have the opportunity to lead customers' envisioning and advance their transformation through a blend of strategic consulting, industry and technical acumen. In coordination with the broader account teams, this role contributes to account planning, business roadmaps, executive sponsorship and stakeholder management within the Energy & Resources Industry accounts. You will identify unique industry needs, opportunities to provide guidance and recommendations aligned with customer’s desired outcomes. This role will need to collaborate with internal teams to identify, generate, and nurture new opportunities, initiatives and collaborates with customer business leaders to articulate Microsoft's unique business value by leveraging industry expertise and perspective. In addition, collaborate with industry partners to identify and execute on opportunities, scale business results, and generate industry solution opportunities.
**Planning and Engagement**
- Leads multi-horizon planning to outline an approach for industry-oriented solution selling with the customer. Creates segment-focused three-horizon roadmaps for impactful accounts based on business and technology priorities, as well as deep understanding of their industry. Identifies appropriate resources to execute on digital transformation plan to support mid
- to long-term customer plans. Drives internal and customer envisioning and articulates business and program changes in the roadmaps around new and groundbreaking capabilities.
**Sales Execution**
- Identifies needs and industry readiness of customers and influences stakeholders. Leverages internal resources (e.g., account team unit [ATU], partners) to land value propositions for solutions with customers and solution plays in a repeatable manner. Leads work to open customer opportunities based on industry objectives, best practices, and new stakeholder relationships. Identifies and advances high-impact, high potential repeatable use cases and scenarios for reuse across customers. Envisions product scenarios that do not currently exist to identify and open white spaces. Leverages industry expertise to help craft and modify prioritized services and solutions that align with customers' needs and innovation-centered initiatives with an industry narrative. Makes and proposes solutions to customers and competitors in the industry. Identifies corporate priorities and map (in a chain) of enabling capabilities from KPIs to the lowest level.
- Collaborates with the account team units (ATUs) and internal and external stakeholders/partners to build a pipeline within the industry and territory. Supports the orchestration of appropriate resources to converge, support, and convert industry-specific opportunities into deals. Conducts research with customer on their markets and opportunities for implementation of digital technologies. Represents industry perspective in accounts and drives conversations and ideation with customers to create a shared vision and future direction for the integration of Microsoft technology in their business. Originates, develops, and drives opportunities based on industry best practices and own expertise, presents transformative opportunities to customer, and creates demand in highly strategic, complex business and IT scenarios. Influences execution of the worldwide play into the field to drive for scale and leverage customer pain points and industry depth to identify and open new business opportunities that meet customer business objectives and drive growth across customer's bu
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