Industry Advisor - German Speaking
Microsoft
Industry Advisor - German Speaking
Munich, Bavaria, Germany
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Overview
Industry teams impacts on Commercial Solutions Area performance with Industry Prioritized Scenarios and Sales Kits, leverages Prioritized Partners and lands Repeatable Solutions for Industry, in order to empower our customers to lead the digital transformation of the Financial Services industry.
We are looking for a senior and talented professional to strengthen our Financial Services Industry Advisory Team ideally in Germany and to create impact with a list of prioritized Insurances in the German, Swiss and all up EMEA market. As an Industry Advisor, you will have the opportunity to drive industry-focused sales for Microsoft. This role is responsible for originating sales and driving industry-led conversations with Insurers (Carriers, Brokers, Re-Insurers, …) customers.
Accountabilities include developing and winning market-making opportunities that deliver customer value and enabling transformational customer outcomes. As an Industry Advisor you will also be the Industry subject matter expert in digital business transformation, engaging with senior decision makers to identify, generate and nurture new business opportunities. You will articulate and position strategic business value and long-term positive results of using Microsoft's products, partners and solutions, collaborating with your peers to successfully closing deals.
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.
Qualifications
Qualifications
- Bachelor's Degree in Computer Science, Information Technology, Engineering, Financial Services (Insurance preferred, Banking, Capital Markets), Business or related field AND proven customer-facing experience in operations, enterprise-level improvement program management, product management, financial services (insurance preferred, banking, capital markets), management consulting, consultative selling, technology or industry-relevant equivalent management or technical work experience
OR Master's Degree in Computer Science, Information Technology, Engineering, Financial Services (Insurance preferred, Banking, Capital Markets), Business or related field AND proven customer-facing experience in operations, enterprise-level improvement program management, product management, financial services (insurance preferred, banking, capital markets), management consulting, consultative selling, technology or industry-relevant equivalent management or technical work experience
OR equivalent experience.
- Business level English Skill
- Insurance industry experience
Additional or Preferred Qualifications
- Bachelor's Degree in Computer Science, Information Technology, Engineering Financial Services (Insurance preferred, Banking, Capital Markets), Business or related field AND significant customer-facing experience in operations, enterprise-level improvement program management, product management, financial services (insurance preferred, banking, capital markets),, management consulting, consultative selling, technology or industry-relevant equivalent management or technical work experience
OR Master's Degree in Computer Science, Information Technology, Engineering, Financial Services (Insurance preferred, Banking, Capital Markets), Business or related field AND proven customer-facing experience in operations, enterprise-level improvement program management, product management, financial services (insurance preferred, banking, capital markets), management consulting, consultative selling, technology or industry-relevant equivalent management or technical work experience
OR equivalent experience.
- Proven people management and/or leadership experience.
- MBA (Master of Business Administration)
- Mobility and/or Financial Services Community Engagement/Contribution
- Deeper Knowledge/Experience of Financial Services (Insurance preferred, Banking, Capital Markets) business/technology (Design Innovation, Claims, Underwriting, Policyholders management, Regulatory & Compliance and Customer Experience)
Responsibilities
Planning and Engagement
- Serves as the Industry subject matter expert in digital transformation account planning.
- Drives engagement with internal and external stakeholders on account planning, partner business planning (e.g., Key Business Leaders (KBLs), Global Systems Integrator [GSI], Independent Software Vendors [ISV]) and review of industry plans, lending credibility from an industry perspective.
- Owns multi-horizon planning to outline an approach for industry-oriented solution selling with the customer.
- Proactively continues to build and maintain mutually influential relationships with strategic external executive-level business decision makers and partners, leveraging targeted stakeholders at assigned customer.
Sales Execution
- Identifies gaps and solution opportunities for customers based on their needs and priorities.
- Owns work to open customer opportunities based on industry objectives, best practices, and new stakeholder relationships.
- Envisions product scenarios that do not currently exist to identify and open white spaces.
- Accelerates solution plays with an industry narrative by leveraging industry expertise and drives innovative, emerging net new opportunities based on industry trends.
- Creates and maintains an industry-focused vision with business and technology solution scenarios and services that helps large-scale, high-stakes customers achieve industry-relevant business outcomes, achieve their long-term corporate vision, and maximize commercial success.
- Recognized as a trusted advisor by the customer to shape, lead, and challenge senior strategic decision makers to take action and implement proposed solutions using a consultative selling approach, a compelling storyline and a strong financial business case (e.g., return on investment [ROI], other applicable metrics) rooted in the customer's industry.
Collaboration and Partner Management
- Leverages relationships with Business Strategy Leads (BSLs), Business Decision Makers (BDMs), and Partner Development Managers (PDMs) to plan, orchestrate, and execute on customer opportunities, identifying targeted partners (e.g., system integrators (SIs) and industry software vendors (ISVs)) to work directly with.
Industry Expertise
- Completes the required training and obtains relevant industry expertise and certifications pertinent to the role and the industry itself.
- Acts as a subject matter expert, proactively sharing industry depth, including trends, policy implications (e.g., 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 communication to provide feedback across the ecosystem (i.e., cross-pollinating information across teams/industries) to other teams (e.g., sales, marketing, engineering) on future product trends or sales blockers and to guide industry solutions team members in a variety of specialties.
- Serves as an industry thought leader in the field and provides depth and breadth of support across their respective sales organizations and teams.