Director, Industry Advisor (Telco, Media and Gaming) at Microsoft

Seoul, , South Korea -

Full Time

Start Date

Immediate

Expiry Date

19 Mar, 26

Salary

0.0

Posted On

19 Dec, 25

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Communication, Negotiation, Oral Communication, Persuasion, Storytelling, Written Communication, Deal Origination, Sales Strategy, Driving Growth, Executive Engagement, Industry Strategy, Thought Leadership, Coaching, Artificial Intelligence, Digital Transformation, Customer Engagement

Industry

Software Development

Description

Overview Serves as a thought leader on Telco, Media and Gaming industry-focused sales within Microsoft and as the Telco, Media and Gaming Industry subject matter expert in digital transformation account planning. Proactively continues to build external network of stakeholders and leverages. Generates and owns solution opportunities for customers. Orchestrates early stages of engagement opportunities with strategic accounts. Engages senior decision makers and influences them to adopt Microsoft strategy. Drives change to digital transformation by leveraging deep understanding of the industry. Seeks feedback from customers to leverage drivers of satisfaction to drive business impact. Generates demand through industry events. Proactively seeks additional training, including information that adds to the understanding of customers' businesses, and shares it with team members. Leads efforts to train account management team. Collaborates with partner teams to carry out competitive recruiting. Provides insight and feedback from worldwide counterparts and industry teams to help with best practices. Acts as a subject matter expert, proactively sharing strong knowledge of the industry. Responsibilities Collaboration and Partner ManagementLeverages 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. Responsible for engaging with Industry Solutions Delivery (ISD), partners (e.g., solution architect, solutions-sales professionals, cloud-solution architects), and external stakeholders to design and illustrate envisioned solutions (e.g., pilots, proof of concept, rapid prototyping, and minimum viable product). Collaborates with the account team unit (ATU) and targeted partners to determine GTM strategy as well as identify and drive together targeted customer opportunities. Collaborates with commercial and legal product teams to establish formal partnership. Identifies and engages partners for targeted solutions and articulates the case for developing solutions on top of the Microsoft cloud. Industry ExpertiseCompletes 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. Proactively seeks out additional training to build on career competencies and industry specific expertise, including information that adds to the understanding of customers' businesses and strategies, and shares it with team members. Planning and EngagementProactively continues to build and maintain mutually influential relationships with strategic external executive-level business decision makers and partners, leveraging targeted stakeholders at assigned customer. Enables collaboration with internal and external resources using a deep understanding of Microsoft internal teams, functions, and stakeholders across multiple accounts and Microsoft leadership to drive multi-year strategic perspective for digital transformation account planning. Builds an understanding of who the most influential decision makers are in potential and existing customer accounts to engage with them and develop a relationship, understand their motivations, and open up new opportunities. Defines an engagement strategy for identifying customer stakeholders (e.g., executives) with the most influence. Ensures effective procurement relationship with stakeholders to understand buying habits of customer. Leads deliberate engagement efforts with internal and external senior and executive stakeholders to expand Microsoft's relationship with large, complex customers, elevating Microsoft relationships into strategic partnerships. Influences holistic strategy for the account and individual stakeholder. Reviews feedback report, involves other internal teams, and guides customer success unit (CSU) on ensuring customer and partner satisfaction. Navigates complex corporate and/or political environments specific to the customer's industry to ensure strategic alignment and roadmap execution. Educates and influences senior decision makers during interactions on Microsoft's qualitative strategy, products, services, and existing features of the digital portfolio. Through regular and continuous communication, establishes status as a thought leader and council/strategic partner to the executive-level business decision-makers at the customer's business by applying deep understanding of their business strategy, market dynamics, relevant technology trends and Microsoft’s Industry point of view (POV).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. Influences and elevates/accelerates a multi-year strategic perspective for digital transformation account planning by identifying where the industry is, where the account is, and what Microsoft has to offer that is new. Conducts relationship mapping for assigned accounts. Provides thought leadership via focus on broad global industry trends (e.g., emerging customer needs and competition) to activate and evangelize worldwide industry strategies and/or large ecosystem plays into local market and/or must-win accounts. Leads stakeholder mapping to identify the most influential stakeholders and decision makers in the customer business. Provides the industry point of view to accelerate the assessment of account maturation using innovative and creative insight. Co-leads small-scale iterative planning rhythms with core account team and other team members to discuss operational elements (e.g., tactics, execution, roles, and orchestration) needed to deliver on the account plan. Ensures alignment with account roadmaps by determining how to drive growth/reduce cost for new and existing accounts and help direct the account team to what business decision makers (BDMs) pair. Increases the speed of adoption of Microsoft technologies by plotting the strategic, long-term vision of the customer's and/or partner's business strategy and driving appropriate actions to bring it to fruition.Owns 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, strategy, and trends. Ensures engagement and positioning of 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 for highly complex business models and solutions. Sales ExecutionIdentifies gaps and solution opportunities for customers based on their needs and priorities. Ensures identification and advancement of high-impact, high potential repeatable use cases and scenarios for reuse across customers and Solution plays. 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. Works with and influences product teams toward those solutions. Contributes to the evolution and adaptation of Solution plays for local market. Leads the identification of corporate priorities and map (in a chain) of enabling capabilities from KPIs to the lowest level. Accelerates solution plays with an industry narrative by leveraging industry expertise and drives innovative, emerging net new opportunities based on industry trends. Leverages internal resources (e.g., account team unit [ATU], partners) to define customer business value, land value proposition, modify services and solutions, and promote a vision that aligns with customers' needs and objectives, innovation-centered initiatives, and Microsoft's cloud and solution area priorities.Drives internal collaboration to consistently demonstrate Microsoft's business value added from an industry perspective and positions industry solutions that solve the customers’ business challenges as they digitally transform their businesses. Shapes strategy by providing long-term strategic recommendations (e.g., program or solution development). Drives the proposal or development of solutions that align with customer and Microsoft industry-focused priorities and showcase clear benefits of choosing Microsoft over competitors, generating demand in the customer for Microsoft's solutions and attaining customer validation of proposed solutions. Applies knowledge of the current state, projected future state, and improved capabilities of the customer via Microsoft solutions to create a compelling business-value case with consideration of customer and business scenarios. Provides customer references as industry exemplars in a specific, novel customer scenario. Creates value opportunities and value case by identifying value drivers, representing the industry cloud vision, top line revenue opportunities, and cost drivers. Owns work to build proposals/develop potential industry-specific solutions that align with the customer's priorities.Conducts research and co-envisioning with customer at different levels, on their markets and opportunities for implementation of digital technologies and solutions to problems that others are not thinking about. Represents industry perspective in and drives conversations and ideation with customers to create a shared vision and future direction for the integration of Microsoft technology in their business. Identifies and communicates new industry best practices to drive opportunity execution, presents transformative opportunities to customers, and creates demand to solve highly strategic, complex business and IT scenarios. Supports the execution of worldwide play into the field to drive for scale and provides guidance to others on how to 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 business. Contributes to market making business partnerships in their industry of expertise with multi-year potential, in collaboration with ATUs. Shares industry consultative selling approach, standards, and best practices for others to follow. Advises account teams to help ensure representation of industry to internal senior leadership. Guides the prioritization of opportunities and engagements based on scalable and repeatable outcomes across industry segments and beyond a specific account.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. Understands customer and industry challenges, helps define the problem statement, and envisions the digital transformation journey (e.g., through user research, storyboards, roadmaps) to drive change for large, complex, and/or strategic customers. Incubates and develops early stage pipeline for large scale digital transformation opportunities based on market research and customer-specific needs to drive strategic partnerships. Initiates conversations and networks with customer and internal teams (e.g., industry team, digital technology specialists, engineers, product teams) to determine the right stakeholder mix for transforming the customer's business and integrating digital technology into all areas of their business. Accelerates industry-wide multi-horizon transformational business models that scale to the industry and advance their cloud maturity. Leads complex transformational opportunities to turn them into commercial agreements that deliver on customer objectives. Ensures a strong connection into delivery and success, post-sales, to help customers realize desired business value. Understands and remains up to date on current industry trends, new innovation and ecosystem/industry disruption to adapt to continual shifts in market dynamics and adapt those changes into new customer innovation based offerings. Identifies high-impact customer requirements for internal ideation with team.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. From an industry perspective, enables and leads strategic discussions with board-level/senior executive stakeholders (e.g., CxO, senior Business Development Managers [BDMs]) both with the customer and internally to design the end state and show how it achieves and aligns to the goals of the customer's business, as well as how it compares with competitors' solutions. Identifies strategies to connect with customer executives who own the area being influenced (e.g., business process) to align with the customer's business strategies and goals, and to design and model how the business will execute strategy with the integration of Microsoft technology. Qualifications Required/minimum qualificationsMaster's Degree in Computer Science, Information Technology, Engineering, AND 10+ years customer-facing experience in Telco, Media, Gaming, management consulting, consultative selling, technology or industry-relevant equivalent management or technical work experience OR equivalent experience. Capabilities & Skills - Communicating with Impact The ability to effectively articulate solutions' value with internal and external business stakeholders in a clear and concise manner, ensuring mutual objectives and priorities are presented and understood to drive successful outcomes in sales engagements. Required Upon Hire and Critical/Important English Language Proficiency The ability to speak and understand English, Korean and Japanese when giving instructions and directions, and when talking with colleagues, managers, and others for work matters. Negotiation The ability to achieve mutually satisfying agreements in negotiations with others by listening to their objectives, acting as the company's representative to effectively communicate the company's objective, and seeking common ground and collaborative solutions. Oral Communication The ability to make a verbal message understood and to receive/understand messages during in-person or remote (e.g., telephone) interactions. Persuasion Communicates information or ideas in a persuasive and assertive manner to influence stakeholders towards a point of view or obtain their commitment. Storytelling The ability to sell and communicate value within and outside the company by sharing stories and historical anecdotes. Written Communication The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence. Deal Origination & Sales Strategy The ability to operate across "all rooms of the house," influencing and developing relationships across aligned customers' business areas and functions to develop solutions to strategic problems. Becoming recognized as an integral member of the Account Team Unit (ATU); influencing and leading the ATU during customer planning, especially for Artificial Intelligence (AI) strategy and rooms of the house outside IT. Developed fluency in the Partner ecosystem and recognition by key partners as a leader and influencer in their industry. Driving Growth Via Solutions & AI Recognized as a subject matter expert with strategic knowledge of Artificial Intelligence (AI) and Microsoft's digital solutions. The ability to influence customers and internal teams with insights and perspective on AI and Microsoft's digital solutions available through Microsoft or the partner network. Executive Engagement / CXO Relationships The ability to lead executive presentations, influence CXOs, and develop a personal network of Executive and CXO contacts within your Industry outside of your assigned accounts to support the generation of net new opportunities pipeline. Industry / Functional Solution Strategy Demonstrating a developed knowledge (breadth and depth) of Telco, Media & Gaming, earning recognition as a subject matter expert in the industry ecosystem. The ability to influencing customers and internal teams with insights and perspectives. Thought Leadership, Development, & Coaching Expertise and proficiency when presenting at internal and external events with customers, demonstrating influence and the ability to share a perspective that can shape strategic decisions. The ability to coach other team members on specific topics of excellence and how to succeed in the differing aspects of the Industry Advisor role. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

Responsibilities

The Director will serve as a thought leader in the Telco, Media, and Gaming industries, driving digital transformation and engaging with senior decision-makers. Responsibilities include collaboration with partners, planning customer engagement strategies, and identifying solution opportunities.