Job Description

Microsoft\xe2\x80\x99s Public Sector Industry Team empowers our government customers to address big societal challenges, and to efficiently deliver against the highest expectations of digital government service. Governments around the world are actively evaluating and embracing AI as a transformational opportunity, and the Industry Advisor (IA) role is at the leading edge of this engagement with our customers.The Government Industry Advisor, Americas (Canada) initiates industry-led conversations with our most strategic customers to help them envision and prioritize new opportunities, clearly defining business outcomes that can be achieved through adoption of Microsoft Cloud and AI. Leveraging deep industry knowledge and consultative sales experience, they build relationships with senior government officials and \xe2\x80\x9cbusiness of government\xe2\x80\x9d leaders, working in close collaboration with local Account Teams, the Worldwide Public Sector Team and our ecosystem partners to progress the customer journey.We are looking for someone who has a passion for Public Service, consultative sales experience and depth of knowledge within these focus segments: Public Safety & Justice, Public Finance, Transportation & Urban Infrastructure, and Public Health & Social Services.Regionally based in Western Canada, you will be working as an integral member of the Worldwide Public Sector team in collaboration with colleagues in other geographies. Successful candidates will excel at cross-functional engagement with our government customers, and understand how to lead inside a matrixed organization to deliver against key business priorities, goals, and objectives.Microsoft\xe2\x80\x99s 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:Planning and Engagement

• Serves as the public sector industry subject matter expert (SME) in account planning and partner business planning, working with internal and external business stakeholders including Systems Integrators (SI) and Independent Software Vendors (ISV) to drive multi-horizon growth strategy.
• Provides thought leadership, sharing global industry trends to activate worldwide government industry strategies and large ecosystem plays into local markets and must-win accounts.
• Contributes to stakeholder mapping and builds engagement strategy to identify and reach the most influential customer stakeholders and decision makers aligned to government business outcomes.
• Participates in planning rhythms with core account team and other team members to discuss operational elements of the account strategy (e.g. tactics, execution, roles and orchestration) needed to deliver on the account plan goals.
• Increases the speed of adoption of Microsoft technologies by aligning to the strategic, long-term vision of the customer\'s/partner\'s business strategy and motivating appropriate next steps to bring it to fruition.
• Drives internal and customer envisioning by applying deep understanding of the customer\xe2\x80\x99s strategy, relevant technology trends and Microsoft\xe2\x80\x99s Government Industry point of view (POV) to open new opportunities and build the business case for transformation across the organization.

Sales Execution

• Originates, develops, and drives the acceleration of new, multi-horizon customer transformation opportunities that reshape the customer business and advance their cloud maturity.
• Identifies and advances high-impact, repeatable use cases and scenarios to scale digital adoption benefits across government customers.
• 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 and convert industry-specific opportunities into deals.
• Influences execution of the worldwide government strategy into the field to scale market adoption and inform strategy with direct customer feedback, ensuring greatest impact for government customers and for Microsoft.

Collaboration and Partner Management

• Builds and leverages relationships with Government Industry Solution Managers and Partner Development Managers (PDMs) to plan, orchestrate and execute customer opportunities resulting in government industry business growth.
• Drives engagements with Industry Solutions Delivery (ISD), internal 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, minimum viable product).
• Collaborates with the account team unit (ATU) and partners to execute go-to-market (GTM) strategy and progress customer opportunities.
• Collaborates with commercial and legal teams to establish formal partnerships.
• Identifies market-informed opportunities for competitive recruiting of new government industry partners (together with Partner Development Managers) and works with current partners to showcase/develop/deliver \xe2\x80\x9cbetter together\xe2\x80\x9d for government industry targeted solutions.

Industry Expertise

• Completes the required training and seeks additional learning opportunities to obtain relevant industry expertise and certifications pertinent to the role and the industry itself.
• Proactively maintains knowledge of Microsoft\'s and other government industry-relevant solutions and capabilities.
• Consistently builds new government industry depth, identifying global trends, policy implications (e.g. privacy, AI), and transformational opportunities to act as a subject matter expert and inform internal decisions.
• Provides feedback and shares experience across Microsoft (other geographies, other industries, sales, marketing, engineering) to identify future needs or sales blockers and to guide industry solutions team members in a wide variety of specialties, articulating local nuances and anticipating gaps.
• Advises and provides government industry thought leadership in relevant industry communities to build network and mindshare.
• Leverages additional training to build on career competencies, including government industry sources that add to the understanding of customers\' priorities, and scales learning opportunities to extended team members.

Other

• Embodies our

&Qualifications:Required/Minimum QualificationsBachelor\'s Degree in Computer Science, Information Technology, Engineering, Health Sciences, Education, Business or related field AND 7+ years customer-facing experience in operations, enterprise-level improvement program management, consultative selling, public sector, technology or industry-relevant equivalent management or technical work experienceOR Master\'s Degree in Computer Science, Information Technology, Engineering, Health Sciences, Education, Business or related field AND 5+ years customer-facing experience in operations, enterprise-level improvement program management, management consulting, consultative selling, public sector, technology or industry-relevant equivalent management or technical work experienceOR equivalent experience.Additional or Preferred Qualifications

• 6+ years proven management consulting, technology solution or services sales experience in a relevant industry domain (e.g. Government, other Regulated Industry)

• OR 6+ years proven experience in deep Government industry role

Industry Advisory IC5 - The typical base pay range for this role across Canada is CAD $141,000 - CAD $212,000 per year.Find additional pay information here:Microsoft will accept applications for the role until September 3, 2024Microsoft is an equal opportunity employer. All qualified Applicants will receive consideration for employment without regard to age, ancestry, colour, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the .

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