Responsibilities

The Industry Solutions Executive Nonprofit has end-to-end accountability for Microsoft Cloud business including revenue, planning, execution and governance. This includes revenue and scorecard accountabilities, sales play and sales specialist v-team leadership, as well as a leadership role within solution identification, development, and Go-to-Market. They also participate in planning and governance processes, provide data and insights to support and drive effective business prioritization and decision-making to achieve the Microsoft Cloud’s business goals of empowering nonprofits’ mission through technology.

The Industry Solutions Executive is responsible for leading and driving cross-group collaboration across various teams including sales, partner, solutions, and marketing, ensuring strong execution of strategies and tactics to further achieve the mission. They are expected to have a deep understanding of the products, go-to-market strategies, sales plays, competitive landscape, and business opportunity.  They will also be responsible to build relevant nonprofit offers, Sales Plays, and Go-To-Market plans, in collaboration with various teams in TSI and across Microsoft. They are the ambassador for their respective Microsoft Cloud areas and are responsible for advising and ensuring business outcomes of the investments in sales, partner, solutions, and marketing initiatives.

Above all, the Industry Solutions Executive champions the impact their respective Microsoft Cloud area has to further nonprofits missions globally.

Impact You’ll Be Making:

Drive Microsoft cloud services growth through industry focused solutions (Azure, Office 365 and Dynamics 365) through,

Revenue, Go-to-market Planning & Sales Orchestration (40% of time)

• Develop and evangelize the value proposition across respective Microsoft Cloud area, leading and landing a revenue growth plan across sales, marketing, solution and partner
• Drive frictionless cross-team orchestration across all sales/technical sales/share plays/marketing/solutions/partner organizations to ensure 'One Microsoft' approach to ensure customer success in the acquisition, implementation, and consumption of Microsoft’s services and solutions
• Ensure GTMs and campaigns are funded and supported cross-team, including awareness and execution of product roadmap and product launches
• Influence & Orchestration, cross segment, cross discipline (sales, marketing, solution, and partners)
• Drive product marketing strategy implementation and value proposition landing

Nonprofit Offer Planning and Execution (30% of time)

• Lead and manage the respective Microsoft Cloud nonprofit offers, working closely with Product Planning, solution, partner, and marketing teams to ensure appropriate offers are identified, developed, launched and adopted by customers
• Provide insight and feedback from customers and partners to the TSI Solutions team to help learning and improvement in industry solutions and nonprofit solution offerings
• Act as the voice of the field by ensuring timely updates/feedback to Product Planning on product marketing and campaign execution in nonprofit industry
• Serve as an escalation point when required leveraging voice of customer feedback through surveys, listening systems and sales team feedback to identify and alleviate key customer success blockers

Product Evangelism (20% of time)

• Maintain Microsoft Cloud product knowledge and evangelize the product internally and externally
• Provide product related content, including customer benefits, competitive differentiators, and value of the product roadmap to all TSI teams, to improve cross-group learning
• Advise and coach marketing, including paid media, on differentiated value proposition as they produce Bill of Materials (BOM) (To-Customer and Thru-Partner)
• Support marketing team with identification and production of customer evidence
• Partner with field sales and marketing teams to drive partner enablement and product evangelism delivery/business development
• Ambassador of the overall product brand experience and Microsoft CPE (Customer & Partner Experience)
• Continuously nurture and expand sales, industry, technology and competitive knowledge and capabilities

Rhythm of the Business (10% of time)

• Lead QBR meetings with Philanthropies on health of the Microsoft Cloud business, customer impact, and learnings
• Track and manage key metrics related to respective Microsoft Cloud area

Qualifications

Experiences Required

Combination of many of the following: Sales, Product, Business Development/Planning, Marketing, Channel Development, Nonprofits, Managing High Growth Businesses, Relevant cloud understanding (inclusive of competitive clouds)

Skills & Knowledge

• Broad strategic vision
• Deep customer focus and understanding
• Strong core sales, partner, and marketing skills & experience
• Strong financial and analytical skills & experience
• Technically adept
• Evangelist and subject matter expert for product
• Excellent communicator

Education

• Requires a bachelor’s degree in business, marketing, computer science, or similar. MBA or advanced studies preferred.
• Certifications in sales, sales management, complex sales training, sales methodologies, and consultative selling preferred

MICROSOFTS COMMITMENT TO DIVERSITY: At Microsoft, we believe that diversity enriches our performance and products, the communities where we live and work, and the lives of our employees. As our workforce evolves to reflect the growing diversity of our communities and the global marketplace, our efforts to understand, value, and incorporate differences become increasingly important. Come explore diversity at Microsoft.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, 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.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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 Accommodation request form.

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