Senior Industry Market Development manager - HEALTH at Microsoft

Job description

The IMDM’s primary goal is to directly support revenue growth by establishing Microsoft as a leading business solutions provider to industry sectors. IMDMs grow a market in a given sector (Health), industry, vertical, and/or solution area (SA) by developing the market, partners, and demand with the local customer base and then developing and executing a plan that lands the Microsoft platform in Line of Business (LOB) solutions. The success of the IMDM role is primarily measured by opportunity generation and growth of solution area (SA) revenue.

Lead from the front with Sales Transformation

• Coach and provide industry enablement to Accounts Team Unit (ATU), STU & Leadership Team to advance Business Development Manager (BDM) relationships and credibility. Every seller should be able to deliver the Microsoft Industry PoVs relevant to their customers’ industry.
• Develop market through knowledge sharing with all accounts in Sector (community calls, ISU, etc)
• Collect and share competitive insights from BDMs and partners with extended account team
• Identify strategic local marketing campaigns/industry events and support with industry collateral/veneers

Deep ATU Engagement To Generate Revenue; Engage BDMs Directly In Business Conversations

• Be a pivotal part of Account Planning and drive industry into multi-year growth plan
• Drive LOB opportunity discovery including ISV solutions; follow up with account teams and PSE on opportunities opened
• Provide Industry knowledge, content resources to account team as needed
• Support partner in opportunities
• Partner with the Account Executive (AE) to create and qualify opportunities in MSP; Transition qualified (0-40%) opportunities to AE, PSS, SSP, and/or Partner/Services. May have 1-2 ‘showcase” opportunities that require deeper/longer engagement TBD by manager.

Develop And Maintain Top Partner Solution Strategy

• Maintain clear and credible local Solution Area strategy and //partner solution library for all local solutions
• Keep line of site to “sell though” opportunities with partners and share with extended account team.

Note: ATU aligned to the purest ATU with ATU revenue, IMDM geography and Sector GM consideration.

Experiences Required: key experiences, skills and knowledge:

• Significant (10+ years) Industry solution selling experience
• 10+ years Industry domain expertise
• Business development skills
• Market development skills
• Industry specialized sales or consulting position within an IT Consulting or Services company +
• Sales or consulting position in a competing or partner company.
• No specific training or certification is required.

Education

• Bachelor’s degree
• MBA +