Senior Industry Advisor - Defense & Intelligence - CTJ - Top Secret

Microsoft•Washington, DC

5d•$107,600 - $239,800•Remote

About The Position

This role focuses on leading Microsoft's engagement with the Defense and Intelligence Industry in the Americas. The Industry Advisor will work with senior government and industry officials on digital transformation projects, leveraging Microsoft technology. The position requires extensive industry and sales knowledge to support sales teams and partners in delivering relevant solutions and services. The advisor will build trusted relationships with key accounts and provide thought leadership in the Defense sector, including the Defense Industrial Base. A passion for the industry, significant sales leadership background, and understanding of the Defense Industry segments are essential. The role is US-based, involves up to 50% travel (occasionally global), and requires cross-functional collaboration with customer account teams, service delivery teams, and public sector/industry teams.

Requirements

Master's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Supply Chain, Education, Business or related field AND 3+ years customer-facing experience in operations, enterprise-level improvement program management, product management, transportation, hospitality, automotive, consumer goods, financial services, retail, management consulting, consultative selling, public sector, technology or industry-relevant equivalent management or technical work experience OR Bachelor's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Supply Chain, Education, Business or related field AND 5+ years customer-facing experience in operations, enterprise-level improvement program management, product management, transportation, hospitality, automotive, consumer goods, financial services, retail, management consulting, consultative selling, public sector, technology or industry-relevant equivalent management or technical work experience OR equivalent experience.
Active U.S. Government Top Secret Security Clearance.
Ability to meet Microsoft, customer and/or government security screening requirements.
U.S. citizenship due to citizenship-based legal restrictions.
Verification of U.S. citizenship via a valid passport, or other approved documents, or verified US government clearance.

Nice To Haves

Master's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Supply Chain, Education, Business or related field AND 7+ years customer-facing experience in operations, enterprise-level improvement program management, product management, transportation, hospitality, automotive, consumer goods, financial services, retail, management consulting, consultative selling, public sector, technology or industry-relevant equivalent management or technical work experience OR Bachelor's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Supply Chain, Education, Business or related field AND 10+ years customer-facing experience in operations, enterprise-level improvement program management, product management, transportation, hospitality, automotive, consumer goods, financial services, retail, management consulting, consultative selling, public sector, technology or industry-relevant equivalent management or technical work experience OR equivalent experience.
5+ years proven people management and/or leadership experience.

Responsibilities

Serve as a thought leader and industry subject matter expert in digital transformation account planning for Defense, Intelligence, and the Defense Industrial Base.
Act as an industry advisor to executive-level business decision makers, identifying business needs and customer readiness for value propositions.
Help strategic customers drive digital transformation through AI, data, security, and Forward Deployed Engineering (FDE).
Coach and develop industry experts to engage senior leaders, shape transformation conversations, and identify FDE opportunities.
Connect customer ambition to Microsoft’s strategic growth motions by working across account teams, specialists, FDE teams, partners, and executives.
Build a high-performing team culture, drive strategic customer impact, and create repeatable industry-led growth opportunities.
Provide industry guidance during early opportunity engagements and engage with senior decision makers to nurture new business.
Initiate conversations with strategic customers to showcase the need for strategic change and determine root causes of customer problems.
Remove blockers and establish recovery action plans.
Generate demand through industry presentations and events.
Proactively seek additional training and share industry knowledge with team members.
Serve as an industry communicator to translate industry knowledge for the account management team.
Collaborate with partners to identify future requirements and scale business results.
Extend relationships with peers and senior team members across solution areas.
Proactively build knowledge of Microsoft and industry solutions and capabilities.
Leverage understanding of and relationships with Business Strategy Leads (BSLs), Business Development Managers (BDMs), and Partner Development Managers (PDMs) to plan and execute customer opportunities.
Drive engagements with Industry Solutions Delivery (ISD) and partners to design and illustrate envisioned solutions.
Collaborate with the account team unit (ATU) and partners to drive Go-To-Market (GTM) strategy, ensuring security is a core component.
Collaborate with commercial and legal teams to establish formal partnerships.
Collaborate with partner teams (e.g., Global Partner Solutions [GPS]) to recruit new partners and help current partners understand the industry.
Complete required training and seek additional learning opportunities for industry expertise and certifications.
Proactively build and maintain knowledge of Microsoft's and other industry-relevant solutions and capabilities.
Leverage advanced knowledge of industry-specific security best practices and future trends to assess and interpret security needs.
Proactively build strong knowledge of the industry, including trends, policy implications, and competitors.
Lead communication to provide feedback across the ecosystem on future product trends or sales blockers.
Guide industry solutions team members, leveraging deep industry knowledge.
Advise and present at industry communities.
Provide recommendations on accounts and establish a learning baseline for less experienced colleagues.
Lead multi-horizon planning to outline an approach for industry-oriented solution selling.
Create segment-focused three-horizon roadmaps for impactful accounts.
Develop strategies that ensure roadmaps integrate security-related considerations.
Identify appropriate resources to execute digital transformation plans.
Drive internal and customer envisioning and articulate business and program changes.
Proactively build and maintain mutually influential relationships with external senior- and executive-level decision makers and partners.
Build an understanding of influential decision makers in potential and existing customer accounts.
Define an engagement strategy for identifying customer stakeholders with the most influence.
Ensure effective procurement relationship with stakeholders.
Support broad and specialist teams in determining who to contact and connect with.
Support definition of holistic strategy for account and individual stakeholder.
Engage in regular and continuous communication to act as an industry advisor to executive-level business decision makers.
Orchestrate V-team in executing plays that support relationship building.
Navigate complex corporate and/or political environments specific to the customer's industry.
Engage with internal and external stakeholders on account planning and partner business planning.
Bring a multi-year strategic perspective to digital transformation account planning.
Provide thought leadership via focus on broad global industry trends.
Drive stakeholder mapping to identify the most influential stakeholders and decision makers.
Ensure security-related considerations are key factors during account planning.
Partner locally with Independent Software Vendors (ISVs) to inform industry knowledge.
Participate in small-scale iterative planning rhythms with the core account team.
Ensure alignment with account roadmaps.
Increase the speed of adoption of Microsoft technologies.
Be recognized as a trusted advisor by the customer to shape, lead, and challenge strategic decision makers.
Understand customer and industry challenges, help define the problem statement, and envision the digital transformation journey.
Incubate and develop early stage pipeline for large scale digital transformation opportunities.
Initiate conversations and networks with customer and internal teams to determine the right stakeholder mix.
Drive the acceleration of new, multi-horizon customer transformational business models incorporating security-first approaches.
Lead complex transformational opportunities to turn them into commercial agreements.
Ensure a strong connection into delivery and success, post-sales.
Organize collaboration with the account team unit (ATU) to identify opportunities to drive growth.
Identify high-impact customer requirements for internal ideation.
Drive the team to accelerate new customer transformational business models.
Gather competitive insight and proactively share insight and impacts.
Create and maintain an industry-focused vision with business and technology solution scenarios.
Lead and facilitate strategic discussions with board-level/senior executive stakeholders.
Identify and connect with customer executives who own the area being influenced.
Leverage internal resources to land value propositions for solutions.
Lead work to open customer opportunities based on industry objectives, best practices, and new stakeholder relationships.
Identify and advance high-impact, high potential repeatable use cases and scenarios.
Envision product scenarios that do not currently exist.
Leverage industry expertise to help craft and modify prioritized services and solutions.
Make and propose solutions to customers and competitors in the industry.
Identify corporate priorities and map enabling capabilities.
Collaborate with account team units (ATUs) and stakeholders/partners to build a pipeline.
Support the orchestration of appropriate resources to converge, support, and convert industry-specific opportunities into deals.
Conduct research with customer on their markets and opportunities for implementation of digital technologies.
Represent industry perspective and drive conversations and ideation with customers.
Originate, develop, and drive opportunities based on industry best practices.
Present transformative opportunities to customers and create demand.
Influence execution of the worldwide play into the field.
Contribute to market-making business partnerships in their industry of expertise.
Provide guidance to account teams to help ensure representation of industry to internal senior leadership.
Advise account executives and technical leaders on how to best align sales opportunities to customer business objectives.
Articulate strategic business value from an industry perspective and long-term implications of using Microsoft's products, services, solutions.
Engage senior decision makers within customers to identify, generate, and nurture new business opportunities.
Provide the industry point of view to support the group assessing account maturation.
Execute on the proposal or development of solutions that align with customer and Microsoft industry-focused priorities.
Create value opportunities and value case by identifying value drivers, representing the industry cloud vision, top line revenue opportunities, and cost drivers.
Leverage customer successes to demonstrate value and expand solutions.
Apply knowledge of the current state, projected future state, and improved capabilities of the customer via Microsoft solutions.
Provide customer references as industry exemplars.
Lead work to build proposals/develop potential industry-specific solutions that align with the customer's priorities.
Embody Microsoft culture and values.