Key Responsibilities 

• Strategic Engagement: Act as a trusted advisor to C-level decision-makers, identifying innovation opportunities and aligning technology capabilities to industry-specific challenges. 

• Digital Transformation Leadership: Guide customers through the adoption of AI, cloud, and data-driven solutions to modernise legacy systems, enable predictive operations, and accelerate time-to-market for new services. 

• Sales Enablement: Lead industry-focused sales motions, support account planning, and contribute to pipeline growth through thought leadership and customer co-innovation. 

• Ecosystem Collaboration: Partner with ISVs, SIs, and infrastructure providers to scale industry solutions across the WWPS landscape. 

• Knowledge Sharing: Translate complex industry trends into actionable insights for internal teams, helping shape go-to-market strategies and solution development. 

Planning & Engagement 

• Acts as the industry expert in digital transformation account planning, driving engagement with internal/external stakeholders (e.g., Key Business Leaders, GSIs, ISVs). 

• Provides thought leadership on global industry trends to activate and evangelize Microsoft strategies in local markets and key accounts. 

• Leads relationship and stakeholder mapping to identify influential decision makers, accelerating account maturation and strategic alignment. 

• Owns multi-horizon planning, creating segment-focused roadmaps based on business and technology priorities. 

• Builds influential relationships with executive-level decision makers, positioning Microsoft as a strategic partner. 

• Navigates complex environments to ensure alignment and execution of account roadmaps, regularly communicating as a thought leader. 

Sales Execution 

• Identifies solution opportunities and gaps based on customer needs and priorities. 

• Advances high-impact, repeatable use cases and scenarios for reuse across customers and solution plays. 

• Envisions new product scenarios and works with product teams to address white spaces. 

• Accelerates solution plays with an industry narrative, leveraging expertise to drive innovative opportunities. 

• Leads strategic discussions with board-level and senior executive stakeholders to design end states aligned with customer goals. 

• Shapes strategy by providing long-term recommendations and building compelling business-value cases for Microsoft solutions. 

• Recognized as a trusted advisor, guiding senior decision makers through consultative selling and strong financial business cases. 

Collaboration & Partner Management 

• Engages with Business Strategy Leads, Business Decision Makers, and Partner Development Managers to orchestrate customer opportunities. 

• Collaborates with Industry Solutions Delivery, solution architects, and external stakeholders to design envisioned solutions. 

• Drives go-to-market strategy and formal partnerships, articulating the case for developing solutions on Microsoft cloud. 

• Shares consultative selling approaches and best practices, guiding account teams and prioritizing scalable opportunities. 

Industry Expertise 

• Completes required training and certifications, acting as a subject matter expert and thought leader. 

• Shares industry depth, trends, and policy implications, providing recommendations and feedback across teams. 

• Proactively seeks additional training to build career competencies and industry-specific expertise. 

Required/Minimum Qualifications  

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 10+ years  customer-facing experience in Government  Industry 

• OR  Master's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 8+ years customer-facing experience in the Government  Industry 

• OR equivalent experience.