Industry Lead

The Industry Lead is responsible for the overall strategy, vision, performance, and growth of the Commercial market segment: Energy, Energy, Chemicals & Process Manufacturing, Discrete Manufacturing, Hight Tech, Construction & Engineering and Offshore & Maritime. The Industry Lead understands the market opportunity in this market segment, designs the industry strategy, and works with key stakeholders across the organization of our client to implement the strategy and drives growth.
The Industry Lead leads strategic engagements and works directly with client teams. These engagements can set the tone for repeatable and transformational work that helps realize the vision for customers.

Key Responsibilities:
Market and Strategy Development – Identify the market opportunities and develop an industry plan for the given market segment to strengthen the position with existing and prospective customers and amplify alignment with Microsoft.
• Identify and prioritize the case to address new areas of market opportunity.
• Creating the business case and/or executive support to incubate and scale new industry propositions.
• Communicate the industry plan to key stakeholders in our client’s Regions. This ensures a continuous feedback loop with Client Advocacy Leads to capture region/client feedback to iterate the plan.
• Manage the relationship with partners and Microsoft industry owners. This includes monthly connects with industry stakeholders at Microsoft and quarterly business reviews.

Sales – Collaborate with the sales team members (i.e. Client Account Leads and BDM’s) to develop winning proposals that demonstrate the market segment value and differentiation that our client brings to customers, and engage with customers to drive their industry agenda:
• Support sales teams in management of industry sales targets and focus clients; monitor performance against targets and adapt strategies.
• Support specific client engagements to meet chargeability/market utilization targets.
• Collaborate with, and educate, account and sales team to drive solutions/use-cases to target clients.

Solution/offering strategy – Partner with key Solution Area (Pre-sales) team members to develop use-cases and Industry Plays and go-to-market propositions that differentiates our client and that the company can take to market:
• Ensure use cases/Industry Plays address identified market challenges for the industry.
• Prioritize potential use-cases/Industry Plays that are most relevant to meet company sales targets.
• Review use-cases/Industry Plays performance against targets and adapt strategies as needed.

Go to Market – Engage with stakeholders across our client (Solution Area Leads and Leadership), and Microsoft to drive strategies and GTM propositions for solutions/use cases:
• Take the lead in authoring go to market content, inclusive of sales starter decks, use cases and credentials. Work to curate a comprehensive set of assets, including specific go-to-market content and tailored value propositions.
• Co-creation of an industry marketing plan with the Marketing team to build brand awareness in the industry and to promote the key areas of differentiation.

Thought Leadership – Act as a thought leader for the industry through support to marketing campaigns and events and analyst relations.

Knowledge, Skills and Experience
• Deep experience and track record in market/strategy development and execution.
• Proven track record of building, positioning, selling, and delivering market segment use cases, value propositions and solutions.
• Track record in developing and growing long term, high value client relationships.
• Ability to effectively team with/and influence peers in a matrixed organization.
• Strong consulting / project-based background, including assessing and managing the opportunity and risk associated with large scale, complex projects.
• Education and/or experience in the relevant field/business/industry
• Multiple years of relevant technology business leadership experience, including solution sales, GTM creation, delivery, and business management.

Top Behavioral Competencies
• Business insight: Applying knowledge of business and the marketplace to advance the organizations goals.
• Customer focus: Building strong customer relationships and delivering customer-centric solutions.
• Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.
• Drives results: Consistently achieving results, even under tough circumstances.
• Organizational savvy: Maneuvering comfortably through complex policy, process, and people-related organizational dynamics.

Established in 2008, our client recognised that the cloud was the way of the future, so when Microsoft plunged into the cloud, they led the way.
At the forefront of cloud technology, they were the first Microsoft Cloud Partner to roll out Office 365 on a large scale in Europe earning them the title of Microsoft Global Partner of the Year. Our client has grown to become a leading provider of cloud solutions expanding its services internationally across India and Australia, they have been honoured with numerous awards by Microsoft, they are 3 time FD Gazelle, one of the Top 250 growth companies in the Netherlands and a member of the exclusive Microsoft Partner Advisory Council.
Our client helps companies make the transition to Microsoft cloud applications and get maximum value from them. They help out with:
- Migration to the Microsoft Cloud
- Adoption & change management
- Migration to Azure Datacenter
- Cloud managed services for datacenter and modern workplace
- Teamwork & collaboration
- Enabling innovation by employees with Power Platform
- Innovating business with data & AI
- Enterprise security

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