Full-Time Industry Market Development Manager – Public Sector
Job Description
Industry Market Development Manager – Public Sector
Summary of Primary Job Functions:
Job Overview: The IMDM PS is responsible for building and driving a Public Sector industry partner ecosystem (with solution partners, as well as LARs, Distributors, and other transactional partners) resulting in industry partner-led selling. She / he demonstrates and shares deep industry expertise in one or more of the three Public Sector industries (Government, Health, Public Safety/National Security (PS/NS)), Public Sector partners, and Public Sector customers. The IMDM PS is responsible for partner-led industry solution area selling with our top Public Sector industry partners and with internal account teams that result in meeting / exceeding joint annual revenue targets, scorecard goals, and building long-term revenue opportunities. Public Sector IMDMs work across segments (EPG, SMS&P, and DPE) and across the Microsoft product stack to sell industry solutions, driving the premium SKU platform product mix.
Execution Practice Focus Areas – Estimated Annual % of Time
Public Sector Industry Sales Strategy and Planning – 5-10%
Partner Ecosystem – 20-25%
Market Development – 10-15%
Enabling Partner-led Sales – 20-25%
Partner-led SA Wins – 20-25%
Summary of Role in Microsoft’s Business Processes
1. Results
The IMDM-PS is responsible for his or her industry/vertical revenue growth over a multi-year basis, solution area (SA) wins, partner-led solution revenue, revenue quota attainment and partner satisfaction. The IMDM-PS influences pipeline velocity through leading one-to-many or one-to-one events/engagements that produce a measurable pipeline growth per engagement. The role is responsible for advocating the placing of and positioning of Microsoft as a market leader in Public Sector industry/vertical/SA that influences customer perceptions.
The key challenges and initiatives facing the IMDM-PS role are:
– Championing the Microsoft industry point of view (POV) and diving SA sales goals in a time zone, area, or subsidiary.
– Acting as ‘rain maker’ leveraging personal customer business decision-maker (BDM) relationships to create demand in markets that are new to Microsoft.
– Championing the ecosystem development and partner lead sales motion in support of the WW industry partner solution map and thereby driving incremental Microsoft revenue across segments.
– Motivating and enabling sales teams to incorporate solution areas (SAs) and the aligned partner Solution plans (PSPs) into their sales plan.
2. Position Scope
The IMDM-PS is the main point of contact at Microsoft related to managing and driving solution area priorities in Public Sector industries, time zones, areas, or subsidiaries. This includes: partner-lead SA and PSP sales, industry solutions and initiatives, industry and executive relations and promotion. The position requires building trust and credibility as an industry expert, negotiation and relationship building with Microsoft executives, partners, customers, analysts, press, and industry organizations and significant communications skills. Key is that they are the partner-facing voice on the subsidiary Public Sector matters.
3. Decision-Making
The key decisions made by the IMDM-PS role are to:
– Strategize effectively landing WW industry Alliance partner priorities on a local basis (per WW industry solution map).
– Determine partner coverage gaps for their given market segment (based on white space analysis) to recommend potential recruit candidates (note this supports EPG and SMSP).
– Prioritize the SA focus and strategy to successfully build the SA pipeline.
– Manage a small portfolio of Public Sector partners not covered by EPG PTU or SMSP PAM teams but critical for local industry success.
– Determine how to leverage other peoples’ investments (including marketing budget) for success in the given time zone, area, or subsidiary.
– Support Enterprise Marketing in aligning marketing efforts to support Public Sector solution area (SA) plans and strategies.
– Determine what Microsoft technologies and capabilities will be emphasized in solution areas in the local marketplace.
– Extend and localize Public Sector industry strategies into action plans that are accurate and appropriate for the local geography and competitive situation.
4. Strategy and Development
The IMDM-PS role is responsible for the local implementation of WW industry strategies into local action plans for their sector, industry or solution. The IMDM-PS is accountable to provide feedback to WW industry on point of view (POV) effectiveness and relevancy, solution area strategy and messaging, local market opportunities, and competitive threats.
5. Communication/ Business Relationships
The IMDM-PS role works with the following internal resources:
– WW leadership team for feedback loop and input in the overall Microsoft global industry strategy.
– Area and subsidiary leadership teams for the prioritization and landing of the industry approach in the time zone, area, or subsidiary.
– Account teams for customer engagement and access, and MCS for deployment.
– PTU managed, WW Alliance managed partners and SMSP PAM Teams for partner alignment and development.
What type of external communication/business relationships does this position have with vendors, partners, press and etc.?
The IMDM-PS fosters external communication and business relationships with customers and partner executives, press, analysts, and trade associations.
6. Fiscal Responsibilities
Is the position responsible for budget, revenue targets, cost recovery, or other business metrics? If so, for which metrics and how much?
The IMDM-PS is not responsible for establishing budget, revenue targets, or cost recovery. The IMDM-PS is responsible for business justification for local investment funding (BIF) relevant to area (SA) Win Plans, and for leveraging and driving other people’s investments (including marketing budget) for success in the IMDM’s given time zone, area, or subsidiary.
Candidate Profile:
– Bachelor’s Degree
– 10+ years of related experience
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