The IMDMs primary goal is to directly support revenue growth by establishing Microsoft as a leading business solutions provider to industry sectors. This goal is accomplished by developing the local market, partners, and demand for business solutions and by developing a plan on how to shape the market which includes strategies for solidifying the Microsoft platform in Line of Business (LOB) applications. The success of the IMDM role is measured by solution area (SA) wins, partner-led solution revenue and solution area wins (aka SA wins aligned to PSPs), and revenue quota attainment.
How does the Industry Marketing Development Manager role add value?
The IMDM role adds value by:
1. Representing Microsoft as an industry expert by developing executive relations, analyst relations and press relations and driving public and analyst awareness of Microsoft thought leadership and customer evidence in his or her time zone, subsidiary, or area.
2. Developing a market and creating demand for solution areas (SAs) and the aligned partner solution plans (PSP)s in his or her given industry/vertical and a plan to locally implement the WW industry strategy, and in particular the role relevant WW industry solution map(s).
3. Prioritizing and optimizing the industry strategy and solution area (SA) maps for the IMDMs market.
4. Applying a working knowledge of competitors and the competitive landscape in the IMDMs industry and assigned markets to conduct competitive analysis impacting customer base and partners.
5. Assisting the PTU align its locally managed partner ecosystem (partner selection and segmentation) to solution area (SA) priorities and supporting and aligning the local industry partner sales motion.
6. Leading the partner sales motion for WW Alliance partners per the WW industry solution map to drive aligned solution area (SA) wins for the given time zone, area, subsidiary and solution areas (SAs) and aligning and ensuring effective internal and cross-group collaboration to execute in the field.
7. Developing and evangelizing WW industry / vertical strategies to both internal & external audiences in his or her respective time zone, area, or subsidiary.
How is the Industry Marketing Development Manager role unique from other roles?
The IMDM role is unique in the following ways:
1. Industry focus is balanced between strategic market business development, partner ecosystem development, and driving solution area (SA) and customer wins.
2. A market-facing role that requires in depth industry-specific experiences and orchestrating ecosystem resources to drive net-new revenue and enable partner led sales.
3. Is one of the fields interfaces to industry expertise representing Microsofts industry point of view (POV) to customers, partners and field sales teams.
Non-Microsoft Prior Work Experience:
Line of Business Manager within relevant Industry with P&L responsibility
Industry specialized sales or consulting position within an IT Consulting or Services company such as Accenture, EDS, IBM Global Services, or the equivalent
Sales or consulting position in a competing or partner company.
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