Digital Advisor

Digital Advisor

6-9 years
Not Specified

Job Description

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
Industry Solutions (IS) is a global organization of over 13,000 strategic sellers, industry experts, elite engineers, and world-class architects, consultants, and delivery experts who work together to bring Microsoft's mission of empowerment - and cutting-edge technology - to life for the world's most influential customers. We are on the front lines of innovation, working side-by-side with customers to drive value across the entirety of their digital transformation journey.
Our team prides itself on embracing a growth mindset, inspiring excellence, and encouraging everyone to share their unique viewpoints and be their authentic selves. Join us and help create life-changing innovations that impact billions around the world!
Digital has increased the speed, and changed the way, in which companies build and reinvent themselves. To remain relevant in the next decade, companies need to establish organizational structure with a digital culture at its core, a digital platform, and a digital approach to innovation. ​

In a world being driven by disruptive technological change, Digital Advisors bring the business insights that make this disruption accessible to business leaders. ​

Digital Advisor is a destination role but not an end of career. Digital Advisors are significant contributors to strategy, transformation, and customer engagement, focused on catalyzing vision/ideas for customers at a company-wide strategy (board) level and helping customers set and execute their journey toward that vision.
​Digital Advisors set the pace for disruptive business change beyond mere technical modernization. ​

For customers, the Digital Advisor connects them to unique perspectives and constructive disruptions that inspire them to drive the future story of their business together with Microsoft and the Microsoft ecosystem. They co-create, accelerate, and deliver a digital transformational journey built on deep customer knowledge and empathy. Digital Advisors guide customers through the three elements of the digital transformation journey - strategic, technical, and cultural so that customers can continue to innovate on their own.
Key accountabilities: ​
For Customers ​
  • Connect customers to unique perspectives and constructive disruptions that inspire them to drive the future story of their business together with Microsoft and the Microsoft ecosystem
  • Co-create, accelerate, and deliver a digital transformational journey built on deep customer knowledge and empathy
  • Guide customers through the three elements of the digital transformation journey - strategic, technical, and cultural so that customers can continue to innovate on their own ​

For Microsoft ​
  • Create the multi-horizon plan for generating cloud consumption with a clear path for long-term quota retirement
  • Acquire and strengthen BDM relationships with thought provoking POVs and insights

The focus of the Digital Advisor role is Digital Transformation, bringing innovative ideas, leveraging the Microsoft Platform and showcasing the unique role that Microsoft can play ​
Key Capabilities:

  • Customer and Industry Insights

    • Synthes and combines various business insights from their team, global best practices, proof points from experience with several countries and regions, and deep industry expertise (e.g., level 200) related to customers and their competitors to conduct forecasting and develop recommendations for managing accounts and subsidiary planning. Ensures that all levels of the organization challenge customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights.

    • Applies deep expertise and thought leadership to identify the right industry partners, and leverages broad networks to drive the customer digital transformation journey. Coaches team members to articulate and understand specific industry-related market trends, as well as customer threats, opportunities, and barriers to growth as they relate to the customer's broader industry.

  • Digital Transformation

    • Leads team members to define new business models for the customer transformation to reshape the customer business. Works to understand customer challenges, defines the problem statement, then envisions the digital transformation journey (e.g., through storyboards, roadmaps) to drive change that impacts large, complex, and/or high-stakes customers.

    • Drives the transformational program of change for the customer and leads specific initiatives or projects within the program of change. Uses an understanding of the customer business and cultural requirements to drive digital transformation in the customer and deliver to production.

    • Identifies current and future state changes required to successfully implement and adopt digital transformation for the customer. Conducts workplace analyses, identifies the user/agent of the future, and uses insights to understand how to evolve that role over time. Pulls in insights beyond account at the practice level.

    • Drives consumption pipeline through creation of business and industry innovations for the customer, for example by identifying market trends, innovative solutions for the customer, and new markets for the customer, and driving long-range opportunities or programs of change that can lead to consumption pipeline.

  • Trusted Advisor

    • Acts as the voice of the customer and internal advocate by providing insights, feedback, and challenges from the customer to internal teams (e.g., product groups, engineers) across all levels of the organization. Drives action to ensure that internal teams understand and respond to insights.

    • Provides analysis of overall customer needs for some of the largest and most-complex accounts, and advises on gaps that would benefit from Microsoft solutions using an understanding of the business strategies and outcomes that technology can support. Leads the adoption of technologies by plotting the strategic, long-term vision of the customer's/partner's business strategy and driving action to bring it to fruition.

    • Ensures execution of technology strategy and digital transformation by anticipating and/or leading the resolution of technical blockers that arise during strategy planning and implementation and driving technology adoption.

    • Creates mid- and long-term (e.g., 12 months plus) technical and business roadmaps for highly prominent, challenging, and/or strategic accounts based on a deep understanding of business and technology priorities and industry landscape. Drives envisioning and articulates business and program changes in the roadmaps around new and groundbreaking capabilities.

  • Demands Generation and Orchestration

    • Develops and drives opportunities based on industry best practices, presents opportunities to the customer, and creates demand. Develops a plan, within a broader strategy, to identify and qualify a set number of opportunities for product sales, solutions sales, or deployments. Leverages multiple channels (e.g., social media) to create demand.

    • Coaches peers (often as a mentor across a region or country) on how to create and maintain an opportunity initiation in partnership with Sales team, and how to map Microsoft priorities to opportunities. Defines the blueprint for opportunity initiation and sets and shares standards and best practices for others to follow.

  • Differentiated Value Proposition

    • Partners with a line-of-business leader or senior executive within a large-scale or high-impact customer organization to articulate how complex or high-risk Microsoft technology/services will meet future business needs better than the competition and will enable the achievement of long-term growth and success.

    • Creates and maintains a vision with business and technology solution scenarios and services that helps large-scale, high-stakes customers meet their business goals, achieve their long-term corporate vision, and maximize commercial success.
  • Architecture
    • Leverages and champions an existing architecture approach (e.g., Dream-Design-Deliver framework) to achieve Microsoft's agreed commitments to the customer. Proposes and develops new solutions to scale across multiple customers, while demonstrating the business case and presenting alternative scenarios.
    • Orchestrates and leverages resources for pilots and proof of concept for multiple technical solution areas of varying complexity to prove the proposed architecture design.
  • Program Scoping and Orchestration
    • Identifies cost drivers and top-line revenue opportunities across multiple business and solution areas to shape business case and calculate high-level cost estimates and return on investment for large-scale program activities.
    • Contributes industry and customer insights to inform digital transformation account planning. Participates in small-scale iterative planning discussion rhythms with account technology strategists to discuss transactional elements of account planning.
    • Orchestrates a wide, complex range of components for projects/programs within large, high-stakes accounts, in accordance with customer plan, to develop solution offerings and value realization across a variety of solution areas. Sets timelines and milestones, and tracks progress toward objectives. Leverages industry expertise and establishes technical credibility with customers to drive the project agenda.

required/minimum qualifications
  • bachelor's degree in computer science, information technology, engineering, business or related field and 6+ years technical consulting, consultative selling, or related technical work or internship experience
    • or equivalent experience.

additional or preferred qualifications
  • bachelor's degree in computer science, information technology, engineering, or related field and 12+ years technical consulting, technical consultative selling, practice building, or related technical/sales experience
    • or equivalent experience.
  • master's or doctorate degree in relevant customer industry or 6+ years experience in relevant customer industry (healthcare, or retail/smart space, or transportation/logistics).
  • 6+ years experience using technology to drive customer business outcomes.
  • formal education or experience in business, sales, or marketing.

About Microsoft

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

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