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Sr Business Dev Mgr (m/f)

What Joining the Microsoft Team Means


Leveraging deep industry and technical expertise, Industry teams will enable our sales teams and partners deliver relevant, high-quality solutions and services to empower our commercial and public sector customers to lead the digital transformation of the FSI industries


The goal of the Industry Solution Manager (ISM) is to drive customer Digital Transformation based on deep understanding of their industry, its drivers and the critical solutions.   The role of ISM is designed to be on point for developing the go to market industry solution ecosystem that allows us to sell the solutions at scale throughout the Financial Services & Insurances industry based on the Insurances Industry solution map.


The ISM needs to have established industry experience, expertise and credentials with customer business line needs and deep target industry solution technical expertise in order to be able to develop and support these solutions.


The seniority of the role evidences to clients Microsoft’s deep understanding of their issues, context, challenges and strategic direction, and a deep understanding of the Insurances partner ecosystem relevant to the specific industry solutions and the local Insurances markets.


The role of the ISM builds partner scale and enhances client awareness of Microsoft as a solution provider beyond traditional client-side IT Decision Makers, and repositions market perception of Microsoft as a trusted partner for industry solutions.


The ISM is working closely aligned with the industry PODs and other industry sellers (ATU, ISE, SMC) in the local markets to activate, drive and win these industry solutions


The Impact You’ll Be Making


Primary Responsibilities:


- Work closely with Financial Services industry team colleagues, partner managers, marketing, and selected partners to help developping and to deliver Insurances industry solutions at scale across multiple markets


- Work closely with industry sales teams to land “light house” deals and provide feedback on the optimization of field sales and marketing materials, sales engagement strategies and processes, and working effectively with partners


- Iterate and learn from deals and partner engagements to improve the solutions to the point where the solutions (BOM, solution, engagement models) are easily understand, effective for customer engagements, and ready to scale out to other markets and to be used in a broader set of opportunities


- Have deep competitive differentiation understanding & objection handling, to include topics such as scalability, security, and regulatory compliance


- Conduct industry onboarding and solutions readiness training for field sales team, to include community leadership with a broad range of sales and technical roles


Who We Are Looking For


Experiences Required: Education, Key Experiences, Skills and Knowledge:


For the role of Industry Solutions Manager (ISM) in Insurance, candidates must demonstrate strong industry domain expertise based on experience in business roles, ideally at an insurance carrier or within a solutions vendor serving the insurance industry.   


You must have a proven understanding of either core systems in general or life insurance (policy administration, claims and billing systems), or analytics systems (risk/actuarial, catastrophe modeling, claims analytics, or customer analytics). In addition, the candidate should have a strong understanding of the vendor ecosystems related to these solutions and be able to identify leading solution vendors or systems integrators with relevant repeatable solutions or domain practices.


Candidates must demonstrate strong solutions sales skills acquired over 10 years or more serving the insurance industry. Industry specialized sales or consulting position within an independent solution vendor or systems integrator is a plus.


In addition, you should exhibit a strong knowledge of, and connection to, the insurance industry across more than one market, and a keen understanding of the vendor ecosystem. market and partner ecosystem.


You have exhibited a track record of driving business/sales performance through influencing for impact and support strong cross-group and cross-cultural collaboration.


An understand of, and experience with, cloud-based technologies and services, is a plus.


Microsoft is an equal opportunity employer and supports workforce diversity. Join an international work environment that is characterized by flexibility, an informal atmosphere, and a fast pace. We offer competitive pay and a wide range of benefits. Microsoft acknowledges your performance by investing in your health and financial future and by ensuring your work-life-balance.


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Job #

1102590

Locations

Germany, Other (Germany)

Job families

Business development & strategy

Products and technologies

(not product or technology specific)

Teams

Business development and evangelism
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