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  • Posted: Sep 28, 2021
    Deadline: Not specified
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  • Microsoft Corporation (commonly referred to as Microsoft or MS) is an American multinational technology company headquartered in Redmond, Washington, that develops, manufactures, licenses, supports and sells computer software, consumer electronics and personal computers and services. Its best known software products are the Microsoft Windows line of operatin...
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    Industry Advisory IC5


    We live in a global, connected, and ever-changing world driven by the 4th industrial revolution where today’s students will need to have digital literacy and new skills to thrive in the digital economy. As we face a new world of work, changing economies, preparing education institutions to build future leaders has never been more vital to society.

    Lead and orchestrate team to work across all Education accounts to enable a customer-centric approach, that drives simplicity, tech intensity and delivers against educational priority focus areas:

    Teaching & Learning

    • Deliver tech- enabled learning with hybrid and blended teaching and learning and personalized student experiences

    Cloud Transformation

    • Drive digital transformation in campus, schools and research institutions

    Skills and Employability

    • Prepare students to be workplace ready

    Responsibilities

    Sales

    • Leadership of a diverse education v-team of high impact relationships, technical and industry sellers, that expand strategic education customer relationships to drive larger impact and targeted business growth, drive the jointly agreed customer multi-year Digital Transformation business strategy, and delivering agreed outcomes
    • Mobilizing, orchestrating, mentoring and leading of the Microsoft Education v-team, partners and customers in order to help solidify the path to the complex yet exciting journey that is Digital Transformation
    • Disrupting the mindset of customers and sales teams by bringing innovative ideas that showcase cases for change and Microsoft's unique value proposition for education
    • Articulating the Education Transformation Framework strategic vision, followed by the customer maturity framework/path for customers to take in order to enable their digital transformation based on their stage and objectives/capabilities they want to achieve.
    • Presenting and demonstrating key end-user solutions/capabilities and technical architectures aligned to a customer maturity framework/path in Windows 10 Pro and Education, Office 365 clients and Modern Classroom deployment tools such as Identity with Azure Active Directory Premium (AAD P1), Intune (MDM and MAM) and Teams with School Data Sync (SDS) set-up. And looking holistically end to end to the resources ready for deployment & adoption (usage) assistance for smooth customer experience.

    Planning and Engagement

    • Proactively continues to build the external stakeholder network and leverages internal stakeholders to engage them. Acts as an industry advisor to the executive-level business decision makers at the customer's business. Shares best practices in stakeholder management across industries.

    Partner Management and Collaboration

    • Collaborates with partners to plan and execute on opportunities with resources and partners by driving pipeline for build-with, identifying future requirements for partners, etc.
    • Collaborates with the account management team and partners to connect the partner ecosystems to scale business results. Collaborates with partners to generate industry solution opportunities. Collaborates with partner teams (e.g., One Commercial Partner [OCP]) to carry out competitive recruiting of new partners and helps current partners to understand the industry and develop solutions within that industry.
    • Selects top partners by subsidiary and relevance and identify organizations as potential partners for Microsoft.
    • Coaches junior colleagues in building partner network.

    Technical Expertise

    • Proactively builds knowledge of Microsoft's and other industry-relevant solutions and other capabilities. Proactively builds strong knowledge of the industry, including trends, policy implications (e.g., privacy), and competitors to act as a subject matter expert and inform decisions on pursuit or withdrawal, provide recommendations on accounts, and establishing learning baseline for junior colleagues. Leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blocker and to guide junior industry solutions team members, leveraging deep industry knowledge to articulate nuances and anticipate gaps. Advises and presents at industry communities.

    Leading the Education v-team

    • Drive demand and viral adoption for Teams and Windows to support sustainable remote learning scenarios with students & educators
    • Support strategic 1:1 Windows device deals via proactive engagement with key customer and partner stakeholders
    • Cultivate and build leader, educator/faculty and influencer affinity and advocacy, utilizing the Education Transformation Framework and the Industry Priority Scenarios
    • Drive Azure Lab Services and Windows Virtual Desktop as platforms for remote learning
    • Empower students to skill up and certify on Microsoft technologies, building affinity with Microsoft Learn
    • Increase customer use of Azure through targeted scenarios
    • Drive M365 renewal focusing on security, compliance and voice, and reduce customer cost with platform consolidation
    • Build D365 and Power Platform usage and customer adds
    • Planning and overseeing the process of structuring deals and defining the negotiation strategies for customer accounts
    • Establishing Microsoft as a leader in education transformation and future ready skills championing Microsoft’s mission to empower every student by supporting education future-ready skills focus across the spectrum of our audience engagements, from high level conversations on skills/employability with leaders, to getting students excited about computer science, and empowering students to graduate with industry recognized skills
    • Remaining focused on customer facing time by running a healthy and predictable business that delivers on a jointly agreed customer Digital Transformation strategy maintaining rigorous sales process compliance
    • Continuously nurturing and expanding your sales, industry, technology and competitive knowledge and capabilities
    • Providing insight and feedback from customers and partners to the Microsoft Worldwide Industry Teams to help learning and improvement in industry solutions and digital transformation offerings

    Other

    Qualifications

    Key Experiences, Skills and Knowledge:

    • Strong sales and business background, with 5-8 years education related experience to achieve quota and sustainable growth year-over year,
    • Experience of selling education software solutions (Microsoft software and devices technology preferred) combined with deep understanding of key education solutions and competitive technologies
    • Strong business planning and business discipline skills woven with ability to develop and implement targeted plans
    • Possess executive maturity, presence and experience in building trust with senior education decision makers and articulating how education institutions can digitally transform teaching and learning/student outcomes with Microsoft solutions
    • Ability to drive digital transformation in a highly competitive environment with proven ability to successfully anticipate market changes to drive industry-relevant solutions, address competitive threats and navigate complex customer environments
    • Experience in leading and driving the entire sales cycle, orchestrating virtual selling teams where necessary, leveraging repeatable offerings that maximize revenue/market share/consumption opportunities and increase customer satisfaction
    • Be comfortable with public speaking and the media

    Required/Minimum Qualifications

    • 5+ years proven experience working in a relevant industry domain
    • OR Bachelor's Degree in a relevant industry domain (e.g., Government, Education) or related field (e.g., Computer Science, Business Administration) AND 3+ years experience working in an industry domain.

    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. 

    Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

    go to method of application »

    SME Enablement Lead, Africa Transformation Office

    Responsibilities

    Strategy

    • Develops and maintains an understanding of customers, competitors, partners, business models, market sizing, and industry trends in Africa.
    • Develops and maintains an understanding of the market environment and trends.
    • Leads market landscape analyses and reviews of companies of potential interest.
    • Provides guidance to business partners to inform decision-making. Uses existing knowledge base to drive a deal thesis and business model.
    • Communicates deal thesis and business model.
    • Develops an understanding of Microsoft’s product portfolio, strategic priorities, competitive position, gaps, and potential opportunities.
    • Drives evaluation of Microsoft ATO pillar strategic alternatives (e.g. buy, build, partner) and alternatives.
    • Ensures ATO pillar roadmap, go-to-market, integration plans and related issues are considered.
    • Represents ATO Strategy through exposure, presence, and influence of Microsoft stakeholders and leadership.

     Research, Analysis, & Framing

    • Guides others in conducting innovative Africa wide market-based research by leveraging and interpreting information (e.g., financial statements, reports, analyses, stakeholder feedback, expert calls) around high-impact strategic questions, including researching within existing businesses and identifying new spaces for Microsoft; involves stakeholders as appropriate; leverages analyses of others to synthesize information and challenges research of others.
    • Owns framing for broad research projects, ratifying with executives; assists colleagues with framing as needed.

     Problem Solving & Solutioning 

    • Synthesizes broad findings into insights across a division, including implications that inform business decisions on complex issues, leveraging executive presence to influence decisions and proactively driving solutions to high-impact strategic questions and unaddressed opportunities.
    • Identifies and scopes expansive ideas for company strategy, often missed by others;
    • Leverages insights to develop recommendations and provide thought leadership (e.g., trend identification, implications of competitor moves) around potential future growth opportunities and strategic issues for Microsoft.
    • Sells value of new efforts to business partners and/or senior leadership.
    • Guides team through development of frameworks and methodologies to drive problem solving and insights.

     Communication

    • Ensures communication of insights to senior business leaders (e.g., GM-level, CVP, EVP, CEO) and conveys viewpoints through written documents (e.g., memos, reports) and influence models (e.g., meetings, presentations) through minimal iterations of feedback and vetting;
    • Builds end-to-end storylines and creates outlines across multiple projects for junior colleagues to leverage.
    • Influences senior decision making by providing communications, challenging ideas, and adapting messages to complex nuances as needed.
    • Communicates value of new efforts to business partners and/or senior leadership.

     Business Partner Relationships

    • Manages key points of contact with internal teams (e.g., MEA HQ, MEA Subs, MCAPS, Finance, CELA, Marketing, Engineering, BD, LinkedIn, GitHub,…etc.);
    • Manages and cultivates relationships with senior internal leaders (e.g., GM-level, CVP, EVP, CEO).
    • Acts as an advisor to senior leadership as an ATO pillar domain expert within Microsoft , leveraging deep technical/product and business knowledge, market awareness, and subject matter expertise to inform strategic business decisions.
    • Demonstrates influences through partners across multiple divisions.
    • Provides career mentorship to colleagues outside of ATO function and is sought out by others for guidance and education.
    • Ensures opportunities for junior team members to develop business partner relationships.
    • Identifies compelling projects and positions the team to carry them out.

    Project Leadership

    • Manages multiple ATO pillar projects and teams across organizational boundaries as a project lead through goals, deliverables, feedback, resource balancing, and timing expectations;
    • Proactively identifies complex roadblocks and address them.
    • Initiates and drives multiple projects and topic areas including project plans, recommendations, impact, and syndication across groups.
    • Leads cross-company initiatives as a lead member of virtual teams, demonstrating impact across numerous divisions.
    • Identifies, evaluates, and proposes new project work/deals based on unmet needs.
    • Advises others to indirectly lead projects.

    Customer and Partner Focus

    • Leverages internal and external relationships as a trusted advisor to advise complex (e.g., large, high impact) customers and partners on domain expertise as a sought-out resource across multiple lines of business, geographies, and cultures, as appropriate; advises partners and decision makers on the industry and company.
    • Drives internal strategy and provides guidance to team in executing partnerships.
    • Drives customer and partner business initiatives, and contributes to customer's strategy discussions; influences the product roadmap, prioritization, and customer and partner decision making.
    • Looks across accounts to identify and address broad issues and trends.
    • Drives strategic thinking among the team and fosters a culture of customer and partner focus.
    • Creates business value propositions based on company, partner, and/or customer needs that drive long-term value creation.
    • Drives support and action by influencing internal stakeholders and partners and promoting the value of opportunities.

    Management of External Engagement & Stakeholders Management

    People Leadership: deliver success through empowerment and accountability by modeling, coaching, and caring, upholding the Company Culture & Values

    Reporting: interpret, add to, and apply reports to add value in generating and executing ATO pillar plans

    Qualifications

    Required/Minimum Qualifications

    • Experience working in and/or covering multiple African countries with strong track record of achievements.
    • Proven experience in driving digital sales (in Cloud companies and/or Telcos), also landing successful programs & initiatives to small & medium enterprises (SMEs) with special focus on micro-SMEs.
    • Strong mentoring and advisory skills related to capacity building efforts associated with economic development mechanisms (strategic planning, investments, legislation, etc.);
    • Bachelor's Degree in Business, Finance, Economics, Liberal Arts, Computer Science, or related field AND 10+ years marketing, strategy, business planning, consulting, banking, finance, economics, and/or partner organization experience
      • OR Master's Degree in Business Administration or related field AND 8+ years marketing, strategy, business planning, consulting, banking, finance, economics, and/or partner organization experience
      • OR equivalent experience (e.g., scaling a business, incubation, driving change in a large company, entrepreneurship, management consulting).
    • 2+ years experience in Strategy, Management Consulting, and/or Finance.
    • 3+ years project, people, and/or change management experience.
    • 5+ years people management experience.

    Additional or Preferred Qualifications

    • 5+ years experience working in a matrixed organization, preferably in the technology industry.
    • 5+ years project, people, and/or change management experience.
    • 10+ years experience in a related business/ functional domain.

    go to method of application »

    Business Program Manager

    The Business Program Manager reports to the Marketing and Operations Lead (M&O Lead) and is responsible for leading, creating, and orchestrating processes across all business groups locally. This means the Business Program Manager (BPM) assists the M&O Lead execute the role in the following areas:

    • Plays trusted advisor and business partner to the local leadership
    • Ensures quality plans in place to drive growth § Takes action based on insights from execution § Strives for excellence in project and process based work, simplifying processes without compromising outcomes § Provides increased transparency and integration across all groups The BPM is a senior business partner that leads key decisions across the business as well as marketing planning and governance.

    Responsibilities

    • Contributes to Area performance across Solution Areas for Customer Adds, Consumption and compete.
    • Regarded by the Area LT and stakeholders as an expert, driving execution, growth & deep insights
    • Improve sales discipline and coaching culture via operational excellence and within the frame of Empowering Digital Success

    Role Time Allocation

    • Deliver Business Performance Insight: Work across the Subsidiary/Area to standardize, simplify, rationalize, and organize reporting to improve local execution by driving analysis and insights to advise the BSO and M&O leader of execution insights. (40%)
    • Drive Execution & Resource Management: Lead ROC cycles, Scorecard, Planning, and Operational functions to scale, improve, standardize, and accelerate business outcomes. Manage resources across Areas such as Local Marketing, M&O Opex, Enterprise Cloud Investment Fund (ECIF), and marketing compliance. Drive process simplification without compromising outcomes. (20%)
    • Accelerate Empowering Digital Success (EDS) Landing & Support: Improve ROC discipline and enable coaching culture via standardized meeting rhythms, reports, communications, and coaching frameworks for Modern ROC readiness, etc. (20%)
    • Enable Cross-Business Execution Activities: Assist the M&O leader to scale execution cross-subsidiary (10%)
    • Team responsibilities, learning, and development (10%)

    Qualifications

    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. 

    Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

    Experiences:

    • 3-5 years related experience
    • Experience and deep knowledge within Sales Excellence, Business Planning, Sales Operations, and/or Finance
    • Executive exposure and cross-functional stakeholder management
    • Focus on providing process optimization by understanding the desired business outcome
    • Deliver end-to-end deep data analysis and actionable strategic insights
    • History of driving operational discipline as well as innovation

    Skills & Knowledge:

    • Ability to work and build strong relationships with senior managers (required)
    • Must have proven skills in financial, marketing, and IT management
    • Advanced oral and written communication skills, planning and organizational abilities
    • Intermediate conflict resolution and negotiation skills (required)
    • Must be able to work independently, handle multiple projects in a fast-paced environment, and negotiate and collaborate effectively
    • Must be highly analytical, able to understand business metrics, customer and market trends

    Education

    • Bachelor's degree (B.S./B.A.) required and/or experience in relevant fields eg: business, marketing, information technology, operations, finance. Master's degree beneficial.

    Method of Application

    Note: Get your CV ready for 2022. Order our 100% professional CV Service.

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