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Public Sector Industry Consultant, Americas

3 months ago

Calgary, Alberta, Canada Microsoft Full time


At Microsoft, our Public Sector Industry Team empowers government clients to tackle significant societal challenges and deliver exceptional digital government services. Governments globally are actively exploring and adopting AI as a transformative opportunity, and the role of Industry Advisor (IA) is pivotal in this engagement with our clients.

The Government Industry Advisor, Americas (Canada) spearheads industry-focused discussions with our key clients, assisting them in envisioning and prioritizing new opportunities while clearly defining achievable business outcomes through the adoption of Microsoft Cloud and AI technologies. By leveraging extensive industry expertise and consultative sales experience, the advisor cultivates relationships with senior government officials and leaders in the public sector, collaborating closely with local Account Teams, the Worldwide Public Sector Team, and our ecosystem partners to enhance the customer journey.

We seek an individual passionate about Public Service, with consultative sales experience and in-depth knowledge in the following focus areas: Public Safety & Justice, Public Finance, Transportation & Urban Infrastructure, and Public Health & Social Services.

Based in Western Canada, you will be a vital member of the Worldwide Public Sector team, working alongside colleagues from various regions. Successful candidates will excel in cross-functional collaboration with government clients and possess the ability to lead within a matrixed organization to achieve key business priorities, goals, and objectives.

Microsoft's mission is to empower every individual and organization on the planet to achieve more. Our employees embody a growth mindset, innovate to empower others, and collaborate to realize shared objectives. We uphold our values of respect, integrity, and accountability to foster a culture of inclusion where everyone can thrive both at work and beyond.

Key Responsibilities

Strategic Planning and Engagement
  • Acts as the public sector industry subject matter expert (SME) in account and partner business planning, collaborating with internal and external stakeholders, including Systems Integrators (SI) and Independent Software Vendors (ISV), to drive a multi-horizon growth strategy.
  • Provides thought leadership by sharing global industry trends to activate worldwide government industry strategies and large ecosystem initiatives in local markets and critical accounts.
  • Contributes to stakeholder mapping and develops engagement strategies to identify and connect with influential customer stakeholders and decision-makers aligned with government business outcomes.
  • Participates in planning sessions with core account teams and other members to discuss operational elements of the account strategy (e.g., tactics, execution, roles, and orchestration) necessary to achieve account plan goals.
  • Accelerates the adoption of Microsoft technologies by aligning with the strategic, long-term vision of the customer's/partner's business strategy and motivating appropriate next steps to realize it.
  • Drives internal and customer envisioning by applying a deep understanding of the customer's strategy, relevant technology trends, and Microsoft's Government Industry perspective to uncover new opportunities and build a business case for transformation across the organization.

Sales Execution
  • Originates, develops, and accelerates new, multi-horizon customer transformation opportunities that reshape customer businesses and enhance their cloud maturity.
  • Identifies and advances high-impact, repeatable use cases and scenarios to scale digital adoption benefits across government clients.
  • Collaborates with account team units (ATUs) and internal and external stakeholders/partners to build a robust pipeline within the industry and territory.
  • Facilitates the orchestration of appropriate resources to converge and convert industry-specific opportunities into successful deals.
  • Influences the execution of the worldwide government strategy in the field to scale market adoption and inform strategy with direct customer feedback, ensuring maximum impact for government clients and Microsoft.

Collaboration and Partner Management
  • Builds and leverages relationships with Government Industry Solution Managers and Partner Development Managers (PDMs) to plan, orchestrate, and execute customer opportunities that drive government industry business growth.
  • Drives engagements with Industry Solutions Delivery (ISD), internal partners (e.g., solution architects, solutions sales professionals, cloud solution architects), and external stakeholders to design and illustrate envisioned solutions (e.g., pilots, proof of concept, rapid prototyping, minimum viable product).
  • Collaborates with the account team unit (ATU) and partners to execute go-to-market (GTM) strategies and advance customer opportunities.
  • Works with commercial and legal teams to establish formal partnerships.
  • Identifies market-informed opportunities for competitive recruitment of new government industry partners (in collaboration with Partner Development Managers) and collaborates with current partners to showcase, develop, and deliver integrated solutions for the government industry.

Industry Expertise
  • Completes required training and seeks additional learning opportunities to gain relevant industry expertise and certifications pertinent to the role and industry.
  • Proactively maintains knowledge of Microsoft's and other government industry-relevant solutions and capabilities.
  • Continuously builds new government industry depth, identifying global trends, policy implications (e.g., privacy, AI), and transformational opportunities to act as a subject matter expert and inform internal decisions.
  • Provides feedback and shares experiences across Microsoft (other geographies, other industries, sales, marketing, engineering) to identify future needs or sales blockers and guide industry solutions team members in various specialties, articulating local nuances and anticipating gaps.
  • Advises and provides government industry thought leadership in relevant industry communities to build networks and mindshare.
  • Utilizes additional training to enhance career competencies, including government industry sources that contribute to understanding customer priorities and scales learning opportunities to extended team members.

Other
  • Embodies our Culture & Values
Qualifications

Required/Minimum Qualifications
  • Bachelor's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Education, Business, or a related field AND 7+ years of customer-facing experience in operations, enterprise-level improvement program management, consultative selling, public sector, technology, or industry-relevant equivalent management or technical work experience
    • OR Master's Degree in Computer Science, Information Technology, Engineering, Health Sciences, Education, Business, or a related field AND 5+ years of customer-facing experience in operations, enterprise-level improvement program management, management consulting, consultative selling, public sector, technology, or industry-relevant equivalent management or technical work experience

      OR equivalent experience.


Additional or Preferred Qualifications
  • 6+ years of proven management consulting, technology solution, or services sales experience in a relevant industry domain (e.g., Government, other Regulated Industry)
    • OR 6+ years of proven experience in a deep Government industry role