Industry Advisor FSI - ANZ

We are looking for a senior, talented professional to strengthen our Financial Services Industry Advisory Team in Asia as part of the Global - World Wide Financial Services Industry team, to create impact with prioritized Financial Institutions in the Australian Financial services industry .

As an Industry Advisor, you will have the opportunity to drive industry-focused sales for Microsoft. This role is responsible for originating sales and driving industry-led conversations with customers.  Accountabilities include developing and winning market-making opportunities that deliver customer value and enabling transformational customer outcomes. As an Industry Advisor you will also be the Industry subject matter expert in Artificial Intelligence, digital business transformation, engaging with senior decision makers and C-suite across Banks, Insurers to identify, generate, nurture and qualify new business opportunities.

You will articulate and position strategic business value and long-term positive results of using Microsoft's products, partners and solutions, collaborating with your peers to successfully closing deals. The Industry Advisor for Financial Services in Australia, will play a pivotal role in steering Microsoft's core proposition and AI agenda within the financial sector across the region. Your expertise in financial services, combined with sales skills and  a deep understanding of digital, data, and AI technologies, will empower our key customers to achieve their digital transformation goals. You will collaborate extensively with internal Microsoft stakeholders and external partners to drive impactful solutions for our clients using both Microsoft and Partner/ ISV  AI capabilities.

Responsibilities

Key Responsibilities:

Planning And Engagement

• Serves as the Industry subject matter expert in digital transformation account planning.
• Drives engagement with internal and external stakeholders on account planning, partner business planning (e.g., Key Business Leaders (KBLs), Global Systems Integrator [GSI], Independent Software Vendors [ISV]) and review of industry plans, lending credibility from an industry perspective.
• Owns multi-horizon planning to outline an approach for industry-oriented solution selling with the customer.
• Proactively continues to build and maintain mutually influential relationships with strategic external executive-level business decision makers and partners, leveraging targeted stakeholders at assigned customer. 

Sales Execution

• Identifies gaps and solution opportunities for customers based on their needs and priorities.
• Is accountable  to open customer opportunities  and drive them to qualified pipeline & beyond, based on industry objectives, best practices, and new stakeholder relationships.
• Envisions product scenarios that do not currently exist to identify and open white spaces.
• Accelerates solution plays with an industry narrative by leveraging industry expertise and drives innovative, emerging net new opportunities based on industry trends.
• Creates and maintains an industry-focused vision with business and technology solution scenarios and services that helps large-scale, high-stakes customers achieve industry-relevant business outcomes, achieve their long-term corporate vision, and maximize commercial success.
• Recognized as a trusted advisor by the customer to shape, lead, and challenge senior strategic decision makers to take action and implement proposed solutions using a consultative selling approach, a compelling storyline and a strong financial business case (e.g., return on investment [ROI], other applicable metrics) rooted in the customer's industry. 

Collaboration and Partner Management 

• Leverages relationships with Business Strategy Leads (BSLs), Business Decision Makers (BDMs), and Partner Development Managers (PDMs) to plan, orchestrate, and execute on customer opportunities, identifying targeted partners (e.g., system integrators (SIs) and industry software vendors (ISVs)) to work directly with. 
• Collaborates with internal teams at Microsoft including country sales, product groups  and go-to-market teams, Regional, Global and in-country to leverage expertise and insights that drive innovation and solution development

Industry Expertise

• Completes the required training and obtains relevant industry expertise and certifications pertinent to the role and the industry itself.
• Acts as a subject matter expert, proactively sharing industry depth, including trends, policy implications (e.g., privacy), and competitors, providing recommendations on customer's alignment with Microsoft's offerings, helping others to make decisions on pursuit or withdrawal, and establishing learning baseline for leaders.
• Leads communication to provide feedback across the ecosystem (i.e., cross-pollinating information across teams/industries) to other teams (e.g., sales, marketing, engineering) on future product trends or sales blockers and to guide industry solutions team members in a variety of specialties.
• Serves as an industry thought leader in the field and provides depth and breadth of support across their respective sales organizations and teams.
• Advise key clients on constructing cutting-edge solutions in areas such as digital transformation, data platforms and Generative AI.
• Engaging externally with clients on value adding capabilities that bring value to different functions across banks, insurers etc while then engaging internally with different Microsoft teams and functions to orchestrate the business  outcome needed for client
• Partner with client account units and specialist units to ensure seamless execution and delivery of technology solutions, enhancing customer satisfaction and business impact.
• Drive thought leadership in the financial services technology space through speaking engagements, and participation in industry forums.
• Mentor and influence teams, encouraging continuous learning and development in line with Microsoft’s core values and technological ambitions.
• Guide the design of Industry AI accelerators to help clients and partners rapidly build and scale industry Copilots

Qualifications

Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 10+ years customer-facing experience business roles, ideally at a large bank, Market Infrastructure or within a solutions vendor serving the banking industry in operations, enterprise-level improvement program management, product management, automotive, mobility, transportation, process manufacturing, discrete manufacturing, management consulting, consultative selling, technology or industry-relevant equivalent management or technical work experience
• OR Master's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 8+ years customer-facing experience in operations, enterprise-level improvement program management, product management, automotive, mobility, transportation, process manufacturing, discrete manufacturing, management consulting, consultative selling, technology or industry-relevant equivalent management or technical work experience
• OR equivalent experience
• Proven track record of successful stakeholder management and team leadership.
• Strong understanding of the financial services industry's regulatory and compliance environment.
• Excellent communication, negotiation, strong collaboration and interpersonal skills.
• Ability to embrace ambiguity, have entrepreneurial drive to leverage teams whether local, regional or global across the organization to drive solutions needed for clients
• Has a can do  mind set and while has a good understanding of issues is always looking to find solutions towards delivering the required outcom

Additional or Preferred Qualifications

• Bachelor's Degree in Finance, Computer Science, Information Technology,  Business or related field AND 15+ years customer-facing experience in banking operations, enterprise-level improvement product management, management consulting, consultative selling, technology or industry-relevant equivalent management or technical work experience
• OR 7 years experience, in Banking and Consulting Information Technology, Engineering, Business or related field AND 10+ customer-facing experience in operations, enterprise-level improvement program management, product management,  management consulting, consultative selling, technology or industry-relevant equivalent management or technical work experience
• OR equivalent experience.
• 7+ years proven people management and/or leadership experience.
• MBA (Master of Business Administration)
• Mobility and/or Banking Community Engagement/Contribution
• Deeper Knowledge/Experience of Banking Industry business/technology (Design Innovation, Intelligent Customer Experience)
• Strategic thinker with a strong ability to solve complex problems and drive innovation.
• Experience in integrating open-source technologies with enterprise solutions.
• Ability to work effectively across diverse cultures and business environments

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. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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