AI Workforce Specialist

Job description

**Overview** Are you a versatile solution seller who thrives on covering multiple fronts and focusing your energy where it delivers the greatest impact? Microsoft is seeking a Solution Area Specialist for AI Business Solutions (ABS), based in Singapore, to lead discussions with senior stakeholders and decision makers at high-value enterprise customers across Indonesia, Malaysia, Thailand, and India to identify, qualify, and accelerate sales opportunities. The portfolio spans Financial Services, Automotive, Manufacturing, and other industries, and is not aligned to a single industry, country, or workload. Success requires the ability to stretch across multiple customers, markets, and solution areas, continuously prioritizing the opportunities that deliver the maximum business impact for customers and for Microsoft. In this role, you will play a pivotal role in advancing Microsoft's Intelligence + Trust strategy, empowering customers to unlock the full value of their data, transform business processes, and accelerate AI adoption. You will drive innovation and business outcomes through Microsoft's integrated portfolio, including Microsoft 365 Copilot, Cowork, Copilot Studio, Windows 365, Azure Virtual Desktop (AVD), Working closely with adjacent solution areas across Microsoft, you will deliver cohesive, end-to-end solutions that maximize customer value, accelerate AI transformation, and drive sustainable business growth. . You will lead sales strategies tailored to each customer's security priorities, demonstrating Microsoft's commitment to secure, AI-powered transformation. You will partner across Microsoft, including account teams, technical specialists, Customer Success, Industry Solutions Delivery, and Global Ecosystem Partner Solutions, and with partners to orchestrate deals, align sales plays with customer priorities, and deliver integrated outcomes as part of Microsoft's Frontier GTM motion. You will also be an active member of Microsoft's global AI Business Solutions community, bringing global insights to customers in Asia and sharing learnings from the region with peers in Japan, the Americas, and EMEA. **Responsibilities** Customer Engagement - Lead discussions with senior stakeholders and decision makers at high-value customers to identify, qualify, and accelerate AI Business Solutions opportunities, acting as a subject matter expert and trusted advisor. - Work proactively with account teams, lead envisioning and discovery conversations to align each customer's AI transformation vision with their business priorities and success objectives. - Lead sales strategies tailored to each customer's security priorities, integrating security, governance, compliance, and responsible AI principles into customer interactions, opportunities, and pursuits. - Activate partners and Ecosystem Partner Solutions resources, driving co-sell strategies and partner attach at every stage of the sales lifecycle. Multi-Market Coverage and Impact-Based Prioritization - Cover a diverse portfolio of strategic customers across Indonesia, Malaysia, Thailand, and ANZ flexing across accounts, industries, and solution areas as business needs evolve. - Use propensity, renewal, consumption, and usage data to prioritize customers and opportunities, focusing time and resources where they will drive the greatest customer value and Microsoft growth. - Make clear trade-off decisions in a fast-paced environment and scale impact through repeatable sales plays and partners. - Step in across adjacent solution areas when needed, acting as a versatile "utility player" who bridges gaps and keeps pursuits moving. Sales Strategy and Deal Orchestration - Assess and qualify opportunities using Microsoft sales frameworks, and lead strategy development to drive and close complex, high-value deals. - Lead whitespace analysis with account teams, using AI-driven market intelligence to identify business opportunities and market gaps. - Align sales plays with complex customer priorities and outcomes, and differentiate Microsoft's offerings in a competitive landscape. - Orchestrate deals across the Account Team Unit (ATU), Customer Success Unit (CSU), Industry Solutions Delivery (ISD), ensuring seamless handoffs throughout the deal lifecycle. Pipeline Management and Forecasting - Lead pipeline reviews with internal senior stakeholders to drive forecast accuracy and achievement of sales targets, using AI-powered analytics and forecasting tools. - Maintain sales and consumption pipeline hygiene, and coach others to do the same, to track progress against assigned metrics. - Monitor adoption and consumption trends to identify where to intervene, helping customers realize value, driving expansion, and supporting healthier, more predictable renewals. Global Collaboration and Community - Partner with account teams across Asia, and with headquarters teams in Japan and other regions, to drive growth across customers' global and regional operations. - Collaborate with ABS and Security specialists across Asia, Japan, the Americas, and EMEA to share best practices and scale successful patterns. - Share market insights, competitive intelligence, and customer feedback to inform team strategy and Microsoft go-to-market priorities. **Qualifications** - Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management - OR equivalent experience. Other Requirements - This role is based in Singapore. Candidates must be eligible to work in Singapore or Thailand. - Ability to travel regularly to Indonesia, Malaysia, Thailand, and ANZ as required by the business. Preferred Qualifications - Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management OR equivalent experience. - 6+ years solution or services sales experience. - Security background strongly preferred: experience selling or delivering cybersecurity, identity, data security, compliance, or AI governance solutions (e.g., Microsoft Security, Purview, Entra, Defender). - Industry experience in Financial Services (FSI), Automotive, and/or Manufacturing is a strong plus. - Proven ability to cover multiple customers, markets, or solution areas at the same time and prioritize for maximum business impact. - Track record of leading complex, high-value opportunities through the sales cycle, including negotiation, deal orchestration, and partner co-sell. - Knowledge of Microsoft Fabric, Power Platform, Dynamics 365, Copilot, Azure AI, and the broader Microsoft Cloud, with an understanding of AI and responsible AI. - Strong executive presence and communication skills, including presentations, storytelling, and tailoring technical messages to business and technical audiences. - Experience with pipeline management, forecasting, and basic financial analysis (e.g., ROI, business cases). - Thai language proficiency is a plus to support Thai market. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. --- Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about [**requesting accommodations.**](https://careers.microsoft.com/v2/global/en/accessibility.html)