Solution Sales - Technical Advisor, AI & Apps, Global Black Belt

Job description

**Overview** MCAPS-Core accelerates customer outcomes and business growth. By uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission, we help customers realize value faster and turn innovation into measurable business impact. Through deep technical expertise and differentiated go-to-market execution, we win competitively, capture market share, and scale repeatable growth motions. We differentiate through value creation - delivering world-class, AI-powered customer experiences that accelerate adoption, strengthen loyalty, and create sustainable competitive advantage, driving growth that outpaces the market. The Asia AI Apps GBB team drives Microsoft Foundry adoption across ASEAN, India and ANZ, taking lighthouse customers from AI experimentation to production agentic platforms. The team partners with Product and Engineering to shape roadmap from field signal, and with field, STU and partner teams to land and scale Foundry in the region's highest-potential accounts, including the worldwide Foundry 100 programme. Your role as a Solution Sales Advisor, Global Black Belt in the CSA Org requires: Influences Go-To-Market (GTM) and regional teams to identify, qualify, and prioritize high-value opportunities against targeted sales motions. Establishes and fosters relationships with key internal and external stakeholders. Leads the validation of solution capabilities and business case with targeted customers to activate field-led and partner-led motions and aligns sales processes and methods with capabilities, customer priorities, and objectives. Creates and shares content to drive sales motions and demonstrate business value. Partners with sales leaders and product teams to ensure transitioned solutions include clear Go-To-Market (GTM) strategy, monetization models, and competitive positioning guidance. Influences readiness plans and proactively identifies gaps and new learning opportunities. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. **Responsibilities** **Sales & Opportunity Leadership** Influences Go-To-Market (GTM) and regional teams to identify, qualify, and prioritize high-value opportunities against targeted sales motions. Conducts whitespace analysis and leverages AI-driven market intelligence tools to assess trends, gaps, and revenue potential for new and/or mainstream products or solutions, sharing insights across teams to execute on deals. Translates and shares insights on the business value of a solution, influencing regional GTM content and strategy. Contributes to pipeline acceleration and revenue realization by incubating opportunities, unblocking deals, developing business cases, demonstrating business value, and partnering with others (e.g., Deal Desk) to identify commercial pathways. Influences the holistic sales strategy for emerging workloads and opportunities, ensuring Microsoft solutions are positioned for maximum business value and are differentiated from competitors. Engages with key technical and business decision makers and customers to accelerate opportunity progression, clarify business impact, and influence strategic direction. Leads speaking engagements with key technical and business decision makers at scale. Provides sales and technical guidance to field teams to ensure consistent messaging, competitive positioning, and value articulation. Collaborates with internal executives to ensure pipeline accuracy and forecasting precision. **Technical Leadership & Solution Incubation** Leads the validation of solution capabilities and business case with targeted customers to activate field-led and partner-led motions and aligns sales processes and methods with capabilities, customer priorities, and objectives. Drives regional resource alignment to support landing solutions with customers. Actively provides feedback to shape future roadmaps/capabilities and aligns proposed solutions and products with those in the market regionally. Connects technical incubation decisions directly to business outcomes, return on investment (ROI), and expected value realization to strengthen customer commitment. Builds, demonstrates, and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of new and/or mainstream solutions. Demonstrates and ensures clear business justification and commercial impact of early prototypes, solution patterns, and POCs at a regional level. Removes technical barriers, guides customers through adoption challenges, suggests viable alternatives to overcome challenges, and delivers early functional experiences. Analyzes and utilizes partner and competitor ecosystem knowledge to build comprehensive solutions for regional impact. Identifies gaps to connect product ecosystem and services with Go-To-Market (GTM) strategy and provides recommendations to bridge gaps. **Senior Stakeholder Engagement** Establishes and fosters relationships with key internal and external stakeholders. Leverages technical, domain, and industry knowledge to serve as a trusted advisor and lead conversations with strategic customers. Translates innovation concepts into commercially relevant narratives for key decision makers. Leverages predictive analytics and insights to anticipate market shifts and drive strategic discussions with key stakeholders, decision makers, and customers that influence transformation agendas. **Intellectual Property Creation & Scaling** Creates and shares content (e.g., blogs, whitepapers, marketing, proposals, solution patterns) to drive sales motions and demonstrate business value. Codifies competitive insights, monetization pathways, and solution patterns into scalable guidance for field roles and partners. Creates, shares, and influences use of reusable assets (e.g., sales guidance, return on investment [ROI] frameworks, business-value storytelling, commercial positioning) to accelerate field execution and gathers and incorporates feedback to scale assets. Articulates return on investment (ROI) and long-term value for emerging opportunities. Creates and positions the business case justification with customers. Builds and presents content at internal and external events (e.g., road shows, conferences, innovation hub). **Product Feedback & Field Insight** Partners with sales leaders and product teams to ensure transitioned solutions include clear Go-To-Market (GTM) strategy, monetization models, and competitive positioning guidance. Provides structured, field-validated insights that influence product roadmaps and improve readiness for scale. Ensures graduation of mature solutions to field teams, enabling mainstream adoption and broad replication. Acts as the voice of the customer and translates insights across field teams, sales leaders, and product teams. Partners with others on strategy based on trends and patterns to help with positioning, marketing, and product definition. **Field Enablement** Influences readiness plans and proactively identifies gaps and new learning opportunities. Acts as a technical thought leader by sharing best practices (e.g., architectures, materials). Influences regional strategies to increase solutions/portfolio understanding, inclusive of potential delivery. **Qualifications** ### Required/minimum qualifications Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technical solution architecture and enterprise sales, business development, strategic consulting, technical consulting, or relevant/prioritized industry (e.g., Finance, Healthcare, Retail) OR equivalent experience. ### Additional or preferred qualifications Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technical solution architecture and enterprise sales, business development, strategic consulting, technical consulting, or relevant/prioritized industry (e.g., Finance, Healthcare, Retail) OR equivalent experience. Relevant technical certification(s) in cloud technologies, solution architecture, or related domain (e.g., Microsoft Certified: Azure Solutions Architect Expert, Microsoft 365 Certified: Enterprise Administrator Expert) or equivalent industry certification. 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)