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

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 pathw