Solution Sales Advisor- ABS Global Compete Organization
About The Position
Microsoft Customer and Partner Solutions Core (MCAPS-Core) accelerates customer outcomes and business growth by uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission. Its AI Business Solutions (ABS) organization helps customers become AI-powered businesses by combining Microsoft's AI platform, customer expertise, and end-to-end execution capabilities to accelerate adoption, transformation, and measurable business outcomes. As an ABS Compete Global Black Belt, the Solution Sales Advisor leads complex, strategically significant competitive opportunities and incubates sales motions that can scale across the business. The role combines competitive intelligence, business value, technical credibility, customer evidence, and executive-level storytelling to shape customer decisions, remove blockers, and improve competitive outcomes. It also turns engagement learnings into reusable guidance, assets, and readiness that strengthen the field’s ability to compete. The position offers an opportunity to build expertise across the Core and AI landscape, influence customer decisions and global sales strategy, and develop cross-functional influence, consultative selling, orchestration, and thought leadership.
Requirements
- Bachelor's degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field, and 6+ years of experience in technical solution architecture and enterprise sales, business development, strategic consulting, technical consulting, or a relevant/prioritized industry; or equivalent experience.
- Experience developing and articulating technical architectures, use cases, solution differentiation, and value propositions for complex enterprise customers.
- Experience in competitive selling, including analyzing competitor solutions, identifying technical and business differentiation, handling objections, and influencing customer technology decisions.
- Ability to rapidly develop technical depth across emerging AI technologies and competitive platforms and translate that knowledge into customer-facing differentiation, technical guidance, and actionable sales strategy.
- Ability to work effectively with technical and business audiences, from architects and IT/security leaders to business decision makers and C-level executives.
- Experience with AI, Generative AI, cloud platforms, and/or enterprise AI solutions, including translating technical capabilities and architecture into customer business value.
- Experience engaging enterprise customers in complex technical sales cycles, including solution positioning, technical differentiation, competitive scenarios, and executive-level engagements.
Nice To Haves
- Bachelor's degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field, and 8+ years of experience in technical solution architecture and enterprise sales, business development, strategic consulting, technical consulting, or a relevant/prioritized industry; or equivalent experience.
- Relevant technical certification(s) in cloud technologies, solution architecture, or a related domain, such as Microsoft Certified: Azure Solutions Architect Expert or Microsoft 365 Certified: Enterprise Administrator Expert, or equivalent industry certification.
- Demonstrated experience with Generative AI, AI solutions, cloud architecture, enterprise architecture, systems integration, security, governance, and/or emerging technologies.
- Relevant technical certification(s) in cloud technologies, AI, solution architecture, security, or a related domain, such as Microsoft Certified: Azure Solutions Architect Expert or Microsoft 365 Certified: Enterprise Administrator Expert, or equivalent industry certification.
Responsibilities
- Incubate competitive sales motions by validating differentiated strategies, competitive positioning, and execution approaches with field, engineering, product, marketing, and partner teams; convert customer evidence, win patterns, and sales and technical learnings into repeatable guidance and reusable assets.
- Lead complex, high-impact customer engagements as the competitive sales expert for strategically significant Core and AI opportunities; provide business value guidance, executive-level positioning, and technical validation to shape decision criteria and accelerate customer decisions.
- Orchestrate across account, specialist, customer support, partner, engineering, product, marketing, and other teams to develop compete plans, align resources, address risks, and advance priority pursuits.
- Scale competitive capability through knowledge transfer, readiness programs, coaching, Compete Clinics, community sessions, and field-facing guidance for sellers and partners.
- Capture market signals, customer objections, proof points, and engagement lessons; synthesize them into actionable insights that influence sales strategy, go-to-market execution, product priorities, and future competitive motions.
- Continuously deepen competitive, technical, commercial, and industry knowledge; use sound sales judgment and customer evidence to improve win rates, revenue, adoption, consumption, and usage.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
