Solution Sales Advisor-ABS Global Black Belt (GBB)

Microsoft • ,

3d • $107,600 - $205,600 • Remote

About The Position

As an AI Business Solutions Global Black Belt (GBB) supporting Government customers, the Solution Sales Advisor leads strategic engagements that accelerate customer transformation through Microsoft Copilot and agentic AI. The role helps federal and regulated organizations identify mission-driven, high-impact scenarios, adopt AI securely, and achieve measurable customer and business outcomes. It develops prototypes and demonstrations, quantifies business value, and supports first-party, customer-developed, and partner-led solutions at scale.

The advisor partners with sales, technical, engineering, product, Customer Success, and partner teams to develop opportunities, advance pipeline, address technical and adoption blockers, and guide customers through complex and regulated environments. The role translates customer priorities and technical requirements into Microsoft AI solutions, positions the platform’s differentiated value in competitive settings, and shares customer insights and repeatable sales practices across the Government business. It also represents Government customer needs to Microsoft teams to help address product, compliance, security, and readiness gaps.

The role offers the opportunity to develop consultative selling and technical strategy skills, build business acumen through executive-level engagements, navigate complex deal cycles, and contribute customer and field feedback that can influence product direction. Work may be performed from home up to 100%.

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; equivalent experience is also accepted.
• Experience with AI, generative AI, cloud platforms, 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; equivalent experience is also accepted.
• Technical certification in cloud technologies, solution architecture, AI, security, or a related domain, such as Microsoft Certified: Azure Solutions Architect Expert, Microsoft 365 Certified: Enterprise Administrator Expert, Microsoft Certified: AI Transformation Leader, or Microsoft 365 Certified: Copilot and Agent Administration Fundamentals (AB-900), or equivalent industry certification.
• Military, public sector, or Federal Government experience and understanding of mission-driven outcomes.
• Demonstrated experience with generative AI, AI solutions, cloud architecture, enterprise architecture, systems integration, security, governance, or emerging technologies.
• 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.

Responsibilities

• Lead strategic Copilot and agentic AI engagements with Government customers, identify high-value scenarios, support secure adoption, and develop prototypes or demonstrations that illustrate mission-driven use cases and measurable outcomes.
• Drive Copilot sales execution and consumption with account teams by developing opportunities, advancing pipeline, addressing blockers, and supporting customers throughout their AI transformation journey.
• Serve as a trusted Copilot and AI advisor, connecting customer business priorities and technical requirements to Microsoft AI capabilities and helping customers navigate complex and regulated environments.
• Orchestrate Microsoft resources across sales, technical specialists, Customer Success, product, engineering, and partner teams to accelerate strategic opportunities and resolve adoption barriers.
• Build and scale repeatable sales motions by sharing customer insights, competitive learning, best practices, and successful approaches across the Government business.
• Represent Government customer needs by identifying product, compliance, security, and readiness gaps and working across Microsoft to increase customer confidence, accelerate adoption, and unlock growth.
• Help organizations adopt Microsoft AI solutions by addressing technical challenges and communicating the platform’s benefits.
• Collaborate with internal teams and partners on sales presentations, workshops, and proof-of-concept experiences aligned with customer goals.
• Share best practices, tools, and success stories to help teams and partners replicate successful approaches across industries and regions.
• Provide strategic guidance and coaching to sales teams on positioning AI solutions and closing complex deals.
• Gather customer and partner feedback to help shape product features, marketing strategies, and support resources.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level