Solution Sales Advisor- ABS Global Compete Organization

Overview

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, 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.

MCAPS-Core AI Business Solutions (ABS) is at the forefront of Microsoft's AI transformation, helping organizations become AI-powered businesses. We bring together Microsoft's AI platform, customer expertise, and end-to-end execution capabilities to accelerate adoption, drive transformation, and deliver measurable business outcomes. From Copilot and AI agents to AI-powered business processes, we work at the intersection of innovation and impact, helping customers reimagine how work gets done and realize value faster.

By combining deep technical expertise, customer insight, and a relentless focus on outcomes, our team is shaping the future of work for millions of people around the world. We are united by a shared mission: turning the promise of AI into real value for customers, partners, and Microsoft.

As an ABS Compete Global Black Belt, you will lead complex, strategically significant competitive opportunities and incubate sales motions that can scale across the business. You will combine competitive intelligence, business value, technical credibility, customer evidence, and executive-level storytelling to shape customer decisions, remove blockers, and improve competitive outcomes. You will translate lessons from engagements into reusable guidance, assets, and readiness that strengthen the field’s ability to compete with confidence.

This opportunity will allow you to deepen your expertise across the evolving Core and AI landscape, influence high-impact customer decisions, and shape global sales strategy through direct market evidence. You will build broad cross-functional influence while strengthening your consultative selling, orchestration, and thought-leadership capabilities.

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

• Incubate competitive sales motions to scale. Lead with a Customer First mindset to validate 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. Serve as the competitive sales expert for strategically significant Core and AI opportunities. Bring business value guidance, executive-level positioning, and technical validation to shape decision criteria and accelerate customer decisions.
• Orchestrate to remove blockers and improve outcomes. Partner across Account Team Unit , Specialist Team Unit, Customer Support Unit, partners, engineering, product, marketing, and other stakeholders to build effective compete plans, align resources, address risks, and advance priority pursuits.
• Scale competitive capability through enablement. Deliver structured knowledge transfer, readiness programs, coaching, Compete Clinics, community sessions, and field-facing guidance that enable sellers and partners to compete confidently against priority competitors.
• Generate and activate competitive intelligence. Capture market signals, customer objections, proof points, and lessons from engagements. Synthesize them into actionable insights that influence sales strategy, go-to-market execution, product priorities, and future competitive motions.
• Lead with adaptive expertise and sales discipline. Continuously deepen competitive, technical, commercial, and industry knowledge. Operate effectively in ambiguity, apply sound sales judgment, and use customer evidence and Microsoft’s differentiated value to improve win rates, revenue, adoption, consumption, and usage .

Required/minimum qualifications

Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ 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 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.

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.

Demonstrated experience with Generative AI, AI solutions, cloud architecture, enterprise architecture, systems integration, security, governance, and/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.

Demonstrated ability to rapidly develop technical depth across emerging AI technologies and competitive platforms, and translate that knowledge into clear customer-facing differentiation, technical guidance, and actionable sales strategy.

Ability to operate effectively across technical and business audiences, from architects and IT/security leaders to business decision makers and C-level executives.

Relevant technical certification(s) in cloud technologies, AI, solution architecture, security, or related domain (e.g., Microsoft Certified: Azure Solutions Architect Expert, Microsoft 365 Certified: Enterprise Administrator Expert) or equivalent industry certification.

Experience with AI, Generative AI, cloud platforms, and/or enterprise AI solutions, including the ability to translate 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.

Solution Sales Advisory IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

https://careers.microsoft.com/us/en/us-corporate-pay

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.

Insights from previous hires

Top skills: Business, New Business Development, Strategic Planning

Common previous titles: Manager Customer Success, Sales Advisory, Relationship Manager, Senior Relationship Manager, Sales Relationship Manager, Strategic Account Executive, Specialist, Senior Manager Sales, AE, Sales Manager