Solution Sales Advisor-ABS Global Black Belt (GBB)

Overview

Help shape the future of AI for the organizations that serve and protect our nation. As part of Microsoft’s Copilot Global Black Belt team supporting Government customers, you will help federal and regulated organizations realize the transformational value of Microsoft Copilot and agentic AI. You will work alongside sales, technical, engineering, and product teams to accelerate customer adoption, navigate the unique requirements of Government environments, and turn some of our most complex AI opportunities into measurable customer and business outcomes.

Our purpose is to empower organizations to transform the way they work by harnessing the full potential of artificial intelligence. We guide customers through the evolving digital landscape, enabling them to unlock new opportunities, enhance productivity, and deliver exceptional employee and customer experiences. By integrating advanced AI capabilities across devices, cloud platforms, and everyday business applications, we help organizations realize seamless, innovative, and secure solutions that drive sustained growth and success in the AI era.

Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?

As an AI Business Solutions Global Black Belt (GBB) for Government customers, you will lead strategic engagements that accelerate customer transformation through Copilot and Agentic AI solutions. You will identify high-impact mission driven scenarios, deliver technical proof of concepts, and quantify business value to land first-party, customer-developed, and partner-led solutions at scale. You will also drive platform adoption by translating technical blockers into actionable solutions and positioning Microsoft’s differentiated value in competitive environments.

This opportunity will allow you to accelerate your career growth by mastering consultative selling and technical strategy, developing deep business acumen through executive-level engagements, and honing your ability to scale innovation through repeatable sales motions. You’ll also become adept at navigating complex deal cycles and influencing product direction through customer and field feedback. This role is flexible in that you can work [up to 100%] from home.

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

• Lead strategic Copilot and agentic AI engagements across Government customers, helping organizations identify high-value scenarios and accelerate secure adoption and measurable business outcomes where AI can drive value and develop prototypes or demos to bring those scenarios to life..
• Drive Copilot sales execution and consumption by partnering with account teams to develop opportunities, advance pipeline, address blockers, and support customers throughout their AI transformation journey.
• Serve as a trusted Copilot and AI advisor, connecting customer business priorities and technical requirements to Microsoft’s AI capabilities while helping customers navigate complex and regulated environments.
• Orchestrate resources across Microsoft, partnering with sales, technical specialists, Customer Success, product, engineering, and partner teams to accelerate strategic opportunities and resolve barriers to adoption.
• Build and scale repeatable sales motions by sharing customer insights, competitive learning, best practices, and successful approaches that strengthen Copilot execution across the Government business.
• Represent the voice of Government customers, 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 clearly communicating the unique benefits of our platform.
• Collaborate with internal teams and partners to deliver compelling sales presentations, workshops, and proof-of-concept experiences that align with customer goals.
• Share best practices, tools, and success stories to help other teams and partners replicate winning strategies across industries and regions.
• Provide strategic guidance and coaching to sales teams on how to position AI solutions effectively and close complex deals.
• Gather feedback from customers and partners to help shape future product features, marketing strategies, and support resources.

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.

Military, Public Sector or Federal Government experience and understanding of mission driven outcomes.

Relevant technical certification(s) in cloud technologies, solution architecture, or related domain (e.g., Microsoft Certified: AI Transformation Leader, Microsoft 365 Certified: Copilot and Agent Administration Fundamentals (AB-900), 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: Strategy

Common previous titles: Solutions Architect, Senior Product Manager, Senior Solutions Architect, Strategic Account Manager, Technical Lead, Engagement Manager, Senior Technical Consultant, Product Marketing Manager, Principal Software Engineer, Senior Tech Support Engineer