Global Strategic Pursuit Lead – AI Business Process

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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.

As the Global Strategic Pursuit Lead – AI Business Process, you drive opportunities are global, complex and require senior executive sponsorship, Account Team Unit (ATU) partnership, and cross-functional collaboration to secure strategic wins beyond the standard sales cycle, working closely with CVP AI Business Solutions and Global Sales Leader of AI Business Process. This will allow you to work with senior executives within Microsoft and customers; working across various functional groups, including product group support to foster partner co-sell opportunities.

The AI Business Process Global Black Belt (GBB) teams are high-level sellers with a passion to help customers digitally transform the way in which their business runs, driving new levels of profitability for their organization. As a member of our Global Black Belt Team, you will lead with industry-aligned narrative, focused on outcome-driven sales engagements. Working with our most important customers and partners, you will help deliver end-to-end AI-led business transformation by envisioning solutions and associated business value to existing pain points and needs. You will execute the sales process, from validating opportunities, to pitching transformative solutions, to landing AI transformation wins with customer reference examples. You will own the orchestration of a virtual pursuit team of technical (solution) experts including presales, co-sell partners, and Independent Software Vendors (ISVs). You will provide customers with new and emerging solutions aligned to their business needs within the Microsoft AI Business Process portfolio of offerings through our defined sales method. You will establish yourself as an expert resource to internal peers and teammates to help document win and loss patterns, provide feedback to Marketing and Product groups, and new best practices in community forums.

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.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Required Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management
  • OR equivalent experience.
• 7+ years of experience selling business applications to customers with global presence and driving business process transformation projects.
• 1+ year of experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government.

Other Requirements

• Microsoft is unable to sponsor a work visa for this role due to the nature of the role’s job duties.

Preferred Qualifications

• 15+ years solution or services sales experience:
  • Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications to large enterprise accounts exceeding sales targets.
  • Deep Understanding of Business solutions, specifically: Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, and Low Code offerings
• 5+ year of experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government.
• Broad understanding of commercial cloud offerings, ideally including Microsoft’s cloud platform, as well as competitors and related ecosystems. Security, regulatory and compliance needs of global customers.
• Design Thinking and Solution Envisioning and presentation, white-boarding, and communication.

Solution Area Specialists IC6 - The typical base pay range for this role across the U.S. is USD $158,400 - $243,000 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 $202,000 - $267,000 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

Microsoft will accept applications for the role until October 13, 2025.

• Advance qualified pipeline and support strategic account wins by landing our solution vision, business value, and securing the customer’s solution design endorsement.
• Partner cross-organizationally and engage with customers to support the development of future growth sales motions and to secure market making wins and complex deals.
• Engage and activate partners & Customer Success teams to support solution design and post sales implementation planning.
• Learn, capture and share win/loss patterns to improve and optimize our sales motions and ensure regional business performance.
• Collaborate with Business Architecture and Marketing to refine our sales motions, content and programs.