Microsoft's mission is to empower every person and every organization on the planet to achieve more. Our mission is our company's goal and what each of us strives to achieve every day. As a culture, we are always learning, customer-driven, curious, experimental, and open. We celebrate our differences and seek to listen and learn from one another for the benefit of our employees, our products, and our community. AI Workforce represents a team of experts dedicated to helping our customers embrace new ways of working as they pursue digital transformation. We are partners to field sellers and help them gather key insights, test, and incubate new strategies, and share learnings with leaders across sales, engineering, and marketing to drive successful outcomes. We are technologists and business strategists who combine our diversity of skills, experiences, and perspectives to do our best work for our customers. AI Workforce Principal Global Black Belt (GBB) is an experienced business and technical leadership role in the Asia Time zone Regional Leadership team focused on end-to-end sales execution (including M365 Copilot, other M365 workloads including incubation products, Extensibility value propositions including Copilot Studio and other AI Workforce sales plays). Responsibilities End to end business and technical leadership (~70% of the role) will be focused on: Leading selected strategic and complex sales opportunities and customer engagements in partnership with the Area sales teams - with the focus on M365 Copilot and other Cross solution transformation deals covering the breadth of product solutioning to functional business value engagements (BVA) and customer engagements. Driving scalable coaching with the Area sales teams to diversify the sales plays from mainstream to more advanced scenarios leading to future expansion with the focus on a "challenger mentality" by inspiring field sellers to engage early and lead with new insights on how to grow the customers' business across rest of the AI Workforce stack from secure productivity, Employee experience, Front line worker to Virtualization and Surface devices. Role modelling BDM and C-suite engagement with new AI Workforce sales plays and identifying insights and learnings to make recommendations for scaling motions to broader field and partners. Identifying market trends and in-depth customer insights for optimization and development of the AI Workforce sales programs and value propositions. Continuously find new opportunities to increase our sales teams' capability and fluency with solution selling and value conversations, sharing best practices and contributing to the development of future readiness programs. Championing the customer asks, blockers and escalations to progress deals faster into closure. Contributing to the Asia Time zone Regional strategic and operational plan reactively or proactively, subject to specific Area and Asia Time zone regional needs. Solution area strategy and growth (~30% of the role) will be focused on: Driving programmatically selected motions and/or strategic focus areas in partnership with the corporate and field stakeholders for positive business impact in the chosen Areas (this will involve initiatives like selected strategic big bets, sales motions like 'continuous selling' or landing increased investment to support challenged Area). Contributing to solution area future growth planning regarding sales motions and value proposition design (including new SKUs) with strong Asia Time zone regional point of view with consolidated feedback, learnings, and insights. Leading best practice sharing across Areas, Asia Time zone Regional, and communities to multiply the business impact in selected solutions or motions. Influencing stakeholders to keep AI Workforce Solution Area high in the senior leadership agenda in the Asia Time zone Regional and Areas, supporting executive customer conversation by showcasing relevant solutions/sales plays and therefore gaining mindshare. Qualifications Experiences Required: key experiences, skills and knowledge: Solution understanding. Understanding of relevant AI Workforce cloud technologies. Ability to learn and develop depth on M365 Copilot and rest of AI Workforce solutions, including value selling and compete. Strategic thinking & execution. Ability to identify key market trends and deep recurring customer insights which help to develop future propositions and strategies. Ability to improve sales and business strategy options in partnership with other stakeholders, while also being able to execute on complex opportunities successfully. Excellent interpersonal skills and a collaborative relationship building style. Distinguished written and verbal communication skills to confidently present to customers, partners and in internal business reviews for senior leadership and key stakeholders. Ability to influence decision making with compelling and data-driven proposals. Performer. Ability to manage multiple projects and initiatives simultaneously and programmatically with clear prioritisation. Highly driven person and a self-starter who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against the skilled and diverse competition. Growth Mindset. Ability to effectively and efficiently change a system for an outcome over time and to overcome and work around challenges that are inevitable in rapidly growing businesses - a positive approach to problem-solving, learning, and development of potential. Education & experience BS/BA degree or M.Sc/MBA is required either in technical or business field. Additional training in sales, business or marketing preferred. Minimum of 10years of relevant experience in the solution sales, GBB or solution/ technical leadership roles, preferably in the sales/customer and partner interface. Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .
