Solution Sales Advisory

The Strategic Partnerships Team (SPT) works on Microsoft’s most complex, high-value and strategically important customer opportunities across Asia. As an experienced Strategic Technical Lead (STL), you will act as the technical conscience and Deal CTO for region-defining partnerships, shaping opportunities from customer business strategy and qualification through commercial commitment, execution readiness, consumption and measurable value realisation.

This is an experienced, front-line sales and technical leadership role, not a traditional solution architecture, technical specialist or delivery position. You will lead from the front, starting with the customer's business strategy and commercial priorities, then shape the integrated technology strategy required to deliver those outcomes. You will personally shape major pursuits, challenge customer and internal assumptions, influence C-suite stakeholders, and create clarity and momentum in high-ambiguity situations.

Beyond individual deals, you will raise the bar across SPT Asia by coaching others, creating repeatable patterns, shaping cross-region strategy and contributing to decisions that improve the quality, speed and scale of strategic pursuits.

At Microsoft, our mission is to empower every person and every organisation on the planet to achieve more. In this role, you will:

• Work on region-defining Cloud and AI transformation programmes across Asia and help strategic customers become Frontier organisations.
• Influence some of Microsoft’s largest customer, technology and commercial decisions.
• Operate with significant visibility, autonomy and accountability in a small, experienced team.
• Collaborate with world-class leaders across sales, engineering, research, partners and customers.
• Help define how SPT and the Frontier model evolve across Asia.

Responsibilities

Lead business and technology strategy

• Build a deep understanding of customer business priorities, industry dynamics, transformation goals and executive success measures.
• Bring an outside-in industry, market and ecosystem point of view that challenges assumptions and identifies new transformation opportunities.
• Translate customer business strategy into an integrated technology strategy, cloud adoption path, consumption model and execution plan.
• Engage credibly with CEOs, CIOs, CTOs, CFOs and other key leaders, adapting the narrative to business, commercial and technical audiences.

Own major strategic pursuits as Deal CTO

• Lead the end-to-end technical strategy for Microsoft’s largest and most complex partnerships across Asia.
• Personally shape the path to close, including qualification,strategic differentiation, technical and commercial trade-offs, risk mitigation, stakeholder alignment and execution readiness.
• Ensure proposed strategies are technically credible, commercially viable, executable and capable of delivering measurable customer value.
• Maintain leadership across multiple workstreams and specialist teams without losing end-to-end accountability for the customer outcome.

Shape commercial and consumption strategy

• Develop robust, realistic and optimised consumption models, financial scenarios, forecasts and ramp plans that create a credible path from commitment to realised value.
• Partner with sales leadership on commercial constructs, Azure commitments, pricing and discount trade-offs, deal expansion and long-term partnership value.
• Create urgency, influence customer commitments and actively drive deal progression rather than limit contribution to recommendations or solution design.
• Use business value, ROI, TCO and value-realisation models to align executive stakeholders and support investment decisions.

Lead integrated Cloud and AI transformation

• Connect Applications & Infrastructure, Data & AI, Security and modern engineering into an integrated transformation strategy and deal narrative.
• Operate above individual product motions while drawing on specialists and engineering teams where deeper expertise is required.
• Ensure opportunities transition successfully into delivery, consumption acceleration and early value realisation.

Raise the bar across SPT Asia

• Lead and influence virtual teams across sales, engineering, partners and corporate functions without relying on formal authority.
• Coach peers and field teams on business-first strategy, deal leadership, cross-workload thinking and execution discipline.
• Create reusable approaches, assets and practices that improve multiple pursuits across countries and industries.
• Contribute to Asia-level priorities, portfolio choices and leadership discussions beyond assigned accounts.

What Success Looks Like

• You establish trusted C-suite relationships and shape customer transformation agendas, not only technology choices.
• You create measurable deal impact and personally drive strategic commitments, consumption and business value.
• You lead integrated Cloud and AI strategies across workloads and maintain accountability from strategy through execution.
• You bring structure, judgement and executive clarity to complex and ambiguous situations.
• You strengthen the wider SPT Asia organisation through coaching, repeatable practices and impact beyond your assigned pursuits.

Qualifications

Required / Minimum Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ 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

• Significant experience in strategic sales, Deal CTO, enterprise transformation or technical strategy roles, with a track record of combining business, commercial and technology leadership in complex customer engagements.
• A sustained track record of personally shaping and materially influencing large, complex technology and commercial commitments.
• Demonstrated success engaging C-suite and board-level stakeholders and translating business priorities into technology and commercial strategy.
• Broad technical credibility across the Microsoft Cloud ecosystem, including Azure, Applications & Infrastructure, Data & AI, Security and modern engineering.
• Proven commercial acumen, including experience with consumption planning, business cases, ROI/TCO, financial scenarios and commercial trade-offs.
• Ability to communicate complex issues with clarity, brevity and executive presence.
• Proven ability to lead virtual teams, navigate ambiguity, challenge constructively and make sound decisions with incomplete information.
• Experience operating across countries, cultures and organisational boundaries in Asia.

• Experience leading region-defining transformation programmes, strategic cloud commitments or multi-workload pursuits.
• Recognised leadership beyond an individual account or specialist domain, including coaching, scalable assets or cross-region impact.
• Experience with Microsoft strategic accounts, partner ecosystems or complex enterprise sales motions.
• Professional-level Japanese language capability is highly desirable, reflecting the strategic importance of customer opportunities in Japan. Korean, Mandarin, or other Asian-language capability would also be beneficial.
• Additional Asian language skills and experience working across Japan, Singapore, Australia/New Zealand, India or ASEAN are advantageous.

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.