Sr Solution Sales Advisory - Cowork and Agents

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, Cowork 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.

Microsoft's AI Business Solutions (ABS) organisation is building a specialist team focused on customer consumption of agentic technologies (principally Copilot, Cowork and Copilot Studio). The Solution Sales Specialist, ABS Consumption, works with enterprise customers to identify the roles and recurring business processes where agentic capability creates durable, measurable value, and then supports those customers from initial concept through to production deployment.

The role combines consultative customer engagement with technical fluency. The specialist partners with account teams, solution engineers, customer success resources and Microsoft partners to establish a named business sponsor, a defined user cohort and an agreed value case in each engagement, and works those engagements through to sustained production use. Success is measured by repeat customer usage, realised customer value and eligible consumption revenue, rather than by licence volume or activity metrics.

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

Identify and qualify opportunities within assigned accounts by mapping business processes to the user cohorts that perform them, establishing the recurring nature of the work, the accessible data, the review requirements and the business owner who funds adoption.

Build and maintain an account plan for each assigned customer that names the target cohort, the recurring workflow, the business process owner and the agreed measure of value, and keep it current in the sales system of record.

Lead customer engagements from envisioning through proof of concept to production deployment, coordinating Microsoft technical resources and partner delivery capability at each stage.

Deliver persona-based scenario workshops and executive briefings that demonstrate applied capability against the customer's own business processes.

Advise customers on consumption economics, including capacity planning, cost-per-outcome modelling and the financial operations practices required to budget and govern agentic workloads.

Track and report adoption, retained usage and realised value across assigned accounts, and escalate commercial, technical or delivery blockers to the appropriate Microsoft teams.

Capture and publish repeatable implementation patterns from each engagement so that proven approaches can be reused by other account teams, the solution engineering community and Microsoft partners.

Collaborate with partner organisations to extend proven patterns to a broader set of customers, contributing to partner enablement materials and joint customer engagements.

Maintain current knowledge of the Microsoft agentic product portfolio, the landscape and the industry and regulatory considerations affecting customer adoption.

Contribute to team planning, forecasting and business reviews, providing accurate and timely pipeline information in the sales system of record.

Qualifications

Required/minimum 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.

Business proficiency in both Japanese and English is required.

Additional or preferred 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.

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.

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.