Overview:

Microsoft's AI Business Solutions Business helps enterprise customers to modernize and transform core business processes using Microsoft cloud and AI technologies. We are looking to hire a Principal Solution Specialist, AI Business Process, based in or near New York City, where you will have the opportunity to be a senior transformation leader within Microsoft’s AI Business Solutions organization, owning and shaping some of our most complex, high-impact enterprise engagements. You will lead AI-driven business transformation across Copilot, Dynamics 365 (CRM & ERP), Power Platform, and agent-based solutions, partnering directly with C‑Suite executives, IT leaders and Business Decision Makers at strategic customers.

At Microsoft, we are redefining how organizations operate in the era of AI. In this role, you will not only sell solutions—you will define the problem space, influence customer strategy, and co-create the solution vision, enabling customers to fundamentally rethink business models, operating processes, and workforce productivity through AI.

You will act as a trusted executive advisor, recognized for deep business acumen, industry insight, and AI thought leadership. Your impact will extend beyond individual deals to portfolio-level growth, solution play evolution, partner ecosystem leverage, and internal v-team orchestration.

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:

Strategic Account & Executive Engagement

• Serve as a senior executive advisor to C‑Suite executives and business leaders, leading AI-driven transformation conversations with senior decision makers.
• Own strategic account planning for complex enterprise customers, including long-term transformation roadmaps, whitespace identification, and competitive strategy.
• Translate customer business strategy into AI-enabled operating models and solution architectures across CRM, ERP, Power Platform, and Copilot.
• Own enterprise-wide AI transformation strategies across multiple accounts or a strategic portfolio.

Solution & Value Leadership

• Lead end-to-end solution envisioning, from problem definition through business case, architecture, and transformation roadmap.
• Drive business value articulation (ROI, TCO, productivity, growth, risk mitigation) and align solutions to measurable outcomes.
• Deliver compelling, executive-ready proposals with commercial models aligned to customer priorities and transformation maturity.
• Influence customer long-term business and digital strategy, not just solution selection.
• Operate with high autonomy, defining engagement models, deal strategy, and value narratives.

Pipeline, Deal & Portfolio Ownership

• Build, qualify, and manage a healthy, high-quality enterprise pipeline, translating executive priorities into funded initiatives.
• Orchestrate complex deal cycles involving multiple solution areas, partners, and internal stakeholders.
• Maintain disciplined forecasting, deal hygiene, and risk management across the portfolio.
• Drive material revenue impact, pipeline health, and transformation outcomes at scale.

Ecosystem & Internal Leadership

• Leverage and influence the Microsoft partner ecosystem (SIs, ISVs, advisory partners) to scale impact and accelerate outcomes.
• Act as a v-team leader, coordinating Sales, Engineering, Industry, Marketing, Licensing, Legal, and Executive stakeholders.
• Contribute to industry thought leadership, customer references, and internal best-practice sharing.
• Shape internal strategy by influencing solution plays, partner motions, and go-to-market execution.

Japan Market Responsibility

• Serve as a Solution Specialist responsible for Japanese enterprise customers, working in close alignment with the Japan team.
• Apply strong understanding of Japanese business practices, executive engagement styles, and decision frameworks to build trusted relationships and deliver successful outcomes.

Other

• Embody our culture and values

Qualifications:

Required/Minimum Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management
• OR equivalent experience.

Other Requirements

• This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.

Preferred Qualifications

• 10+ years of enterprise solution sales, strategic account management, or business transformation experience.
• Proven experience engaging with C‑level executives and senior business decision makers.
• Well versed in AI-driven business applications, including CRM, ERP, agent based architecture, and platform-based solutions.
• Demonstrated ability to lead end-to-end business transformation initiatives, not point solutions.
• Experience driving AI, digital transformation, or automation initiatives across multiple business units.
• Experience facing Japanese customers and business practices is highly desirable.
• Track record of exceeding targets through strategic, value-based selling.
• Prefer Executive Stakeholder Management experience as well as Complex Deal Orchestration & Negotiation

Solution Area Specialists IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 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.