Overview

Microsoft recognizes Digital Native companies as the driving force behind the next wave of innovation and long-term economic growth. Across industries such as e-commerce, fintech and AI, these organizations are reshaping markets and redefining how people live and work. With the Microsoft's technology, our mission is to enable startups and unicorns to securely build, scale, and operate their businesses by leveraging a global ecosystem of customers, developers, partners, and investors. As part of the Digital Natives Asia Team, you will engage with a portfolio of high-potential digital native companies to develop and expand strategic sales relationships. You will partner closely with founders and senior leaders to support product development, achieve product-market fit, and accelerate sustainable growth through Microsoft’s cloud and AI platforms.
In this role, you will:

• Lead customer engagement and sales strategy aligned to customer business, AI transformation, and security priorities, acting as a trusted advisor to senior decision makers.
• Drive end-to-end deal orchestration across internal teams (ATU, CSU, ISD) and partner organizations (GPS), ensuring seamless execution throughout the sales lifecycle.
• Own sales and pipeline management, leveraging AI-powered analytics, forecasting, and consumption insights to drive growth, adoption, and predictable renewals.
• Develop and execute market and sales strategies through whitespace analysis, market intelligence, and cross-functional collaboration to capture emerging opportunities.
• Guide customers through AI- and cloud-driven transformation, differentiating Microsoft’s solutions and accelerating measurable customer value realization.

We are looking for a customer-obsessed, strategic, and collaborative leader who thrives in complex environments and enjoys driving outcomes through influence and partnership. This role offers the opportunity to work on some of the most impactful customer engagements in the region, supported by Microsoft’s global ecosystem, advanced AI capabilities, and a strong culture of execution.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees, we embrace a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day, we live our values of respect, integrity, and accountability to foster an inclusive culture where everyone can do their best work and grow their careers.
In alignment with Microsoft’s values, we are committed to cultivating an inclusive work environment that positively impacts our culture every day.

Responsibilities Customer Engagement

• Leads the sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Leads partner teams and resources, and fosters lasting relationships that activate co-selling strategies and drive partner attach to each opportunity through every stage in the sales lifecycle. Leads partner organization connections (i.e. GPS) that lead to enduring relationships, shared gains, partner health and alignment with execution plans to accelerate customer value realization at scale.

• Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Leads strategy development for driving and closing complex, high-value opportunities. Partners across organizations (e.g., Account Team Unit ATU, CSU, ISD, GPS) to drive deal orchestration and ensure seamless handoffs throughout the deal lifecycle. Advances best practices to gain customer trust, secure deals, and strategically mitigate risks to enhance sales activities across the market.

Sales & Pipeline Management

• Strategically analyzes business and emerging opportunities to enhance the customer portfolio and drive customer innovation. Integrates technology (e.g., AI sales agents, automation, Power Platforms) to accelerate growth across assigned domain. Employs comprehensive analysis of propensity, renewal, consumption, and usage data to refine and execute sales strategy. Manages optimization of partners assigned to each account and/or opportunity to ensure seamless handoffs with other teams (e.g., Global Partner Solutions GPS, Customer Success Unit CSU, Industry Solutions Delivery ISD, Partner) throughout the deal lifecycle.

• Leads sales pipeline reviews with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Coaches others on and maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes Coaches others on and leads to achieve usage and/or consumption pipeline hygiene targets to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.

Sales Strategy

• Leads discussions with senior stakeholders and decision makers for high-value customers to identify, qualify, and accelerate sales opportunities. Serves as a key point of contact for, and partners with internal senior stakeholders within and across organizations to strategically drive customer success. Proactively engages with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Ensures the integration of security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.

• Leads collaborations with others on whitespace analysis and leverages expertise to identify and capitalize on business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Integrates and translates market intelligence, trends, and insights to inform team strategy. Refines and evolves the established market analysis approach to ensure proactive alignment with strategic directives and emerging market trends.

• Synthesizes evaluation of the solution area(s) and market to strategically align sales plays with complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Drives cross-functional collaboration to propose and prioritize solutions and strategies that drive customer business objectives. Proactively identifies and addresses gaps, setting the direction for market engagement and sales execution.

• Leads partnerships with others cross-organizationally and guides the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services. Crafts and refines strategies and engages with customers to distinguish Microsoft’s offerings in the competitive landscape. Acts as a subject matter expert and trusted advisor for customers and drives the adoption of technologies and solutions that align and advance their strategic goals and drive digital transformation.

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.

Additional or preferred qualifications- Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management OR equivalent experience.

• 6+ years solution or services sales experience.

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.