Overview
In this role you shape Microsoft’s defense and intelligence industry strategy across EMEA, partnering with government and industry executives to drive digital transformation using Microsoft technologies. You’ll guide sales teams, lead industry-focused planning, and develop high-value opportunities in the Defense Industrial Base. This senior, cross-functional position emphasizes strategic influence, leadership, and measurable outcomes. Expect significant travel and a strong emphasis on collaboration, thought leadership, and customer value.
Responsibilities
- Act as the industry thought leader for Defense, Intelligence and the Defense Industrial Base in digital transformation account planning
- Coach and develop industry experts to lead executive-level discussions and land value propositions
- Drive multi-horizon, segment-focused roadmaps and identify resources for digital transformation plans
- Build and maintain influential relationships with senior decision-makers and partners to create repeatable industry-led growth opportunities
- Collaborate across account teams, ISD, FDE, and partners to design and illustrate solutions (pilots, PoCs, rapid prototyping)
- Orchestrate V-team and manage stakeholder engagement to accelerate customer transformation and cloud adoption
- Lead opportunities from industry perspective, providing strategic guidance during pursuit and post-sale value realization
- Develop pipelines for large-scale digital transformation opportunities and drive market-shaping partnerships
- Ensure alignment of account roadmaps with customer and Microsoft priorities and drive scale across ecosystems
- Provide industry insights to internal teams to influence product strategy and sales blockers
- Represent industry perspective in account planning with KBLs, GSI, ISV and partner ecosystems
Key requirements
- 7+ years of customer-facing experience in operations, improvement programs, product management, or related fields (Bachelor level)
- 5+ years with a Master’s degree in a related field or equivalent experience
- 10+ years of proven sales experience in a relevant industry domain or 8+ years in a deep industry role
- Active UK clearance
- Eligibility to work in Microsoft Cloud environments
- Strategic influence and advisory capabilities
- Strong cross-functional collaboration and relationship-building
- Executive-level communication and storytelling
- Microsoft cloud familiarity
- AI, data, and security concepts in the context of digital transformation
- Forward Deployed Engineering (FDE) awareness
Defense and Intelligence Industry Advisory, United Kingdom employer: Microsoft
At Microsoft, we pride ourselves on being an exceptional employer, particularly for the role of AI Business Solution Sales Manager. Our culture is rooted in innovation, inclusivity, and continuous learning, providing employees with ample opportunities for professional growth while working in a dynamic, fast-paced environment. With a strong focus on collaboration and customer success, our team members are empowered to make a meaningful impact, supported by industry-leading resources and a commitment to employee development.
