Industry Advisory - Defence and Intelligence

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Date posted

Sep 01, 2025

Job number

1863318

Work site

Up to 50% work from home

Travel

25-50 %

Role type

Individual Contributor

Profession

Sales

Discipline

Industry Advisory

Employment type

Full-Time

As an Industry Advisor for Defence and Intelligence, you will play a pivotal role in driving digital transformation and innovation across the Defense and Intelligence industry. Your mission is to engage with executive-level stakeholders to co-create strategies that unlock new revenue streams, optimise operations, and deliver hyper-personalised experiences through cutting-edge technologies.

You will bring deep domain expertise in the Japanese Defence Industry , with a strong understanding of industry-specific applications for AI and digital in the Defence ecosystem. Your insights will help shape transformation strategies that align with broader business goals and industry trends.

Qualifications

Required/Minimum Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 10+ years customer-facing experience in the Defence Industry

• OR Master's Degree in Computer Science, Information Technology, Engineering, Business or related field AND 8+ years customer-facing experience in the Defence Industry

• OR equivalent experience.

Key Responsibilities

• Strategic Engagement: Act as a trusted advisor to C-level decision-makers, identifying innovation opportunities and aligning technology capabilities to industry-specific challenges.
• Digital Transformation Leadership: Guide customers through the adoption of AI, cloud, and data-driven solutions to modernise legacy systems, enable predictive operations, and accelerate time-to-market for new services.
• Sales Enablement: Lead industry-focused sales motions, support account planning, and contribute to pipeline growth through thought leadership and customer co-innovation.
• Ecosystem Collaboration: Partner with ISVs, SIs, and infrastructure providers to scale industry solutions across the WWPS landscape.
• Knowledge Sharing: Translate complex industry trends into actionable insights for internal teams, helping shape go-to-market strategies and solution development.

Planning & Engagement

• Acts as the industry expert in digital transformation account planning, driving engagement with internal/external stakeholders (e.g., Key Business Leaders, GSIs, ISVs).
• Provides thought leadership on global industry trends to activate and evangelize Microsoft strategies in local markets and key accounts.
• Leads relationship and stakeholder mapping to identify influential decision makers, accelerating account maturation and strategic alignment.
• Owns multi-horizon planning, creating segment-focused roadmaps based on business and technology priorities.
• Builds influential relationships with executive-level decision makers, positioning Microsoft as a strategic partner.
• Navigates complex environments to ensure alignment and execution of account roadmaps, regularly communicating as a thought leader.

Sales Execution

• Identifies solution opportunities and gaps based on customer needs and priorities.
• Advances high-impact, repeatable use cases and scenarios for reuse across customers and solution plays.
• Envisions new product scenarios and works with product teams to address white spaces.
• Accelerates solution plays with an industry narrative, leveraging expertise to drive innovative opportunities.
• Leads strategic discussions with board-level and senior executive stakeholders to design end states aligned with customer goals.
• Shapes strategy by providing long-term recommendations and building compelling business-value cases for Microsoft solutions.
• Recognized as a trusted advisor, guiding senior decision makers through consultative selling and strong financial business cases.

Collaboration & Partner Management

• Engages with Business Strategy Leads, Business Decision Makers, and Partner Development Managers to orchestrate customer opportunities.
• Collaborates with Industry Solutions Delivery, solution architects, and external stakeholders to design envisioned solutions.
• Drives go-to-market strategy and formal partnerships, articulating the case for developing solutions on Microsoft cloud.
• Shares consultative selling approaches and best practices, guiding account teams and prioritizing scalable opportunities.

Industry Expertise

• Completes required training and certifications, acting as a subject matter expert and thought leader.
• Shares industry depth, trends, and policy implications, providing recommendations and feedback across teams.
• Proactively seeks additional training to build career competencies and industry-specific expertise.