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. **Responsibilities** **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. **Qualifications** **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. Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .