Are you passionate about advancing scientific discovery and innovation through technology? As an Industry Advisor for Research & Innovation at Microsoft, you’ll play a pivotal role in shaping the future of research institutions across EMEA — helping them unlock the full potential of AI and digital transformation to accelerate impact.
The Industry Advisor (IA) – Research & Innovation is a strategic, customer-facing role designed to accelerate digital transformation across academic and research institutions in EMEA. By bringing deep domain expertise in the research ecosystem, the IA helps institutions harness Microsoft technologies to drive scientific discovery, innovation, and collaboration. The IA is accountable for originating and supporting transformational opportunities, creating net-new pipeline, and engaging with C-level stakeholders to shape long-term strategic partnerships.
You’ll be part of a high-performing, mission-driven team within Microsoft’s Worldwide Public Sector (WWPS), aligned to the Industry and Partner Sales (IPS) organization. You’ll collaborate with global experts and thought leaders, engage directly with C-level stakeholders, and co-create strategic solutions that drive inclusive growth and long-term partnerships. This is your opportunity to bring your domain expertise to the forefront and make a meaningful difference in the research ecosystem.
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
Industry Planning & Engagement
- Acts as industry expert in digital transformation account planning.
- Engages with internal/external stakeholders (e.g., KBLs, GSIs, ISVs) to shape account and partner plans.
- Brings multi-year strategic lens to identify industry/account evolution and Microsoft’s unique value.
- Evangelizes global industry strategies and ecosystem plays in local markets and must-win accounts.
- Maps influential stakeholders and decision makers; partners with ISVs to deepen industry insights.
- Participates in iterative planning with account teams to align tactics and execution.
- Aligns account roadmaps to business outcomes (growth, cost reduction, BDM engagement).
- Accelerates tech adoption by connecting long-term customer vision to Microsoft capabilities.
Multi-Horizon Planning
- Leads strategic planning across three horizons for key accounts.
- Builds segment-focused roadmaps based on business/tech priorities and industry trends.
- Identifies resources to execute digital transformation plans.
- Drives envisioning and articulates roadmap changes around breakthrough capabilities.
Stakeholder Engagement & Influence
- Maps and engages influential stakeholders and decision makers.
- Builds trusted relationships with senior/executive-level customer leaders.
- Defines engagement strategies to influence customer priorities and buying habits.
- Acts as industry advisor to BDMs, applying deep understanding of strategy and trends.
- Navigates complex corporate/political environments to drive business value.
Sales Execution & Opportunity Creation
- Identifies customer needs and industry readiness to open new opportunities, namely via industry scenarios or solutions.
- Crafts repeatable use cases and white space scenarios.
- Aligns solutions with customer priorities and innovation goals.
- Builds pipeline with ATUs and partners; converts industry-specific opportunities into deals.
- Leads customer ideation to integrate Microsoft tech into business strategy.
- Drives strategic opportunities and market-making partnerships with multi-year potential
- Shapes transformative opportunities and drives demand in complex scenarios.
- Builds compelling business cases rooted in industry insights and ROI.
- Incubates early-stage pipeline for large-scale transformation.
- Accelerates new business models and cloud maturity.
- Engages and facilitates strategic discussions with CxOs to design end-state aligned to business goals.
- Ensures post-sales success and value realization.
Collaboration & Partner Ecosystem
- Orchestrates customer opportunities with ATUs, STU, ISD, and partners.
- Drives GTM strategy and formal partnerships.
- Designs envisioned solutions (e.g., pilots, MVPs) with internal/external stakeholders.
- Contributes to recruit and enable partners with industry-aligned solutions.
- Advocates for Microsoft cloud as platform for industry innovation.
Industry Expertise & Thought Leadership
- Pursues continuous learning and certifications.
- Maintains deep knowledge of industry trends, policies, and competitors.
- Shares insights across teams to inform product and sales strategies.
- Advises industry communities and mentors peers.
- Provides feedback to guide future product and solution development
Other
- Embody our culture and values
Qualifications
Required/Minimum Qualifications (RQs/MQs)
- Experience in the Research & Innovation ecosystem | Experience working with or within research institutions, funding agencies, or innovation hubs
- Good understanding of the EMEA research ecosystem and funding landscapes (e.g., Horizon Europe, NSF, NIH).
- Solid understanding of cloud technologies—including Microsoft and competitors—in the context of research domains and workflows, such as collaboration, data management, AI/ML, and scientific computing.
- Demonstrated experience in consultative selling, solution envisioning, or technical pre-sales in research or public sector contexts, with a proven ability to engage and influence senior stakeholders (e.g., CIOs, Principal Investigators, Research Directors).
Additional Or Preferred Qualifications (PQs)
- Bachelor’s degree in a relevant domain (e.g., Research, Education, Government, STEM disciplines) or related fields such as Computer Science, Engineering, or Business Administration.
- Master or PhD is a plus, particularly in scientific or research-intensive disciplines.
- Familiarity with High Performance Computing (HPC), Quantum Computing, and emerging technologies.
- Familiarity with open science, FAIR data principles, and research data management best practices.
- Excellent communication and storytelling skills.
- Experience working in cross-functional teams and matrixed organizations.
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.
