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Overview
Americas - Frontier Industry Advisor - Insurance
Are you passionate about insurance industry transformation for the AI era? Insurance is undergoing a fundamental shift in how carriers, brokers, reinsurers, and benefits providers grow, operate, manage risk, and serve customers. Insurers are moving away from experimentation to enterprise-scale transformation, reshaping underwriting, claims, distribution, policyholder engagement, risk modeling, fraud detection, compliance, and employee productivity. By applying trustworthy, secure, scalable AI, Microsoft is helping insurers reimagine their businesses from outcomes inward, using breakthrough technologies to simplify operations, improve decision quality, deepen customer trust, and unlock new sources of growth. Microsoft's Frontier Industry Advisory team is at the heart of that innovation, working directly with insurance business leaders to rewrite the playbook in light of disruption while living to the mission and business objectives of their industry.
As a Frontier Industry Advisor on the Americas Frontier Insurance Industry team, you will help Microsoft's most strategic insurance customers define and execute AI-led transformation agendas. This role is responsible for originating industry-led business opportunities and executive conversations that connect business outcomes to Microsoft cloud, data, AI, security, and partner capabilities. You will be the insurance industry subject matter expert engaging with senior business decision makers to identify, generate, and nurture transformational opportunities. You will go deep with select customers to help them move beyond isolated pilots toward governed, scalable AI adoption that delivers enterprise outcomes such as profitable growth, combined ratio improvement, claims and underwriting efficiency, better customer and agent experience, operational resilience, and regulatory trust. And you will develop Microsoft's frontier insurance practice overall through thought leadership, targeted customer engagements, and strategic planning with Microsoft's account teams and industry leadership.
Responsibilities
Planning and Engagement
Serves as the insurance industry subject matter expert in digital and AI transformation and account planning. Engages internal stakeholders on account planning and partner business planning, including key business leaders, global systems integrators, independent software vendors, solution partners, and Microsoft account teams. Reviews customer industry plans and lends credibility by aligning Microsoft capabilities to strategic insurance priorities.
Brings a multi-year strategic insurance perspective to account planning. Applies knowledge of insurance market dynamics, AI adoption, legacy modernization, rising claims costs, climate and catastrophe risk, distribution change, aging workforces, evolving customer expectations, regulatory scrutiny, and the shift from reactive risk transfer to proactive risk prevention and advisory models.

• Leads multi-horizon planning that connects customer outcomes, business processes, data foundations, AI capabilities, governance models, and technology investments. Helps customers define roadmaps from near-term productivity and modernization opportunities to enterprise-scale AI operating model transformation.

• Builds and maintains relationships with senior executive-level business decision makers. Acts as an industry advisor to executive teams by understanding their business strategy, operating model, market pressures, regulatory environment, and opportunities to create value with Microsoft technologies and partners.

• Identifies stakeholders, decision makers, influencers, and implementation leaders for strategic insurance transformation opportunities and engages with those leaders to make it happen. Helps teams connect business sponsors, technology leaders, risk and compliance leaders, operations executives, and partner ecosystems around a shared transformation agenda.

Sales Execution
Identifies customer needs, industry readiness, and business value opportunities across the insurance value chain, including underwriting, claims, distribution, customer service, policy administration, actuarial and risk modeling, fraud detection, reinsurance, group benefits, life insurance, property and casualty, specialty insurance, and insurance brokerage.
Leads industry-led conversations that connect Microsoft technology to measurable business outcomes. Helps customers understand how AI, agentic workflows, data platforms, copilots, automation, security, and governance can improve speed, accuracy, cost, customer experience, employee effectiveness, and risk decisioning.
Uses an outcomes-inward approach to shape market-making opportunities. Starts with the customer outcome, such as faster turnaround, higher underwriter throughput, reduced claims cycle time, improved fraud detection, personalized policyholder engagement, increased producer productivity, or lower operational complexity, and works backward to the process, architecture, data, AI, and change-management requirements.
Collaborates with account teams, rapid deployment teams, and other internal stakeholders to build and mature pipeline across the insurance industry territory. Conducts research with customers on their markets, operating models, pain points, and opportunities to apply AI and cloud technologies to enterprise-scale transformation.
Represents the insurance industry perspective in customer conversations and ideation sessions. Helps create a shared vision and future direction for how Microsoft technology can transform the customer's business from the front office to the core operational estate.
Identifies, advances, and scales high-impact repeatable scenarios for strategic accounts, including agentic claims orchestration, AI-assisted underwriting, intelligent document processing, producer and broker copilots, claims fraud investigation, customer service automation, climate and catastrophe analytics, risk placement workbenches, actuarial modeling modernization, compliance support, and enterprise knowledge assistants.
Helps customers move beyond AI pilots to scalable, enterprise-ready transformation. Encourages customers to rethink operating models, redesign workflows, modernize data foundations, and integrate responsible AI practices so AI becomes a source of sustainable business performance.
Creates and maintains an insurance-focused vision with business and technology solution scenarios that help large-scale, high-stakes customers achieve industry-relevant outcomes, advance their long-term corporate vision, and maximize commercial success.
Leads and facilitates strategic discussions with board-level and senior executive stakeholders at customers and within Microsoft to define the future state of insurance operations and show how Microsoft capabilities can help achieve it.
Articulates financial and strategic value cases in insurance business metrics. Connects Microsoft solutions to outcomes such as premium growth, improved loss and expense ratios, faster claims resolution, better risk selection, increased retention, improved agent and employee productivity, stronger compliance, and higher customer trust.
Originates, develops, and drives transformational opportunities and multi-year partnerships. Works with account teams to translate customer priorities into opportunity strategies, solution plays, partner motions, executive alignment, and commercial execution.
Acts as a trusted advisor who can shape, lead, and challenge strategic decision makers. Uses a compelling storyline, strong industry insight, and defensible business case to help customers understand the AI-led transformation journey and sequence that journey into practical action.
Collaboration and Partner Management
Collaborates with account teams, business strategy leads, business development managers, solution architects, technical specialists, industry solution teams, consulting teams, and partner organizations to plan, orchestrate, and execute customer opportunities.
Works across the Microsoft partner ecosystem to bring together capabilities that solve complex insurance business problems. Helps customers understand how Microsoft cloud, data, AI, security, low-code, productivity, business applications, and partner solutions come together into practical, outcome-oriented transformation patterns.
Coordinates with commercial, legal, compliance, engineering, and customer success teams to establish formal partnerships and advance strategic programs that support customer transformation, Microsoft growth, and long-term trust.
Industry Expertise
Builds and maintains knowledge of insurance industry trends, Microsoft capabilities, competitive dynamics, partner solutions, regulatory considerations, and emerging AI patterns. Maintains a perspective on how AI is transforming insurance from task-level automation to enterprise-scale operating model change.
Serves as an insurance thought leader within Microsoft and with customers. Advises internal teams on industry trends, customer pain points, emerging use cases, and market-making opportunities where Microsoft solutions can support insurance outcomes.
Provides feedback across the Microsoft ecosystem, including sales, marketing, engineering, partner, solution, and product teams, to inform future product direction, solution development, industry messaging, and sales execution.
Helps customers and internal teams understand the implications of responsible AI in insurance, including transparency, explainability, human oversight, model governance, privacy, security, bias mitigation, regulatory compliance, and auditability.
Advises and presents at customer, partner, and industry forums. Contributes to industry communities and executive engagements that position Microsoft as a strategic partner for AI-led insurance transformation.
Establishes a learning baseline for less experienced colleagues and shares industry knowledge, customer insights, and patterns that improve team capability and field execution.
Other
Embody Microsoft's culture and values.
Qualifications
Required/Minimum Qualifications

• Bachelor's Degree in a relevant technology, business, or strategy field AND 7+ years of customer-facing experience in insurance, financial services, management consulting, consultative selling, enterprise technology, digital transformation, data, AI, or industry-relevant equivalent management or technical work experience OR Master's Degree in a related field AND 5+ years of customer-facing experience in insurance, financial services, management consulting, consultative selling, enterprise technology, digital transformation, data, AI, or industry-relevant equivalent management or technical work experience OR 10+ years experience in a consultative sales, advisory, strategy, transformation, or industry leadership capacity within the insurance industry, serving insurance customers through enterprise technology, management consulting, professional services, systems integration, fintech, insurtech, or related industry roles.

Additional or Preferred Qualifications

• Experience working with insurance business leaders on transformation opportunities across areas such as underwriting, claims, distribution, customer experience, policy administration, actuarial and risk modeling, fraud, compliance, life insurance, property and casualty, reinsurance, brokerage, group benefits, or specialty insurance.

• Ability to engage senior business decision makers, shape business value propositions, and translate strategic insurance priorities into technology-enabled transformation opportunities.

• Working knowledge of cloud, data, AI, automation, security, and modern application capabilities as applied to regulated financial services and insurance environments.

• Proven ability to work across account teams, solution teams, engineering, partners, consulting organizations, and senior customer stakeholders to shape complex transformation programs and drive execution.
• Knowledge of insurance business and technology domains, including claims, underwriting, distribution, policyholder engagement, producer and broker productivity, actuarial modeling, risk management, regulatory compliance requirements, core systems modernization, and customer experience.

• Experience helping large enterprise customers move AI initiatives from ideation to production-scale transformation with measurable business outcomes.

• Experience developing executive narratives, industry points of view, business cases, transformation roadmaps, co-innovation proposals, partner strategies, and multi-horizon account plans.

• Familiarity with responsible AI, model governance, data governance, security, privacy, and regulatory considerations in insurance or other regulated industries.

Industry Advisory IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay
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 an