EMEA - Frontier Industry Advisor - Insurance

Planning and Engagement 

• Serves as the insurance industry subject matter specialist 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 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 expand 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 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, deep industry insight, and defensible business case to help customers understand the AI-led transformation journey and sequence that journey into practical action. 

Forward Deployed Engineering (FDE) 

• Champions Forward Deployed Engineering—a core motion of Microsoft’s Frontier Company strategy—helping strategic insurance customers move from AI ambition and isolated pilots to embedded, co-engineered, production-grade solutions delivered by Microsoft’s forward-deployed engineering teams. 

• Actively identifies, originates, and qualifies FDE opportunities across the account portfolio, recognizing the signals of a leading engagement—a material business problem with executive sponsorship, clear intent to reach production, a need for embedded engineering rather than staff augmentation, and meaningful use of the Microsoft platform—and works with the account team to bring those opportunities forward. 

• Partners closely with FDE engineering crews throughout the engagement lifecycle and acts as an industry front door for FDE—connecting business sponsors, account teams, and delivery leaders around a shared agenda, and aligning industry strategy and business-value cases with hands-on co-engineering so that insurance AI and agent scenarios (such as underwriting, claims, and fraud) scale securely and sustainably into production. 

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, market 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.