Digital Solution Area Specialist - Cloud & AI

Are you passionate about AI and eager to transform the IT landscape? Join our dynamic Cloud & AI team as we lead the charge in AI transformation! As trusted advisors, we help customers modernize their infrastructure, optimize operations, and drive innovation with Cloud & AI's cutting-edge AI capabilities. Whether it's migrating and modernizing estates to be AI-ready, accelerating innovation with AI agents and platforms, empowering development teams with AI, or unifying and modernizing data estates, we help customers build technology solutions to achieve their business needs. 

In this role, you'll be at the forefront of AI growth and disruption, guiding customers through their AI journey and helping them achieve their strategic goals. You'll ensure customers can fully harness the transformative potential of AI to stay ahead of the competition. If you're ready to make a significant impact and drive AI transformation, we invite you to join us and be part of this exciting journey! 

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.  

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.  

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business. 

As a Cloud & AI Digital Solution Area Specialist you will be a solution sales leader within our mid-market sales organization working with our most important customers. You will collaborate with a team of technical, partner, and consulting resources to advance the sales process and exceed quarterly Cloud & AI revenue targets in your assigned accounts.

This opportunity will allow you to:

• Accelerate your career growth by leading high-impact Cloud and AI Solution Plays across diverse industries and engaging in strategic customer conversations.
• Hone your technical and consultative selling skills through deep engagements with customers and partners, while building confidence in solution design and execution.
• Develop deep business acumen by aligning cloud strategies with customer transformation goals and success metrics, and by participating in immersive learning experiences.
• Strengthen your leadership and influence by collaborating across teams, contributing to a culture of innovation, and sharing best practices.
• Build future-ready capabilities through certifications, hands-on workshops, and continuous learning in cloud and AI technologies.

 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

Sales Excellence

• Manages the end-to-end business of the assigned territory; conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
• Collaborates with partners and resources and leverages customer insights or industry knowledge; contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
• Participates in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.
• Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience; manages and/or orchestrates sales and delivery success through the account team and pursuit team.

Sales Execution

• Identifies customer business needs and technical readiness; collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs; leverages the value propositions to communicate business impact of proposed solutions.
• Implements strategies to help accelerate the closing of deals in collaboration with other team members; implements close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.
• Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry; has a fundamental understanding of customers' business to initiate conversations with customers on digital transformation in a single solution area, in collaboration with partners and services; shares learning on digital transformation through seminars, workshops, Webinars, and direct engagement.
• Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are; participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.
• Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners; identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
• Collaborates with team members to discover new opportunities; drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams); collaborates with account teams, partners, or services to track, qualify, and expand new opportunities; collaborates with other teams (e.g., account teams) and services to build pipeline; interfaces with customers and builds relationships via social selling; applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.

Scaling and Collaboration

• Applies the orchestration model to support deal closure by identifying and aligning internal stakeholders and leveraging relationships with partners.
• Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell products, solutions and services; identifies new partners by researching and discussing with partners on customer scenarios; develops joint proposals and consumption plans with partners; implements partner strategies to scale the business.

Technical Expertise

• Researches competitor products, solutions, and/or services and collaborates with the "compete" global black belts (GBBs) to implement strategies to position Microsoft against competitors in customer communication.
• nsformation across infrastructure, data, and AI platforms. Address business and technical needs with demos, whiteboarding, and solution storytelling.

Own And Convert Pipeline:

Manage forecast and pipeline from early-stage to close. Use tools like Industry Account Plans (IAP), Landing Experience Plans (LXP), and checklists to execute territory planning and strategies and drive revenue.

Orchestrate Across Teams:

Partner with Account Executives, Solution Engineers, Cloud Solution Architects, and partners to co-sell, validate solutions, and ensure successful deployment through the Cloud & AI Marketplace.

Accelerate Decisions:

Engage decision-makers with clear business cases using Cloud & AI Pricing Calculator, ROI, and TCO tools. Scope proofs of concept and lead customers from commitment to consumption.

Inspire And Influence:

Bring technical fluency and inclusive leadership to virtual teams. Solve challenges with expertise in virtualization, cloud-native tech, data modernization, and AI.

Qualifications

• Bachelor's Degree in Information Technology, Business Administration, or related field AND 3+ years of technology-related sales or account management experience OR 4+ years of technology-related sales or account management experience.

Additional or preferred qualifications

• Bachelor's Degree in Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience OR 5+ years of technology-related sales or account management experience.
• 2+ years of solution sales or consulting services sales experience

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.