Job description

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 **Digital Solution Area Specialist- Cloud & AI** 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** • *Lead Customer Engagements:** Act as the Cloud & AI sales lead, guiding customers through cloud transformation 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, Return on Investment (ROI), and Total Cost of Ownership (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. • *Other:** + Embody our Culture (https://www.microsoft.com/en-us/about/corporate-values) and Values (https://careers.microsoft.com/us/en/culture) • *Qualifications** • *Required/minimum qualifications** + Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience OR 6+ years of technology-related sales or account management experience. + Experience in technology related Sales/Solution Sales + Experience engaging with mid-market or corporate customers, including managing multiple stakeholders and navigating moderately complex sales cycles. + Experience engaging with mid-market or corporate customers, including managing multiple stakeholders and navigating moderately complex sales cycles Cloud Platform: Understanding of Microsoft Cloud & AI infrastructure, data, and AI application platforms, with the ability to articulate technical solutions to business and IT stakeholders. • *Additional or preferred qualifications** + Experience selling business solutions to global customers with a focus on Cloud Native, AI, or Data platform and analytics + A track record of meeting and exceeding revenue targets  + Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years technology-related sales or account management experience OR bachelor’s degree in information technology, or related field AND 6+ years technology-related sales or account management experience OR 7+ years technology-related sales or account management experience. + 4+ years solution or services sales experience. Digital Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $40.96 - $80.96 per hour. 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 $60.96 - $86.11 per hour. 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 Microsoft will accept applications for the role until August 20, 2025. \#SMEC 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) . 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 **Digital Solution Area Specialist- Cloud & AI** 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** • *Lead Customer Engagements:** Act as the Cloud & AI sales lead, guiding customers through cloud transformation 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, Return on Investment (ROI), and Total Cost of Ownership (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. • *Other:** + Embody our Culture (https://www.microsoft.com/en-us/about/corporate-values) and Values (https://careers.microsoft.com/us/en/culture) • *Qualifications** • *Required/minimum qualifications** + Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience OR 6+ years of technology-related sales or account management experience. + Experience in technology related Sales/Solution Sales + Experience engaging with mid-market or corporate customers, including managing multiple stakeholders and navigating moderately complex sales cycles. + Experience engaging with mid-market or corporate customers, including managing multiple stakeholders and navigating moderately complex sales cycles Cloud Platform: Understanding of Microsoft Cloud & AI infrastructure, data, and AI application platforms, with the ability to articulate technical solutions to business and IT stakeholders. • *Additional or preferred qualifications** + Experience selling business solutions to global customers with a focus on Cloud Native, AI, or Data platform and analytics + A track record of meeting and exceeding revenue targets  + Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years technology-related sales or account management experience OR bachelor’s degree in information technology, or related field AND 6+ years technology-related sales or account management experience OR 7+ years technology-related sales or account management experience. + 4+ years solution or services sales experience. Digital Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $40.96 - $80.96 per hour. 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 $60.96 - $86.11 per hour. 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 Microsoft will accept applications for the role until August 20, 2025. \#SMEC 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) .

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