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 Platforms Digital Sales Solution Specialist, you will guide organisations through their digital transformation journey by driving adoption of Microsoft’s cloud infrastructure, data services, and AI solutions. You’ll help customers modernise their infrastructure, improve analytics, and build intelligent applications that enhance operational efficiency and business outcomes all underpinned by our market leading security platforms. Your ability to connect business needs with technical capabilities—while ensuring security and compliance—will be key to helping customers realise the full value of their transformation.
You will lead opportunity qualification and pipeline growth by leveraging internal stakeholders and partners, using frameworks aligned with Microsoft’s Customer Engagement Methodology and pipeline hygiene standards. As part of the Small, Medium Enterprises and Channel (SME&C) business, you will drive scale motions and lead with partners to drive growth and customer engagement. You’ll deliver impactful innovation experiences through envisioning workshops and prototyping engagements, engage with business leaders to influence their strategy, and manage the rhythm of our business through structured cadences like community calls and skilling plans. Collaborating across sales, marketing, and channel teams, you’ll execute with precision and agility to close deals that deliver measurable outcomes and accelerate cloud and AI adoption across your territory.
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
Lead the discovery and qualification of new opportunities for cloud-based infrastructure, data services and AI solutions by building long-term relationships and by understanding customer priorities, budgets, and procurement processes.
Develop compelling business cases aligned to measurable outcomes and business strategy.
Execution of creative competitive take out strategies to drive growth and increase share of wallet.
Maintain a healthy pipeline and provide regular updates on progress, including driving growth in cloud-based infrastructure migration opportunities, large data transformations and service consumption projects in targeted accounts.
Scaling and Collaboration
Collaborate with account and technical teams to execute strategic plans for customer engagement, and coordinate internal and partner resources to deliver proof-of-concepts and minimum viable solutions.
Align and lead with partners to ensure the right expertise is engaged in strategic customer conversations and share opportunities with prioritised partners and ensure consistent review of partner referrals.
Industry Awareness
Facilitate customer workshops with partners to explore business needs and spark interest in transformative technologies.
Deliver solution demonstrations and solution accelerators to business and technical leaders to secure customer commitment to reinforce business impact.
Use available tools and programs to educate customers and uncover new opportunities.
Sales Execution
Focus on customer outcomes by increasing customer engagement through strengthening relationships with decision-makers to support digital transformation.
Accelerate adoption in larger accounts by driving year-over-year growth and expand workloads in mid-sized accounts with emphasis on migration and modernization.
Act on digital engagement signals and maintain a high-quality pipeline.
Learning
Stay current with industry trends, solution capabilities, and customer needs and use skilling programs to support customer learning and adoption.
Qualifications
Required Qualifications (RQs)
Experience in technology related Sales/Solution Sales in complex solutions/technology solutions field
A track record of meeting and exceeding revenue targets
Experience engaging with mid-market or corporate customers, including managing multiple stakeholders and navigating moderately complex sales cycles.
Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years technology-related sales or account management experience OR 5+ years technology-related sales or account management experience.
Working knowledge of 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.
Preferred Qualifications (PQs)
Experience selling business solutions to global customers with a focus on Cloud Native, AI, or Data platform and analytics
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.
- Microsoft Fundamental certifications across Azure, Data and AI.
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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
