Cloud and AI Solution Specialist

Overview

In this role the Cloud and AI Solution Specialist will engage customer stakeholders and decision-makers across the Small and Medium Business organization to identify, qualify, prioritize, and accelerate sales opportunities. You will help customers achieve their business priorities through AI- and cloud-driven transformation, delivering strategic guidance and personalized solutions that drive innovation, technology adoption, and business growth.

You will manage and grow an assigned portfolio of customers, with a strong focus on creating net-new pipeline and activating under-engaged, non-responsive, and contactless accounts. You will identify new entry points, establish and expand stakeholder relationships, uncover customer needs and priorities, and turn whitespace into qualified opportunities and long-term growth.

Leveraging sales frameworks, business insights, and AI-driven intelligence, you will assess customer needs and readiness, identify emerging opportunities, and align Microsoft solutions to customer priorities. You will orchestrate across Microsoft account teams, specialists, services, and partners to advance opportunities, remove blockers, accelerate customer adoption and consumption, and drive business outcomes.

You will also maintain strong sales discipline through territory and portfolio planning, opportunity management, pipeline hygiene, and forecasting accuracy to achieve assigned sales metrics and drive sustained portfolio growth.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more, and we’re dedicated to this mission across every aspect of our company. Our culture is centered on embracing a growth mindset and encouraging teams and leaders to bring their highly qualified contributions each day. Join us and help shape the future of the world.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Responsibilities

You will proactively identify and develop new sales opportunities across an assigned portfolio, including activating under-engaged, non-responsive, and contactless accounts. You will identify new entry points, establish stakeholder relationships, create meaningful customer conversations, and turn whitespace into qualified pipeline and long-term growth opportunities.

You will engage customer stakeholders and decision-makers to understand business priorities, map key stakeholders, assess customer needs and readiness, and identify opportunities where Microsoft AI and cloud solutions can deliver business value.

You will identify, develop, propose, and articulate solutions aligned with customer needs and priorities, leveraging business insights, AI-driven intelligence, and established sales methodologies to advance opportunities.

You will collaborate with account teams, specialists, services, and partners to track, qualify, prioritize, and expand opportunities and help accelerate opportunities through the sales cycle.

You will orchestrate across Microsoft and the partner ecosystem to bring the right resources and expertise to customers, remove blockers, and drive opportunities and customer outcomes forward.

You will work with partners to develop co-sell, cross-sell, and upsell opportunities that expand customer relationships, activate new workloads, and drive portfolio growth.

You will drive customer adoption and consumption growth by identifying expansion opportunities, addressing blockers, and connecting customers with the appropriate Microsoft and partner resources.

You will maintain an understanding of the competitive landscape, customer priorities, and decision criteria to effectively articulate Microsoft’s differentiated value and position solutions appropriately.

You will manage the end-to-end business across your assigned territory and customer portfolio, balancing customer engagement, pipeline creation, opportunity progression, consumption, and business growth.

You will own territory forecasting and portfolio planning, maintain pipeline hygiene, assess opportunity health and progression, and drive forecasting accuracy to achieve assigned sales metrics.

You will participate in Rhythm of Business (ROB), pipeline reviews, and account and territory planning to assess business performance, identify pipeline gaps, prioritize opportunities, and drive execution against business goals.

You will collaborate across teams and partners to develop strategies that create customer engagement where relationships may not yet exist, unlock new opportunities, and build a sustainable pipeline across the portfolio.

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.

Additional or preferred qualifications

Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience OR 8+ years of technology-related sales or account management experience.

3+ years of solution sales or consulting 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

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.

Insights from previous hires

Top skills: Automation, Architecture, Management, Information Technology, Business Analysis, Assessment, Analytics, Agile Methodologies, Acting, Account Management

Common previous titles: Digital Specialist, Senior Specialist, Senior, Senior Product Manager, Senior Partner Manager, Senior Engineer Manager, Senior Manager Customer Success, Engineer Senior, Senior Solution Architect, Specialist