AI Workforce Specialist

Overview

Are you inspired to empower government organizations to transform the way they work by harnessing the full potential of artificial intelligence? We are seeking individuals to guide customers through the evolving digital landscape, unlocking new opportunities, enhancing productivity, and delivering exceptional employee and customer experiences. In the AI Workforce Specialists team, we look for passionate, experienced specialist sellers who can develop and win strategic opportunities that deliver end‑to‑end AI Workforce transformation at scale. As a Sales Specialist – AI Workforce within Microsoft Federal, you will lead the charge in helping federal agencies adopt and scale AI‑powered productivity across solutions such as M365 Copilot, Copilot Studio, Copilot Chat, Agents, Cowork, Viva, ME3/5/7, Microsoft Teams, Frontline Worker, Windows 365, AVD, and Windows 365 Link. You will build strategies with customers, collaborate across agency groups, lead consultative conversations, and orchestrate end‑to‑end AI Workforce solutions with internal stakeholders and partners.

Responsibilities

• Orchestrate virtual teams and assess agency needs to develop strategies that build stakeholder networks and accelerate AI Workforce opportunities.
• Drive incremental revenue growth through personal campaigns, portfolio and seat analysis, and internal sources (marketing, account teams); qualify and expand new opportunities and build pipeline through Microsoft’s sales process (MSP).
• Grow the core Microsoft 365 estate (ME3, ME5, ME7, Teams, Viva, Frontline Worker, Windows 365, Azure Virtual Desktop) via seat growth, workload adoption, competitive displacement, and renewal motions.
• Land Copilot and agent deployments that achieve rapid, robust adoption; validate deployments with services and partners and remove blockers to consumption and renewal.
• Expand agency footprints by scaling from initial Copilot pilots to enterprise‑wide, mission‑aligned AI adoption.
• Foster and expand relationships with agency Business Decision Makers, mission owners, and CIO/CTO/CDAO organizations; hunt new AI Workforce opportunities by engaging key business contacts.
• Understand agency mission, business and technology priorities, governance, decision and budget processes, and articulate the value proposition of AI Workforce solutions.
• Articulate business value of Microsoft 365 productivity and collaboration platform against competing solutions, positioning the portfolio as an integrated whole.
• Build and defend business cases for AI by quantifying time returned to the mission, cost avoidance, and workforce capacity gains, using agency‑focused language.
• Lead AI Workforce BDM and ITDM conversations, share best practices, present differentiated solutions, mission use cases, and competitor insights as a subject‑matter expert.
• Maintain depth across Microsoft 365 suites, Teams, Viva, endpoint and virtualization workloads (Windows 365, Azure Virtual Desktop) and the identity, security, and compliance considerations for federal deployments.
• Design win strategies, deliver demos and pilots, and develop customer success plans that accelerate Copilot and agent adoption at scale.

Qualifications

• Bachelor’s Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field, **and** 4+ years of technology‑related sales or account management experience, **or** equivalent experience.
• U.S. citizenship verification required (valid passport) due to citizenship‑based legal restrictions for federal government customers.
• Pass Microsoft Cloud background check upon hire/transfer and every two years thereafter.
• Willingness to obtain a U.S. Security Clearance.
• 6+ years of solution or services sales experience.
• 6+ years of experience forecasting, developing demand, building pipeline, and leading/orchestrating complex, matrixed teams.
• 2+ years of experience with Generative and Agentic AI.
• Experience with Microsoft Copilot and/or Generative AI technologies, familiarity with AI/ML concepts and Copilot architecture, and experience building AI agents.

Pay

The typical base pay range for this role across the U.S. is USD $107,600 – $187,500 per year. For positions in the San Francisco Bay Area and New York City metropolitan area, the base pay range is USD $145,600 – $205,600 per year. Certain roles may be eligible for additional benefits and compensation.