Digital Solution Area Specialists IC4

About the role

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.

As a Senior Digital Solution Area Specialist on the AI Workforce Specialists team, you will be a passionate, experienced, and credible seller with a drive for developing and winning strategic opportunities that deliver end-to-end AI Workforce transformation at scale through high-impact, value-driven customer engagements. You will help organizations achieve meaningful business outcomes and unlock the full potential of AI-powered productivity.

This opportunity will allow you to learn and accelerate your career growth, honing your solution sales and collaboration skills, and deepening your AI Workforce end-to-end expertise.

Responsibilities

• Sales Execution: Orchestrate a virtual team and assess customer needs to develop strategies that proactively build a stakeholder network to accelerate and close AI Workforce opportunities.
• Business Value & Consultative Selling: Foster and expand Microsoft’s relationships with customer business decision-makers. Identify new AI Workforce opportunities by engaging with key business contacts, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition of AI Workforce solutions.
• Scaling and Collaboration: Lead the planning, orchestration, and execution of AI Workforce opportunities with internal stakeholders and partners to cross-sell and up-sell.
• Technical Expertise: Lead AI Workforce business development conversations, share best practices, present solutions with a differentiated value proposition, use cases, and key competitor knowledge across solution areas, acting as a subject matter expert to inform decisions on pursuit or withdrawal.
• Sales Excellence: Lead and plan for accounts across territories, create compete plans and business analysis to pursue high-potential customers, and manage AI Workforce solutions across the organization.

Requirements

• 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.

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 consultative solution/value-based sales
• Experience selling or driving adoption of AI-powered productivity, collaboration, or workforce transformation solutions
• Demonstrated success with Microsoft Copilot, Microsoft 365 Copilot, Copilot Studio, AI agents, or similar generative AI solutions
• Proven track record as a quota-carrying seller with consistent achievement against revenue or consumption targets

Pay

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.