Senior Digital Solution Area Specialist-Cloud & AI

About the role

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 capabilities. Whether 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 mid-market customers through their AI journey and helping them achieve strategic goals by fully harnessing the transformative potential of AI.

At Small Medium Enterprises and Channel (SME&C), we unite our Small Medium Business, Corporate, Strategy, and Partner teams to unlock the largest customer opportunity, backed by the industry’s most significant investments. Leveraging AI and our extensive partner ecosystem, we redefine how businesses adopt technology to drive growth and innovation. SME&C fosters a culture of innovation, opportunity, and inclusivity, where collaboration, connection, and continuous learning fuel everything we do.

Opportunity highlights

• Accelerate your career growth by leading high-impact Cloud and AI Solution Plays across diverse industries and engaging in strategic customer conversations.
• Hone technical and consultative selling skills through deep engagements with customers and partners, 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 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.

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, ROI, and 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.

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.
• Experience in technology-related Sales/Solution Sales in a reputable software company.
• 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.
• 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.
• Experience selling business solutions to global customers with a focus on Cloud Native, AI, or Data platform and analytics.
• 4+ years solution or services sales experience.
• Experience partnering with Independent Software Vendors (ISVs) and technology-forward customers to drive digital transformation, solution adoption, and business growth.

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.