OverviewDo you thrive in
high-performance, fast-paced environments where the bar is high and the path isn't always clear? This is a
build it, scale it, lead it role.
As a
AI Workforce Digital Solution Specialist, you will lean into uncertainty and create clarity for othersTake smart risks and own the outcome end-to-endBuild repeatable motion - not just close one deal. Operate like business owners, not contributors.
As an
AI Workforce Digital Solution Specialist, you own and scale the AI Workforce business across your territory.You don't just execute deals -you lead digital transformation conversations across multiple solution areas, influence strategy, and
drive predictable growth. You will: Lead executive-level conversations spanning business + ITTurn Copilot + Agents into operational impact at scaleDrive pipeline, consumption, and adoption with disciplineCoach and elevate others - not just deliver individuallyThis is where strong sellers become business leaders.ResponsibilitiesAs the
AI Workforce Digital Solution Specialist you will be responsible for:
1. Own & Scale the AI Workforce Business- Drive AI transformation strategy across accounts and segments
- Lead multi-solution conversations (Copilot, Security, Data, Apps)
- Build repeatable plays that scale beyond individual deals
- Convert pilots into enterprise-wide adoption
2. Drive Predictable Pipeline & Deal Execution- Build intentional, data-driven pipeline strategy
- Lead ROB business planning with internal + external stakeholders
- Drive deal inspection cadence and close plan discipline
- Identify risks early and pivot strategy proactively
3. Lead Consultative, Value-Based Selling- Translate AI into measurable business outcomes
- Build multi-threaded stakeholder maps (CXO + LOB)
- Drive urgency with clear POV and transformation narrative
- Position Microsoft against competitors with confidence and clarity
4. Orchestrate & Scale Through Partners- Define and execute partner strategy across your territory
- Identify capability gaps and activate the right partners early
- Drive co-sell motion at scale, not deal-by-deal
- Provide feedback to shape partner ecosystem strategy
5. Lead Customer Engagement & Transformation Motion- Engage senior decision-makers with deep business context
- Create guiding examples (workshops, demos, exec engagements)
- Drive adoption planning at the point of sale
- Ensure deals convert to real usage and impact
6. Raise the Bar Across the Team- Coach peers on deal strategy and execution
- Share repeatable patterns, plays, and insights
- Contribute to team and segment success, not just your own number
To thrive in this role the
AI Workforce Digital Solution Specialist:- Thinks like a business owner, not a rep
- Walks into exec rooms with a point of view - not a pitch
- Builds systems that create pipeline, not just activities
- Creates clarity in ambiguity and moves people to action
- Turns insights into repeatable motion for the team
- Coaches others while consistently delivering at a high level
This is where:- Sellers become AI transformation leaders
- Deals become operating model change
- Your impact scales from accounts 12 territory 12 team
If you want to just close deals - this isn't it.
If you want to
shape how organizations work in the AI era -let's go.
Other Embody our culture and values
QualificationsRequired/minimum qualificationsBachelor'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 qualificationsMaster'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.
