OverviewIn the
AI Workforce Specialists team, we are looking for passionate, experienced, and credible specialist sellers 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 - helping organizations achieve meaningful business outcomes and unlock the full potential of AI-powered productivity. As a Sales Specialist - AI Workforce within Microsoft Federal, you will lead the charge in transforming how federal agencies adopt and scale AI-powered productivity across AI Workforce solutions (M365 Copilot, Copilot Studio, Copilot Chat, Agents, Cowork, Viva, ME3, ME5, ME7, Microsoft Teams, Frontline Worker, Windows 365, AVD, Windows 365 Link). You will build strategies with customers, collaborating across different groups inside the agency environment to successfully enable them to drive and adopt AI transformation. You will also lead consultative customer conversations and collaborate on the planning, orchestration and execution of end-to-end AI Workforce solutions opportunities with internal stakeholders and partners to cross-sell and up-sell. This role empowers you to shape customer intent, build pipeline, and deliver measurable impact while deepening your expertise in AI sales motions and contributing to a high-performance, learning-driven culture.
The Microsoft Federal organization was established to address the unique mission, legal/regulatory requirements, and procurement rules and processes of the United States Government (USG). Microsoft Federal is committed to ensuring its resources - including appropriately qualified, experienced, and certified personnel (with necessary security clearances or otherwise) are available as needed to meet USG evolving needs. To that end, Microsoft embraces, as a mission-critical philosophy, flexibility in the recruiting, hiring, and workforce assignment of Microsoft Federal personnel. Microsoft Federal personnel can expect to serve in various roles in the Microsoft Federal organization during the course of their career to meet evolving USG needs, regardless of segment - Civilian, Defense, or Intelligence community.
In this individual-contributor, quota-carrying role you will own the entire engagement cycle - pinpointing opportunities, crafting value propositions, and driving AI-powered business-process transformation within your assigned federal territory. Partnering closely with Account Executives, Digital Solution Engineers, partners, and marketing, you will design win strategies, deliver compelling demos and pilots, and land customer success plans that accelerate Copilot and agent adoption at scale. Leveraging deep domain expertise and consultative selling skills, you will translate complex agency mission scenarios into clear business outcomes, remove blockers to consumption, and consistently meet or exceed revenue targets.
ResponsibilitiesSales Execution- Orchestrate a virtual team and assess agency needs to develop strategies that proactively build a stakeholder network to accelerate and close AI Workforce opportunities.
- Drive incremental revenue growth through personal campaigns (e.g., portfolio and seat analysis) and internal sources (marketing, account teams); qualify and expand new opportunities and build pipeline through Microsoft's sales process (MSP).
- Drive growth across the core Microsoft 365 estate - ME3, ME5, ME7, Microsoft Teams, Microsoft Viva, Frontline Worker, Windows 365, and Azure Virtual Desktop - through seat growth, workload adoption, competitive displacement, and renewal motions, recognizing that a healthy productivity and collaboration foundation is what makes AI deployment possible.
- Land Copilot and agent deployments that actually get used - ensure a rapid, robust deployment plan at point of sale, validated by services and partners, and identify and remove blockers to consumption and renewal.
- Grow existing agency footprints by expanding from initial Copilot pilots into enterprise-wide, mission-aligned AI adoption.
Business Value and Consultative Selling- Foster and expand Microsoft's relationship with agency Business Decision Makers, mission owners, and CIO/CTO/CDAO organizations. Hunt new AI Workforce opportunities by identifying and engaging with key business contacts. Understand agencies' mission, business and technology priorities, governance, decision and budget processes, and land the value proposition of AI Workforce solutions.
- Articulate the business value of the Microsoft 365 productivity and collaboration platform against competing solutions, and position the portfolio as an integrated whole rather than a set of individual workloads.
- Build and defend the business case for AI - quantify time returned to the mission, cost avoidance, and workforce capacity gains, and articulate outcomes in the language of the agency's mission rather than the language of features.
Technical and AI Expertise- Lead AI Workforce BDM and ITDM conversations, share best practices, present solutions with a differentiated value proposition, mission use cases and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal.
- Maintain working depth across the Microsoft 365 productivity and collaboration stack - Microsoft 365 suites, Microsoft Teams, Viva, and endpoint and virtualization workloads including Windows 365 and Azure Virtual Desktop - together with the identity, security, and compliance considerations that govern their deployment in federal environments.
Solution Engineers, partners, and marketing, you will design win strategies, deliver compelling demos and pilots, and land customer success plans that accelerate Copilot and agent adoption at scale. Leveraging deep domain expertise and consultative selling skills, you will translate complex agency mission scenarios into clear business outcomes, remove blockers to consumption, and consistently meet or exceed revenue targets.
Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
QualificationsRequired / Minimum Qualifications- Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 4+ years of experience in technology-related sales or account management, OR equivalent experience.
Other Requirements:Citizenship & Citizenship Verification: This position requires verification of U.S citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport.
Microsoft Cloud Background Check:This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.
Additional or Preferred Qualifications- Willing to obtain US Security Clearance
- 6+ years solution or services sales experience.
- 6+ years of experience forecasting, developing demand and 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.
Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. 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 $145,600 - $205,600 per year.
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.
