Overview
Are you passionate about AI and eager to transform the IT landscape? Join our dynamic Azure team as we lead the charge in AI transformation! As trusted advisors and subject matter experts, we help customers modernize their infrastructure, optimize operations, and drive innovation with Azure's cutting-edge AI capabilities. Whether it's 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.
As the Digital Solution Area Specialist-Cloud & AI, you'll be at the forefront of AI growth and disruption, guiding customers through their AI journey and helping them achieve their strategic goals. You'll ensure customers can fully harness the transformative potential of AI to stay ahead of the competition. If you're ready to make a significant impact and drive AI transformation, we invite you to join us and be part of this exciting journey!
Responsibilities
Serve as the trusted Cloud & AI advisor, guiding customers through their Frontier Transformation journey across Modernize with Confidence, Unified Data & AI Estate, Microsoft IQ, and Ubiquitous Innovation. Lead business and technical conversations through solution storytelling, demos, workshops, whiteboarding, and AI-driven discovery. Help customers navigate Cloud & AI solution options (Buy, Build, Extend) while positioning Azure as the platform foundation for secure, AI-powered transformation.
Own Pipeline Growth and End-to-End Sales Execution
Manage the full sales lifecycle from opportunity qualification through commitment, deployment, consumption, and expansion. Drive pipeline development and forecast accuracy using Azure Accelerate, Frontier Accelerate, Marketplace, MACC, consumption planning, territory planning, and AI-powered sales insights. Leverage agent-based intelligence, account signals, and digital selling tools to identify opportunities, improve execution velocity, and accelerate customer time-to-value.
Win the Microsoft Cloud Platform for Frontier Transformation
Position Azure as the strategic platform for customers' Cloud & AI transformation initiatives. Drive adoption of key solution plays, Microsoft IQ, Copilot scenarios, and Frontier Accelerate offerings. Scope and qualify opportunities, build business value cases, and guide customers from pilot to production at scale while maximizing Azure consumption and long-term platform growth.
Orchestrate as One Microsoft
Partner closely with Account Executives, Solution Engineers, Cloud Solution Architects, Industry Solution Delivery, Microsoft Industry Clouds, Factory teams, Digital Enterprise Sales specialists, and Partners to
deliver integrated customer solutions. Lead cross-functional virtual teams to accelerate deal progression, remove blockers, and ensure successful customer outcomes across the buying and deployment journey.
Drive New Opportunity Creation and Expansion
Proactively identify cross-sell and upsell opportunities across Cloud & AI solution areas. Generate new contacts, opportunities, and strategic engagements by leveraging account intelligence, AI-derived recommendations, partner ecosystems, and account-based marketing motions. Accelerate Azure consumed revenue (ACR), marketplace transactions, contract renewals, and customer expansion opportunities.
Accelerate Strategic Motions and Consumption Growth
Drive strategic cloud motions including Azure Accelerate, Frontier Accelerate, Marketplace, Unified, MACC, Sovereign Cloud, and AI transformation initiatives. Use AI-powered insights to optimize customer consumption, monitor adoption, identify expansion opportunities, and increase business impact across the territory.
Compete to Win
Develop and execute competitive strategies against AWS, Google Cloud, and emerging AI ecosystem competitors. Leverage customer signals, competitive intelligence, industry insights, and differentiated Microsoft Cloud & AI capabilities to influence customer decisions and strengthen Microsoft platform preference.
Become the Cloud & AI Business and Industry Expert
Maintain deep expertise across cloud infrastructure, data modernization, analytics, AI platforms, Microsoft IQ, agent-based experiences, and industry-specific transformation scenarios. Understand customer business priorities, regulatory requirements, and market trends to deliver compelling business outcomes through Frontier workshops, repeatable intellectual property, solution demonstrations, and AI-powered customer engagements.
Inspire and Influence
Demonstrate technical depth, business acumen, and inclusive leadership across virtual teams and customer engagements. Influence decision-makers through compelling business value conversations, ROI/TCO frameworks, AI-driven insights, and strategic storytelling that accelerates customer transformation and Microsoft growth.
Qualifications
Required/minimum qualifications
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.
Additional or preferred 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 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.
