OverviewThe AI Workforce Solution Specialist is an opportunity to work at the centre of one of the most important technology shifts of our time. As Microsoft helps organizations move from experimenting with AI to transforming how work gets done, you will bring Copilot, Copilot Studio, agents, and agentic AI solutions to life for leading enterprise customers. You will help customers reimagine roles, processes, and entire operating models by combining human ingenuity with digital workers.
This is a highly visible role for a proven solution sales leader who wants to shape a fast growing market, not simply sell into it. You will engage senior business and technology leaders on their highest priority transformation opportunities, lead complex pursuits with autonomy, and translate the promise of an AI augmented workforce into deployed solutions and measurable business outcomes. Along the way, you will work across Microsoft's sales, engineering, partner, and customer success communities, influence how we take new AI capabilities to market, and help establish the repeatable plays that define the next generation of enterprise AI.
ResponsibilitiesSales Execution & Pipeline
- Own and drive the end-to-end sales cycle for AI Workforce solutions across an assigned territory or set of strategic accounts - from demand generation and qualification through technical win, commercial close, and expansion.
- Build and maintain a healthy, accurate pipeline (3-4x coverage); forecast with rigor and keep opportunity records, next steps, and close plans current in the CRM.
- Lead consultative, outcome-based discovery to uncover high-value use cases where agents and Copilot can automate work, augment employees, and unlock productivity.
- Orchestrate the extended v-team (account executives, technical specialists, partners, customer success, and engineering) to advance and close opportunities.
Solution & Domain Expertise
- Serve as the subject-matter expert on the AI Workforce vision: human-agent collaboration, agent orchestration, Copilot extensibility, responsible AI, and the ROI of digital labor.
- Design solution proposals and business cases that map customer pain points to AI Workforce capabilities and quantifiable value (cost-to-serve, cycle-time, employee experience, revenue).
- Lead compelling executive briefings, demos, workshops, and proofs of value; tailor the narrative from the C-suite (strategy and ROI) to practitioners (architecture and adoption).
- Address security, compliance, data-governance, and responsible-AI concerns as a core part of the sales motion.
Customer & Stakeholder Leadership
- Build durable, trusted-advisor relationships with senior business and technical decision-makers, including line-of-business leaders driving workforce transformation.
- Develop and land account and territory strategies in partnership with the core account team; identify white space and drive net-new and expansion motions.
- Represent the customer's voice internally, channeling market and product feedback to engineering and product teams.
Team Leadership & Impact
- Act as a force multiplier: coach and mentor less-experienced specialists, share winning plays, and contribute reusable assets (demos, value models, objection handling).
- Lead or contribute to community-of-practice initiatives, enablement sessions, and go-to-market readiness for new AI Workforce offerings.
- Influence sales strategy and motion design based on field learnings; pilot and scale new plays.
QualificationsRequired Qualifications
- Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, Information Security, or related field AND 4+ years experience in technology-related sales or account management OR equivalent experience.
Preferred Qualifications
- 6+ years of technology-related sales, solution/specialist sales, or business-development experience; OR a Bachelor's degree in Business, Computer Science, Engineering, or a related field and 4+ years of relevant experience; OR equivalent demonstrated experience.
- Proven track record of consistently meeting or exceeding quota on complex, solution-oriented enterprise deals.
- Experience selling or delivering AI, cloud, SaaS, automation, or productivity/collaboration solutions to enterprise customers.
- Demonstrated ability to run a full sales cycle independently across multiple stakeholders and long sales motions.
- Hands-on familiarity with generative AI, agents/agentic workflows, Copilot, Copilot Studio, low-code automation, or comparable AI platforms.
- Experience articulating and quantifying business value (ROI/TCO) for AI or digital-transformation initiatives.
- Grasp of enterprise concerns around data governance, security, compliance, and responsible AI.
- Experience orchestrating extended virtual teams and co-selling with partners.
- Executive presence with the ability to influence and negotiate at the C-level.
- Relevant industry certifications (e.g., AI, cloud platform, or solution-specific).
Solution Area Specialists IC4 - The typical base pay range for this role across Canada is CAD $103,500 - CAD $170,700 per year.
Find additional pay information here:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html
Solution Area Specialists IC4 - L'échelle salariale de base typique pour ce rôle dans l'ensemble du Canada est de 103,500 $ CAD à 170,700 $ CAD par année.
Pour plus d'information au sujet de la rémunération, veuillez cliquer ici:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html
Ce poste sera ouvert pendant au moins cinq jours et les candidatures seront acceptées de façon continue jusqu'à ce que le poste soit pourvu.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
