Digital Solution Area Specialists | Cloud & AI

Job description

Digital Enterprise Sales (DES), as part of Microsoft’s Global Enterprise Sales organization, empowers our customers through the unique value of the Microsoft Cloud by building a globally led, digital-first scale organization aligned with partners.

As part of our local subsidiaries or Digital Sales centers around the world, you will engage a dedicated set of enterprise customers to identify and achieve their business objectives through best-in-class digital engagement and partner co-selling.

You will also have an opportunity to work collaboratively across teams while living our Global Enterprise Sales and Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Customer Obsession.

If you have an interest in driving digital first solutions and delivering customer satisfaction, we invite you to learn more about Digital Enterprise Sales and the value we bring to our customers, partners, and one another, every day.

As part of our transformation, one of our key areas of focus is the modernization of our sales motions.

The Global Enterprise Sales organization with a charter to achieve Microsoft and Customer business outcomes with a focus on Artificial Intelligence (AI), Copilot and Security.

As a **Digital Solutions Area Specialist - Cloud & AI** , you will be a solution sales professional within our enterprise sales organization working with our most important customers across all Azure solutions.

You will collaborate with a team of technical, partner, and consulting resources to advance the sales process and quarterly Azure revenue targets in your assigned accounts.

​Microsoft is revolutionizing customer experiences by leveraging the full spectrum of cloud technology.

In this role, you will play a pivotal part, guiding customers to the solutions that solve problems, boost efficiency, and drive innovation.

By staying abreast of cloud technologies and fostering collaborative relationships, sellers ensure customers fully harness the cloud’s transformative power.

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.

   

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

   

**Responsibilities**

**Lead Customer Engagements:** Act as the Azure sales lead, guiding customers through cloud transformation across infrastructure, data, and AI platforms.

Address business and technical needs with demos, whiteboarding, and solution storytelling.

Articulate differences across the various cloud & AI solution options (Buy/Build/Extend) to be able to meet the precise solutioning requirements of your business and IT stakeholders.

**Own and Convert Pipeline:** Manage forecast and pipeline from early-stage to close.

Use tools like territory planning, consumption planning, or Azure Land & Expand, and checklists to execute territory strategies and drive revenue.

Leverage digital tooling to uncover new contacts and new workloads, with deep penetration across a broad set of accounts.

**Orchestrate Across Teams:** Partner with Account Executives, Solution Engineers, Cloud Solution Architects, other Digital Enterprise Sales (DES) specialists and partners to co-sell, validate solutions, and ensure successful deployment through the Azure Marketplace.

**Drive** **N** **ew and** **Expanded** **O** **pportunity growt** **h:** Support DES peers across solution areas.

 Focus on cross-sell to generate new contacts, leads, opportunities and renew contracts by introducing new contacts to another DES teammate.

**Accelerate Decisions:** Engage decision-makers with clear business cases using Azure Pricing Calculator, Return on Investment (ROI), and Total Cost of Ownership (TCO) tools.

Scope proofs of concept and lead customers from commitment to consumption.

Co-engage with partners to build new or qualify pipeline at scale.

**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.

**Other** : Embody our Culture  (https://careers.microsoft.com/v2/global/en/culture)  &  Values (https://www.microsoft.com/en-us/about/corporate-values)  

**Qualifications**

Required 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.

+ 4+ years of experience with cloud platforms, including experience of Microsoft Azure infrastructure, data services, and AI application platforms, with the ability to design and clearly articulate technical solutions to both business and IT stakeholders
+ Fluent in both **English and Spanish** , with the ability to communicate effectively in professional and technical contexts.

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

Microsoft will accept applications for the role until November 3rd 2025.

Microsoft is an equal opportunity employer.

Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.

If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .

Required Skill Profession

Other General