At Microsoft, our mission is to empower every person and every organization on the planet to achieve more. As a **Cloud & AI Sales Specialist** , you’ll play a pivotal role in turning that mission into action. You’ll be part of an inclusive, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning are at the heart of everything we do.  In this role, you’ll be at the forefront of AI innovation and disruption, partnering with customers to guide them through their AI journey and align solutions with their strategic objectives. Your work will help organizations fully tap into the transformative power of AI to stay competitive and create lasting impact.  We are leading a high-growth, AI-powered sales team, one that is deeply connected to our partners and driven by customer success. We are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how our largest customers adopt technology to drive growth and innovation. If you're ready to make a meaningful impact and help lead the AI transformation, we’d love for you to join us on this exciting journey. **This opportunity will allow you to:** + Accelerate your career growth by leading high-impact Cloud and AI Solution Plays across diverse industries and engaging in strategic customer conversations. + Hone your technical and consultative selling skills through deep engagements with customers and partners, while building confidence in solution design and execution. + Develop deep business acumen by aligning cloud strategies with customer transformation goals and success metrics, and by participating in immersive learning experiences. + Strengthen your leadership and influence by collaborating across teams, contributing to a culture of innovation, and sharing best practices. + Build future-ready capabilities through certifications, hands-on workshops, and continuous learning in cloud and AI technologies. 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. **Responsibilities** **Customer Engagement:** + Ensures each customer understands Microsoft's commitment to secure, AI-powered transformation and aligns the customer’s related priorities to the customer success plan, fostering long-term partnerships through AI-driven insights. Ensures partner teams, resources and relationships are activated, driving co-selling strategies and partner attach to each opportunity early in the sales lifecycle. Ensures connections with the partner organization (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale. + Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Assists in strategy development for pursuing and closing deals. Collaborates across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to contribute to deal orchestration and handoffs throughout the deal lifecycle with minimal guidance. Utilizes best practices to gain customer buy-in, secure deals, and manage risks to support sales activities across the solution area. **Sales & Pipeline Management:** + Participates in sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes. Drives usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals. + Assesses business and emerging opportunities in context of provided feedback to contribute to the enhancement of the customer portfolio and support customer innovation initiatives. Utilizes technology (e.g., AI sales agents, automation, Power Platforms) to support growth within the assigned domain. Reviews propensity, renewal, consumption, and usage data to help inform sales strategy prioritization. Coordinates with partners assigned to each account and/or opportunity to assist in handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle. **Sales Strategy:** + Participates in discussions with stakeholders and decision makers for customers to identify and qualify sales opportunities. Collaborates with internal stakeholders to support and contribute to customer success. Collaborates with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Incorporates security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards. + Collaborates with others cross-organizationally and assists in the development of solutions that facilitate AI- and cloud-driven transformations for customers within their solution area. Utilizes existing strategies to help differentiate Microsoft's offerings in a competitive landscape. Leverages established guidelines to advise customers on technologies and solutions that align with their goals and drive digital transformation. + Leverages whitespace analysis and partners with others to identify business opportunities within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Gathers and assesses market intelligence, trends, and insights with the team. Utilizes established market analysis approach to align sales strategies with market trends with minimal guidance. + Assists in assessing solution area(s) and identifies trends to support aligning sales plays with customer demands, incorporating AI-driven predictive analytics to forecast future market needs. Collaborates across teams to suggest solutions that support customer business objectives. **Qualifications** **Required/Minimum Qualifications** + Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 2+ years technology-related sales or account management experience + OR equivalent experience + Experience selling business solutions to global customers with a focus on Cloud Native, AI, or Data platform and analytics. + Experience engaging with large enterprise customers, including managing multiple stakeholders and navigating complex sales cycles. **Additional or Preferred Qualifications** + Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 6+ years experience in technology-related sales or account management + OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management + OR equivalent experience + 4+ years solution or services sales experience. **Solution Area Specialists IC3** - The typical base pay range for this role across the U.S. is USD $87,000 - $164,000 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 $113,400 - $164,000 per year. **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 Microsoft will accept applications and processes offers for these roles on an ongoing basis. 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) .