Digital Solution Area Specialist, AI Business Process

Digital Solution Area Specialist, AI Business Process

At Microsoft's Small Medium Enterprises and Channel (SME&C) division, we are at the forefront of a high-growth, AI-powered global sales team that is deeply connected to our partners and driven by customer success. By integrating our Small Medium Business, Corporate, Strategy, and Partner teams, we are capitalizing on the largest customer opportunity, supported by significant industry investments. We leverage the power of AI and our extensive partner ecosystem to revolutionize how businesses of all sizes adopt technology for growth and innovation.

SME&C is more than just a sales organization; it's a culture defined by innovation, opportunity, and inclusivity. You will join a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning are the cornerstones of our work. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, SME&C offers the next step in your career journey. Together, we are shaping the future of business.

Role Overview

As a Digital Solution Area Specialist, AI Business Process at Microsoft, you will be an individual contributor in a quota-carrying role, responsible for the entire engagement cycle. Your focus will be on identifying opportunities, developing compelling value propositions, and driving AI-powered business-process transformations. You will collaborate closely with Account Executives, Digital Solution Engineers, and marketing teams to strategize wins, deliver impactful demos and pilots, and implement customer success plans that accelerate the adoption of Dynamics 365, Power Platform, and Copilot solutions. Utilizing your deep domain expertise and consultative selling skills, you will translate complex scenarios into clear business outcomes, overcome obstacles, and consistently achieve or exceed revenue targets. You will also contribute by sharing best practices, enhancing your technical knowledge, and serving as a trusted advisor who connects Microsoft's innovation to measurable customer impact, thereby advancing your own career in solution sales and cloud technologies.

Microsoft is dedicated to empowering every person and organization on the planet to achieve more. Our employees unite with a growth mindset, innovate to empower others, and collaborate to achieve our shared goals. Every day, we build upon our values of respect, integrity, and accountability to foster an inclusive culture where everyone can thrive.

Responsibilities

Sales Excellence

• Collaborate with partners and resources, leveraging customer insights and industry knowledge to explore business and emerging opportunities that optimize the portfolio and support customer innovation.
• Engage with internal and external stakeholders in business planning and rhythm-of-business (ROB) meetings to review and plan for accounts within the assigned territory.
• Manage the end-to-end business of the assigned territory, including forecasting for accounts and developing a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
• Review feedback reports and coach others on ensuring customer/partner satisfaction and mitigating dissatisfaction through recovery action plans, ultimately improving the client's overall experience. Manage and/or orchestrate sales and delivery success through the account and pursuit teams.

Sales Execution

• Collaborate with team members to identify new opportunities and drive incremental revenue growth through personal campaigns or internal sources.
• Partner with account teams, services, and marketing to build pipeline and track, qualify, and expand new opportunities.
• Engage with customers to introduce how other workloads can enable digital transformation aligned with their industry and turn opportunities into deals.
• Develop a deep understanding of customers' business priorities to drive conversations on digital transformation across multiple solution areas, in collaboration with partners and services. Create guiding examples through seminars, workshops, webinars, and direct engagement.
• Identify customer business needs and technology readiness, contributing to solution development with internal teams and partners. Propose prioritized solutions that align with customer needs and articulate their business value.
• Proactively map external stakeholders and collaborate with account teams to engage senior business decision-makers at the customer/partner organization.
• Identify opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams. Ensure rapid and robust deployment plans for licensing transactions and project engagements.
• Facilitate the removal of blockers to consumption by partnering with internal and external stakeholders.
• Implement strategies to accelerate deal closure, provide input on strategies to drive prioritized opportunities, and coach less experienced team members in deal plan execution. Implement close plans to de-risk and drive predictable deal closure.

Scaling and Collaboration

• Collaborate with One Commercial Partner (OCP) and a network of partners to cross-sell, up-sell, and co-sell. Identify and support new partner onboarding by researching customer scenarios and providing feedback on partner gaps to OCP. Develop joint proposals and consumption plans with partners.
• Apply the orchestration model to proactively drive deal closure by aligning internal stakeholders and expanding relationships with partners.

Technical Expertise

• Collaborate with "compete" global black belts (GBBs) to analyze competitor products, solutions, and/or services and implement strategies to position Microsoft against competitors.
• Provide proactive analysis of the competitive landscape in the supported solution area and evaluate opportunities, making recommendations on pursuit or withdrawal.

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.
• Experience working with or for an implementation services partner supporting Software As a Solution (SaaS).
• Exposure to AI technologies, including agents or agent-based solutions.
• Industry experience in Financial Services, Healthcare (HLS), and/or Professional Services, with an understanding of partner/channel ecosystems.
• Demonstrated ability to apply business value-based selling approaches.

Compensation

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

Equal Opportunity Employer

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

Key skills/competency

• AI Business Process Transformation
• Solution Sales
• Consultative Selling
• Dynamics 365
• Power Platform
• Microsoft Copilot
• Account Management
• Partner Ecosystems
• Technology Adoption
• Revenue Growth