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Job Details
Posted date: Jun 30, 2026
Category: Digital Solution Area Specialists
Location: Multiple Locations, Multiple Locations
Employment type: Full-Time
Work location type: 0 days / week in-office – remote
Role: Individual Contributor
Description
OverviewDo you thrive in high-performance, fast-paced environments where the bar is high and the path isn’t always clear? This is a build it, scale it, lead it role.
At Microsoft SME&C, we’re not just driving AI sales —we’re shaping how organizations operate in the agent era.As a AI Workforce Digital Solution Specialist, you will lean into uncertainty and create clarity for othersTake smart risks and own the outcome end-to-endBuild repeatable motion — not just close one deal. Operate like business owners, not contributors.
As an AI Workforce Digital Solution Specialist, you own and scale the AI Workforce business across your territory.You don’t just execute deals —you lead digital transformation conversations across multiple solution areas, influence strategy, and drive predictable growth. You will: Lead executive-level conversations spanning business + ITTurn Copilot + Agents into operational impact at scaleDrive pipeline, consumption, and adoption with disciplineCoach and elevate others — not just deliver individually
This is where strong sellers become business leaders.
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
As the AI Workforce Digital Solution Specialist you will be responsible for:1. Own & Scale the AI Workforce BusinessDrive AI transformation strategy across accounts and segmentsLead multi-solution conversations (Copilot, Security, Data, Apps)Build repeatable plays that scale beyond individual dealsConvert pilots into enterprise-wide adoption2. Drive Predictable Pipeline & Deal ExecutionBuild intentional, data-driven pipeline strategyLead ROB business planning with internal + external stakeholdersDrive deal inspection cadence and close plan disciplineIdentify risks early and pivot strategy proactively3. Lead Consultative, Value-Based SellingTranslate AI into measurable business outcomesBuild multi-threaded stakeholder maps (CXO + LOB)Drive urgency with clear POV and transformation narrativePosition Microsoft against competitors with confidence and clarity4. Orchestrate & Scale Through PartnersDefine and execute partner strategy across your territoryIdentify capability gaps and activate the right partners earlyDrive co-sell motion at scale, not deal-by-dealProvide feedback to shape partner ecosystem strategy5. Lead Customer Engagement & Transformation MotionEngage senior decision-makers with deep business contextCreate guiding examples (workshops, demos, exec engagements)Drive adoption planning at the point of saleEnsure deals convert to real usage and impact6. Raise the Bar Across the TeamCoach peers on deal strategy and executionShare repeatable patterns, plays, and insightsContribute to team and segment success, not just your own numberTo thrive in this role the AI Workforce Digital Solution Specialist:
Thinks like a business owner, not a repWalks into exec rooms with a point of view — not a pitchBuilds systems that create pipeline, not just activitiesCreates clarity in ambiguity and moves people to actionTurns insights into repeatable motion for the teamCoaches others while consistently delivering at a high levelThis is where:Sellers become AI transformation leadersDeals become operating model changeYour impact scales from accounts → territory → teamIf you want to just close deals — this isn’t it.
If you want to shape how organizations work in the AI era —let’s go.
Other Embody our culture and values
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 qualificationsMaster'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.
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.