The Job

Solution Area Specialists IC4

Logistics, Sales & Operations · Sales & Business Development · Enterprise Sales · Technical Sales · Sales Management

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In short

Leads sales opportunities for AI- and cloud-driven transformations, identifying and qualifying customer needs. Develops and executes sales strategies, leveraging AI insights and technologies to drive growth and innovation. Collaborates cross-functionally to ensure customer success and maintain pipeline hygiene, acting as a trusted advisor.

Responsibilities

  • Leads discussions with customer stakeholders to identify, qualify, prioritize, and accelerate sales opportunities.
  • Supports the development of solutions for AI- and cloud-driven transformations.
  • Engages in sales pipeline reviews to drive forecasting accuracy and maintain pipeline hygiene.
  • Analyzes business and emerging opportunities to improve customer portfolio and encourage innovation.
  • Assesses and qualifies sales opportunities following sales frameworks and guidelines, utilizing AI-driven insights.
  • Drives sales strategies tailored to each customer's security priorities.
  • Reviews and translates customer and partner feedback to establish recovery action plans.
  • Develops relationships with key customer and partner stakeholders.
  • Drives partner teams, resources, and relationships to facilitate co-selling strategies.
  • Drives partner organization connections to accelerate customer value realization.
  • Leverages technology (e.g., AI sales agents, automation, Power Platforms) to drive growth.
  • Utilizes propensity, renewal, consumption, and usage data to prioritize sales strategy.
  • Optimizes partners assigned to each account and/or opportunity.
  • Ensures the use of AI-powered analytics and forecasting tools for precision.
  • Leads usage and/or consumption pipeline hygiene to monitor adoption trends.
  • Evaluates solution area(s) and market and develops insights to align sales plays with customer business priorities.
  • Partners across teams to propose solutions and strategies that align with customer business objectives.
  • Identifies and addresses gaps, driving market engagement and sales execution.
  • Emphasizes the integration of cutting-edge AI technologies and cloud services.
  • Leverages established strategies and participates in conversations with customers to distinguish Microsoft’s offerings.
  • Serves as a trusted advisor for customers and guides the technology adoption.
  • Leverages whitespace analysis and partners to identify business opportunities and market gaps.
  • Evaluates and disseminates market intelligence, trends, and insights across the team.
  • Acts as a point of contact and collaborates with internal stakeholders within and across organizations.
  • Engages with account teams to align the customer's AI transformation vision with their business priorities.
  • Incorporates and reinforces security principles in customer interactions.

Requirements

  • Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 4+ years experience in technology-related sales or account management OR equivalent experience.

Desired 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.
  • Demonstrated experience leading AI strategy, transformation, or innovation initiatives within a major insurance carrier, broker, or financial services organization.
  • Deep expertise designing and implementing enterprise AI solutions leveraging Microsoft Azure AI, AWS AI/ML, and/or Google Cloud AI platforms.
  • Proven success serving as a trusted advisor to executive stakeholders and customer-facing teams, translating business objectives into scalable AI adoption strategies.
  • Experience leading or operating an AI Center of Excellence (COE), including governance, operating models, talent planning, and AI program execution at scale.
  • Ability to support AI growth planning through capacity management, resource forecasting, and quota management aligned to evolving customer demand and business priorities.
  • Strong understanding of AI adoption frameworks, responsible AI practices, and organizational change management within highly regulated industries such as insurance and financial services.

Benefits

  • Certain roles may be eligible for benefits and other compensation.
#Sales#Solution Area Specialists#AI#Cloud#Technology Sales#Account Management#Enterprise AI#Azure AI#AWS AI/ML#Google Cloud AI#AI Strategy#AI Transformation#AI Innovation#Insurance#Financial Services
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Company

Microsoft

Job Posted

2 hours ago

Employment Type

Full Time

WorkMode

Remote

Experience Level

Mid-Senior

Locations

United States

Qualification

Bachelor, Master

Applicants

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