The role of Cloud & AI Solution Engineering Manager involves managing and empowering teams to deliver success through modeling, coaching, and caring. Managers define team objectives, enable success across boundaries, and invest in the growth of individuals 1 . They proactively engage with key customer technical decision-makers, leveraging deep technical and industry knowledge to build credibility and ensure technical wins 2 . The role includes orchestrating team resources, maximizing customer engagement impact, and driving mid-to-long-term strategy 3 . Additionally, managers coach teams to grow the partner network, identify gaps, and promote Microsoft within the ecosystem 4 . They build competitive knowledge, define and execute strategy, and ensure team capability to execute solutions 5 . The role also involves overseeing solution demonstrations, guiding customers through digital transformation, and identifying new technical and business trends 6 . Finally, managers enable team development, act as technical thought leaders, and share best practices 7 . **Responsibilities** **Responsibilities** **People Management** + Managers deliver success through empowerment and accountability by modeling, coaching, and caring. + Model - Live our culture; Embody our values; Practice our leadership principles. + Coach - Define teamobjectivesand outcomes; Enable success across boundaries; Help the team adapt and learn. + Care - Attract andretaingreat people; Knoweach individual’scapabilities and aspirations; Invest in the growth of others. **Scale Customer Engagement** **s** + Proactivelyidentifiesand engages with key customer technical decision makers and influencers whileengagingsales team. Coaches and enablesteamtoidentifyand proactively engage with key customer technical decision makers and influencers to help unblock technical obstacles. + Uses knowledge of customer context, and deep technical, domain, and industry knowledge to build credibility with customers. + Enables and empowers team to influence customer decisions and ensure technical wins by streamlining processes and managing the flow of wins,leveragingdeep knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Aligns goals across solution areas andfacilitatescross-selling with various workloads (e.g., Apps,Dataand Infrastructure) + Leverages knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU]) and owns resolution of technical and non-technical blockers byengaging other teams (e.g., engineering, Account Team Unit [ATU], Specialist Team Unit [STU]) and conveying impact. Anticipates and addresses future potential blockers based on needs.Identifiespatterns of blockers within area of expertise and drives resolution through local and global escalation. + Ensures consistency and quality through capturing, sharing, and adherence of standards and best practices in customer engagements by implementing cross-functional initiatives to different channels across a subsidiary to drive consistency in technical approach and ensure customer technical experience across teams. + Orchestrates team resources andcoachesteam to maximize impact of customer engagements and drive mid-to long-term strategy through cross-workloadcapacityplanning, prioritization, andutilizationof resources. Proactively plans team resources and influences future blueprints. Qualifies and prioritizesopportunities, andholds team accountable for maximizing selling time to achieve scorecardobjectivesand subsidiary strategy. **Leverage Partner Ecosystem** + Maximizes area-levelcapacityand capabilities by coachingteamto grow partnernetwork,identifyinggaps and promoting Microsoft within the Microsoft ecosystem (e.g., account teams). Raises escalations or alleviates blockers through collaboration with manager-level counterparts in cross-functional groups. + Supports partner technicalcapacityby monitoring and analyzing resources through interactions, communicating with managers, andidentifyingnew partnership opportunities to build subsidiary strategy. **Build Strategy** + Builds competitive knowledge ofteamby enabling competitive learning andidentifyingexperts to share knowledge. Enablesteamto sharecompeteknowledge with internal teams and communities, influencecompetestrategies, andhighlight Microsoft advantages during architecture and capability discussions. Acts as a subject matter expert on a particular competitive discipline(s). + Coaches and provides support toteamand across internal teams to define and execute strategy. Proactively approaches customers to understand andidentifycross-workload strategy opportunities.Engagesinternal teams to ensure capability to execute strategy. + Maintains communications with internal partners (e.g., Account Technology Unit [ATU], Customer Service Unit [CSU] manager, SSM) on highest potential customers to pre-align technical resources to customer and customer casesbased on account planning and priorities, with the flexibility to realign to minimize orchestration and enable proactive engagements as needed. + Works with local marketing and account teams to shape strategic win and customer success plans and tailor to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends. Ensures team is equipped to executecompetestrategy, collaborating with cross-functional groups as needed. Where applicable, oversees team(s) in the building of consumption plans with moderately complex requirements in coordination with Partner and Industry Solutions Delivery teams after customer sign-off. **Solution Design and Proof** + Coaches team andoverseesdemonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of solutions based on multiple products and position solutions against competitors. Ensures demonstrations enable customers toidentifyand resolve technical issues with clear criteria and next steps that guarantee deployment of Microsoft technology. + Promotes adaptation and extension of architecture patterns to accommodate complex customer requirements and drive integration solutions for industry flavor. + Applies advanced sales methodologies (e.g., challenger sales) andcoachesteam in guiding customers through digital transformation solutions and using innovation to challenge solutions against changing technology (e.g., Power Apps). + Coaches team to envision new and innovative solutions that use Microsoft technology to meet customer needs. Supports team in coordinating with stakeholders to develop solutions for complex sales scenarios. Ensures team capability to execute on those solutions. + Identifiesnew technical and business trends andneeds, andidentifiesideas that can be transformed into solutions thatbenefitcustomers/partners, serving as the voice of the customer (VOC) to Microsoft. Ensures input isutilizedand solutions for the customer areestablishedat the area level. **Education** + Enables and empowersteamto develop technicalexpertiseandprovidetechnical insights to internal teams. Acts as a role model by increasing own technical knowledge and serving as a respected technology leader to team. ProvidesinsightontoCorporate, business and product groups, sales strategy, and business reviews for impact. + Acts as a technical thought leader by sharing best practices (e.g., architectures, materials) andregularly deliveringcontent at Microsoft events (e.g., TechReady). Provides insight into how toidentifyopportunities to increase solutions/portfolio understanding. + Ensures team membersparticipatein tech communities and drives feedback to improve overall team member experience and effectiveness atsubsidiarylevel. **Qualifications** 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) .