In the AI Workforce Specialists team, we are looking for passionate, early in career and credible specialist sellers with a drive for developing and winning strategic opportunities that deliver end-to-end AI Workforce transformation at scale through high-impact, value-driven customer engagements—helping organizations achieve meaningful business outcomes and unlock the full potential of AI-powered productivity.   At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, 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 businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business. This opportunity will allow you to _accelerate your career growth, develop deep business acumen, hone your selling skills, and become adept at deal_ _structuring._ As a Digital AI Workforce Specialist, you will lead the charge in transforming how organizations adopt and scale AI-powered productivity across AI Workforce solutions (M365 Copilot, Copilot Studio, Copilot Chat, Agents, ME3, ME5, Frontline Worker) and build strategies with customers, collaborating across different groups inside the Customer environment to successfully enable customers to drive and adopt AI transformation.   You will lead consultative customer conversations and collaborate on the planning, orchestration and execution of end-to-end AI Workforce solutions opportunities with internal stakeholders and partners to cross-sell and up-sell. This opportunity will allow you to learn and accelerate your career growth, honing your solution sales and collaboration skills, and deepening your AI Workforce end-to-end expertise To prepare for the role, you will be enrolled in the MCAPS Early-in-Profession (EiP) Program and undergo intensive onboarding and job shadowing in the first six months of the role. We believe those just beginning their journey bring a crucial perspective to advance our mission of empowering customers and partners through AI transformation. The MCAPS Early in Profession (EiP) program prepares the next generation of leaders to be the workforce of the future. A curated onboarding, skilling, community and career development journey promotes professional dexterity, so participants are prepared—and qualified — to quickly deliver customer and partner impact. This journey includes a strong emphasis on developing technical skills and product knowledge, ensuring that participants are equipped with the necessary competencies to meet the demands of their roles. A blend of AI and human-powered experiences in their first three years provide the skills and practice participants need to thrive in their careers and get farther, faster. 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** **Sales Excellence** Manages the end-to-end business of the assigned territory; conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities. Collaborates with partners and resources and learns about customer business; supports senior team members to explore business and emerging opportunities. Seeks client feedback (both formal and informal) to identify and understand the drivers of satisfaction and execute plans to maintain and continue to build on it, and to identify and understand the drivers of dissatisfaction, determine the root cause of problems, and establish recovery action plan to improve clients overall experience; shares feedback with account teams. Completes required training and obtain relevant product and role certifications aligned to the role and workload/industry. **Sales Execution** Understands customer business needs through initial conversations; collaborates with internal teams, partners, and services to recommend solutions or products in an assigned area with direction/guidance. Receives leads from Marketing, Account Teams, and/or partners, and converts leads into opportunities for the supported business; applies Microsoft's sales process (Microsoft Customer Engagement Methodology) to determine the quality of the opportunity and whether to proceed. Articulates to customers how Microsoft's three-cloud platform can enable digital transformations across specific workloads and engages in discussions of digital transformation opportunities for those workloads, initiates conversations with customers on digital transformation in a solution area, in collaboration with partners and services. Accelerates the closing of deals in collaboration with other team members by developing and executing close plans. Supports team members on identifying and progressing opportunities to drive consumption with existing customers; can identify and articulate blockers to customers' consumption. **Scaling and Collaboration** Collaborate with internal stakeholders and partners to cross-sell, up-sell, and co-sell products, solutions, and services; understands the ecosystem of the partners in a solution area and the offers partners currently have in market. Establishes relationships with internal stakeholders and partners, seeking out and considering their opinions; learns about the orchestration model within a solution area. **Technical Expertise** Participates in and contributes to internal technical community discussions and conversations. Learns about direct competitors for the assigned products, solutions, and/or services; collaborates with the Digital Solution Engineers to execute strategies that position Microsoft favorably against competitors. **Qualifications** **Required** **Qualifications** **(RQs)** + Bachelor's Degree in Information Technology, or related field with 1 year above technology-related sales or account management experience. + Specific Market language fluency as needed + **Business Relationship Management:** The ability to develop and maintain positive working relationships with supervisors, staff, managers, customers, and vendors. This includes expressing empathy and compassion when dealing with the needs and problems of others, being approachable, taking time to address the concerns of coworkers, and treating others with respect and dignity. + **Consultative Selling:** The ability to understand customer needs through dialogue before recommending products/services. + **Conflict Resolution: The** ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities. **Preferred Qualifications (PQs)** + **Decision Making:** The ability to make decisions in a fast-paced, rapidly changing environment. This includes the ability to define, diagnose, and determine an appropriate resolution, recommendation, or decision while considering alternatives and factors (e.g., resources, costs, trade-offs). + **Creativity:** The ability to apply ingenuity, inventiveness, and imagination to the inclusive design and construction of a product, service, program, or initiative. + **Negotiation:** The ability to achieve mutually satisfying agreements in negotiations with others by listening to their objectives, acting as the company's representative to effectively communicate the company's objective, and seeking common ground and collaborative solutions. + **Microsoft Products:** Knowledge of Microsoft products/services and the ability to participate in technical conversations related to products/services. Fundamental level credentials/certifications on Microsoft of competitive Cloud and/or AI Platforms. 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) .