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. Microsoft is hiring for a Digital Solution Specialist - AI Workforce in four key Microsoft Cloud solution areas –  **Security** ,  **Workplace AI** ,  **AI Business Process** , and  **Azure** . Each hire will own the end-to-end sales performance for their respective solution area across the region’s corporate segment. In this role, you will lead the sales strategy and execution for your focus area, coach and orchestrate first-line managers and specialists, and serve as the voice of the field to worldwide teams. This opportunity allows you to accelerate your career growth by driving a critical piece of the Microsoft Cloud business, developing deep business and technical acumen in your solution domain, honing your coaching and leadership skills, and becoming adept at large-scale deal strategy and partner engagement – all while shaping the future of how we empower customers in FY26 and beyond. The  **Microsoft Cloud**  is the most comprehensive and trusted cloud platform in the industry – spanning cutting-edge solutions in  **Security** ,  **Workplace AI** ,  **AI Business Process** , and  **Azure** . At Small Medium Enterprises and Channel (SME&C), we harness this full Microsoft Cloud portfolio to drive digital transformation for organizations of all sizes. Our high-growth, AI-powered sales team is customer-obsessed and partner-driven, unlocking innovation from secure infrastructure to collaborative AI-powered productivity and intelligent business applications. Join us and lead the charge in empowering customers with the Microsoft Cloud, working smarter, collaborating seamlessly, streamlining business processes, and staying protected on a global, trusted platform. 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 Execution** + Proactively builds external stakeholder network and leverages internal partners to engage external stakeholders; acts as a thought leader and subject matter advisor to the executive-level business decision makers at the customer's/ partner's business; guides others on identifying and engaging decision makers and stakeholders to expand the relationship with customers/ partners. + Explores and assesses the needs of strategic/high-potential customers; articulates business value and long-term implications for customer business; collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities; analyzes market trends to identify opportunities for new solutions. + Develops strategies for driving and closing strategic and/or prioritized opportunities; collaborates with account teams to ensure alignment with the account strategy and plan; leads deal execution with the deal teams across the organization; coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure. + Brings impactful industry insights into customer engagements and closes deals with customers; acts as a thought leader across solution areas to advise customers across business functions on digital transformation with a challenger mindset that accounts for customers' business needs and priorities; leads virtual transformational shifts to drive deployment and create business value for customers; may lead partner integration into account/territory planning and customer engagements. + Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads; leads conversations with strategic/high-potential customers (e.g., high-budget, global-account, highly competitive) along with account teams or partners; facilitates the account team unit (ATU) to build pipeline in collaboration with partners and services; guides others on social selling; applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs. + Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners; identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders. **Qualifications** **Required/minimum qualifications** + Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience. + Experience in selling and scaling with and through partners. **Additional or preferred qualifications** + Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience + OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience + OR 11+ years of technology-related sales or account management experience. + 6+ years of solution or services sales experience Digital Solution Area Specialists IC5 - The typical base pay range for this role across Canada is CAD $150,900 - CAD $215,900 per year. Find additional pay information here: Canada pay information | Microsoft Careers (https://careers.microsoft.com/v2/global/en/canada-pay-information.html) Microsoft will accept applications for the role until July 30th, 2025. 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) .