Do you enjoy working on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you!   At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, Artificial Intelligence (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. In the AI Workforce Specialists team, we are looking for passionate, experienced, 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. As a **Digital Specialist - AI Workforce** , 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, and 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. 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** + Collaborates with partners and resources and leverages customer insights or industry knowledge; contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation. + Engages with internal and external stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory. + 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. + Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience; manages and/or orchestrates sales and delivery success through the account team and pursuit team. **Sales Execution** + Collaborates with team members to discover new opportunities; drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams); collaborates with account teams, partners, or services to track, qualify, and expand new opportunities; collaborates with other teams (e.g., account teams) and services to build pipeline; interfaces with customers and builds relationships via social selling; applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed. + Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals; has a deep understanding of customers' business and its priorities to drive conversations with customers on digital transformation across multiple solution areas, in collaboration with partners and services; creates guiding examples of digital transformation through seminars, workshops, Webinars, and direct engagement. + Identifies customer business needs and technology readiness; contributes to the development of solutions in collaboration with internal teams, partners, and services; proposes prioritized solutions that align with customers' needs; articulates the business value of proposed solutions. + Proactively builds external stakeholders' mapping; collaborates with account teams (e.g., Account Executives) to identify and engage business subject matter decision makers at the customer's/partner's business. **Scaling and Collaboration** + Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell; identifies and supports on-boarding new partners by researching and discussing customer scenarios; provides feedback to OCP on partner gaps; develops joint proposals and consumption plans with partners; contributes to developing partner strategies to address gaps in partner capabilities. + Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners. **Other:** Embody our Culture (https://www.microsoft.com/en-us/about/corporate-values) and Values (https://careers.microsoft.com/us/en/culture) **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. + 4+ years of experience with full cycle sales experience responsible for an individual quota. **Additional or preferred qualifications** + Master'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 (https://careers.microsoft.com/us/en/us-corporate-pay %20 ) Microsoft will accept applications for the role until August 2nd, 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) .