Job Description

Overview

The future of work is being rewritten by AI, and Microsoft is leading the transformation.

We're looking for an AI Workforce Solution Specialist who can help the world's most innovative Digital Native and technology companies reimagine how work happens through Microsoft 365 Copilot, Agents, Security, and the AI-powered productivity cloud. This role is built for strategic thinkers, builders, and operators who thrive at the intersection of technology, business transformation, and customer impact.

This is not a traditional solution sales role. Our team operates as a high-performance pursuit organization focused on creating net-new demand, driving executive alignment in competitor-entrenched accounts, and winning platform decisions. We help customers move from Microsoft curiosity to enterprise-scale through world-class workshops, executive engagement, strategic selling and disciplined pursuit management.

What Makes Our Team Different

We Sell Partnerships, Not Products

We lead with customer outcomes, AI transformation, and long-term strategic value, helping customers shape the future of their business, not simply purchase technology.

We Operate Like a Startup Pit Crew

We move fast, communicate with transparency, and rally around strategic opportunities. Everyone has a role. Everyone contributes. Everyone wins together.

We Build Executive Relationships

We engage CEOs, CROs, CPOs, CFOs, CISOs, and business leaders early to drive company-wide AI transformation and platform decisions.

We Create Net-New Demand

We thrive in whitespace opportunities, competitive displacement motions, and environments where creativity, initiative, and customer obsession drive results.

We Hire for Culture Add

We value curiosity, accountability, collaboration, growth mindset, and a willingness to go the extra mile for teammates and customers. We work hard, celebrate wins, and genuinely enjoy winning together.

Our mission is simple: Win the AI Workforce Battle and make Microsoft the AI platform of choice for the next generation of Digital Native companies.

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

Create AI Workforce Demand and Accelerate Value

• Identify, qualify, and develop high-impact AI Workforce opportunities by hunting and cultivating relationships with C-suite and line of business decision makers across competitor-entrenched startup segment.
• Drive executive conversations focused on workforce transformation, productivity, security, and AI adoption. Own pursuit strategy, competitive positioning, and opportunity progression through close.
• Position Microsoft 365 Copilot, Agents, Security, and Endpoint as part of a broader Microsoft-aligned business strategy.
• Help customers build compelling business cases and adoption plans that accelerate AI value realization.

Orchestrate One Microsoft

• Orchestrate cross-functional teams with clarity and pace, scaling with Account Executives, Solution Engineers, Corporate Business Development, Customer Success, Product Group leaders, and trusted Partners.
• Align stakeholders around a unified customer strategy and execution plan, leveraging all available programs and resources, to deliver a seamless customer experience that differentiates Microsoft from vendor to partner.
• Drive operational excellence by using AI daily for strong pipeline management, propensity mapping, forecasting discipline, customer signals, and business insight dashboards to prioritize investments, orchestrate v-teams, and maximize impact with customers.

Deliver World-Class Customer Experiences

• Facilitate executive workshops, AI envisioning sessions, and business value discussions.
• Help customers identify transformative use cases for Copilot and Agents and champion their innovation at Microsoft via investment programs and GTM partnerships.
• Convert interest into commitment through proposal development, negotiation, and successful close with pace and urgency.

Qualifications

Required/minimum qualifications

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

Other Requirements

· This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.

Additional or preferred 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.

• Experience in technology sales, consultative solution sales, business development, and commercial SaaS licensing.
• Expertise in executive relationship building and influencing strategic decisions with communication, presentation, negotiation, and stakeholder management skills.
• Experience leading large territories at scale, with ability to thrive in fast-paced, ambiguous, high-growth environments that require context-shifting and rapid opportunity development.
• Moderate to high experience with AI, productivity SaaS, and security solutions with passion for helping customers transform how work gets done through AI.

Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. 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 $145,600 - $205,600 per year.

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

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.