Job Description
AI is rewriting how the world's biggest companies operate — and Microsoft is at the centre of it.
Every enterprise in Australia is asking the same question right now: how do we move AI out of the pilot and into the business, the operations and the P&L?
As a Cloud & AI Sales Specialist, you get to answer it with the most complete AI platform in the market behind you, and the engineers who build it supporting you.
This is a front-row seat at the fastest-moving frontier in enterprise technology. The models change monthly. The customer conversations you lead this quarter didn't exist last year. If you want to be where the work is genuinely new, this is it.
You will lead strategic customer conversations across Cloud modernization, Data, AI, Applications and Developer platforms, working with senior business and technology leaders to shape transformation priorities, build compelling business cases, and carry opportunities from first discovery through commitment, adoption and growth.
You will do it as part of an inclusive, high-performing team that brings together sales, technical, customer success, engineering, partner and delivery expertise helping some of Australia's leading organisations modernize securely, unlock the value of their data, and get AI into production.
In this role, you will:
- Lead high-impact cloud and AI transformation conversations with senior customer leaders.
- Shape complex, multi-workload opportunities across infrastructure, data, applications, AI and developer platforms.
- Build trusted relationships across the Australian technology ecosystem.
- Work alongside experienced Solution Engineers, Customer Success teams, partners and Microsoft engineering teams.
- Take customers beyond experimentation and put cloud and AI solutions into secure, scalable production.
- Sharpen your commercial, industry and technical fluency faster than anywhere else in the industry.
What a successful candidate looks like
We're less interested in a checklist than in a pattern. The people who thrive in this role tend to look like this:
- You start with the customer's outcome, not the product. You can articulate what a customer is trying to achieve before you name a single Azure service.
- You bring hustle and energy. You move first, follow up fast and don't wait to be handed a plan.
- You're genuinely curious. You ask customers questions nobody else in the room asked because you actually want to know the answer.
- You're better with a team around you. You know when to pull in a Solution Engineer, when to lean on a partner and when to escalate.
- You've sold public cloud. You understand consumption, you can build pipeline from a standing start, and you know how to land an opportunity that drives outcomes.
- You've seen enough to know where technology and opportunity intersect. You know which technical conversations lead somewhere commercial and which ones don't.
Responsibilities
Lead strategic customer conversations
- Build trusted relationships with senior business, technology, data and engineering leaders.
- Run consultative discovery that connects customer priorities, industry context and transformation goals to the right cloud and AI scenarios.
- Translate complex technology into clear business value, measurable outcomes and an actionable transformation roadmap.
- Bring sharp insight on market trends, responsible AI, security, regulation, sovereignty and the competitive landscape.
Shape Cloud & AI Platform opportunities
- Own opportunities across cloud and application modernization, data and analytics, AI applications and agents, and developer platforms.
- Build differentiated value propositions and business cases that connect Microsoft's platform capabilities to customer outcomes.
- Guide opportunities from qualification and solution shaping through customer commitment, deployment and expansion.
- Partner with technical teams to define success criteria for demonstrations, workshops, proofs of concept and production plans.
Orchestrate Microsoft teams and our partner ecosystem
- Collaborate with Account Executives, Solution Engineers, Customer Success teams, engineering specialists, commercial teams and partners.
- Bring the right expertise into each opportunity at the right time.
- Partner with your technical teams to validate solutions and support the deployment, adoption, and ongoing value realisation
- Activate partners early to expand customer reach, add delivery capacity and accelerate time to value.
Drive disciplined sales execution
- Own territory and account planning for your customer portfolio.
- Build and progress a healthy pipeline, maintain forecast accuracy and manage risk across complex opportunities.
- Use customer, market and consumption signals to prioritize the opportunities with the greatest potential impact.
- Stay engaged well beyond the initial sale to monitor adoption, spot intervention points and uncover expansion opportunities.
- Use Microsoft's AI-enabled selling tools to sharpen your preparation, customer relevance and execution efficiency.
Build platform and market leadership
- Maintain strong working knowledge across infrastructure, data, AI, applications and developer platforms.
- Develop industry and competitive fluency to credibly advise customers and differentiate Microsoft.
- Share customer insight, competitive learning and repeatable approaches across the wider team.
- Invest continuously in your technical, business and consultative selling capability.
Other
Qualifications
Required Qualifications
- 6+ years of experience in technology, cloud, data, AI, application, platform or enterprise software sales.
- Demonstrated experience engaging with senior business and technology stakeholders.
- Experience developing and executing sales strategies that drive customer outcomes and business growth.
- Strong consultative selling, opportunity management and customer engagement skills.
- Ability to communicate complex technology and business concepts to executive audiences.
Additional Qualifications
- Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security or a related discipline.
- Experience working with enterprise Financial Services companies would be advantageous.
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.
